|Posted by Key Yessaad @zenkey on December 30, 2012 at 8:00 AM|
The Decisions Sellers make when they pick you as their listing agent have a lot to do with who you are and the vibe of expertise and know-how you ooze during the appointment, than the pure information you share. You can see this in every Real Estate office; agents using the same script, the same commission, the same presentation, yet a few walk away with more listing contracts than the others. You may think that the decisions Real Estate Sellers are making are purely numerical and that would be erroneous. This is why you never ever discuss your commission or the length of the contract over the phone or via email – you do it at the appointment; and most preferably at the home site. Let’s be clear, sellers want to know your marketing plan, the reach of your brand, the special things you do that go beyond what the norm is – yes they want to hear you justify your commission; but the elephant questions in the room are emotional: Can I trust what they are telling me? Are they experienced? Are they knowledgeable? All of these questions are about you, and the appointment is your chance to reveal your expertise. So always be prepared; Know your Listing Presentation by heart - not by remembering it but by going on lots of appointments (Prospecting); and finally you must know that you will be Googled when you leave the appointment and the breadth of your internet presence connected to your career will either validate or invalidate everything you said!
Key Yessaad, Real Estate Business and SEO Coach