Are you ready to learn how to become a listing agent? This is part of (of 3) of Tim and Julie Harris’s Listing process. This is an overview of the exact 7 step listing process:
Step #6: Present! It’s showtime.
* Remember that ‘presenting’ begins at the time you convert the prospect from
a prospect into an appointment. The better you are from the beginning, the
higher chance you have of actually taking the listing.
* Use our powerful and proven listing presentation. Do not wing it…even with
past clients and people in your sphere, referrals, ‘slam dunk’ appointments!
They deserve your utmost respect, not your skipping of steps.
* Pre-view the competition and pending listings to be as accurate as possible in
your pricing. Remember, pricing it right in the first place prevents you from
having to deal with reduction conversations later.
* Know what’s most important to the homeowner. Don’t assume you know,
don’t assume it’s always about price.
Step #7: CLOSE!!
* ‘ABC’…’ Always Be Closing! No not the boiler room ABCs, but a questions-based approach based on a proven process. Know how to use soft closes, direct closes, and don’t walk out the door saying ‘ok, I’ll follow up in a few days!’… Instead, leave with signed documents in one step whenever possible!
Presentation. It’s far easier to close when you’ve actually followed all of the
previous steps!* Don’t drop the ball once you’ve got the listing… you’re still ‘presenting’ until
the seller gets that check at closing!
* Remember: Listings are mental labor; buyers are physical labor. Being a great
listing agent takes skill, practice, experience, and perseverance. Commit to
becoming the best and soon you’ll feel more freedom in your practice and less
stress. How many buyers can you work with at the same time? How many listings?
* The lifestyle of the listing agent is much more flexible as it’s more scale-able
than buyers.
