1:57 Minute Read. We’ve all faced resistant clients, plenty of competition and difficult situations when listing homes. This is how to successfully talk clients through (not away from) their objections. Answering questions and removing objections along the way clears the path in getting to “yes”. Answering their questions before they’re even asked will help clients clear their head so they can focus on what you have to say. “Your clients called you for a reason. Answer thei

3:42 Minute Read. If you thought greeting a client was simply saying “Hi”! – you’d be wrong. Listing property is both art and science. A successful greeting will set the stage for a signed listing agreement later. There is plenty of relational science going on here, so don’t miss it. It has been many years since my broker, Jon Stout (Stout Group in Cedar Springs) accompanied me on my first listing appointment. I stuttered and stammered through the presentation and was shocked

1:05 Minute Read What’s in your listing package? To win at listing properties, verbal presentations need to be well-organized, thoughtful and articulate. Accompanying written materials need to support and enhance what you tell a client. Let’s take a look at what well-dressed presentations looks like. I bring two copies of my presentation material to every listing appointment. That way, I can leave one copy with the client in a nice, company-logo presentation folder along with

Ready to win your next listing presentation? We’ve all faced difficult situations, resistant clients and plenty of competition. This is how to successfully up your game by professionally talking clients through (not away from) their objections. We divide the Perfect Listing Presentation into 4 sections: Greeting, Answer, Plan and Close. Each segment offers an opportunity to remove barriers. Answering questions and removing objections along the way will clear the path to gett

There is an old phrase in real estate: “The second mouse gets the cheese.” That poor first mouse. He found the cheese. Worked hard to get the cheese and WHAM! He sacrificed everything and lost it all. Ever feel like that as an agent? I have, but I’ve also learned how to become the second mouse. During a listing appointment, a few key questions will expose what other competing agents are promising – and if their promises are too good to be true, speak truth. Expose lies. Being