1:35 minute read. It's perfectly normal human behavior to size up people. You judge their personalities, attractiveness, wealth, social standing, intelligence and dozens of other metrics the moment you meet someone. In the same way, your clients are making several judgments about you too. They are curious about you and your abilities. Unlike agents, clients have no legal or ethical code to guide their judgment. So, it’s up to you to shape and offer an opinion of yourself they

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

Minute Read Do you incorporate an estimated seller’s net sheet in every listing presentation? Every professional real estate agent I know uses this savvy tool. And you should too. This document can be as involved or as simple as you like. Basically, a net sheet is just a review of all the expected costs a seller will encounter when selling their home. Our company provides to our agents a fillable Excel spreadsheet that automatically calculates prorated taxes, revenue stamps a

2:40 Minute Read. You’ve invested the last hour pitching yourself to your client. Now here’s a surefire way to guarantee you’ll get the listing. Nail the closing – and it’s yours. Sales resistance is just a normal part of our culture. We’re bombarded all day long with advertising, marketing and sales pitches. Watch them on TV. Listen to them on the radio or simply accept free samples from sweet, old ladies at Sam’s Club. Everyone wants to sell you something. So, it’s natural

2:40 Minute Read. Ever felt the pressure of being 1 out of 5 agents interviewed to list a home? If you plan on winning that listing you‘ll need plenty of confidence and a plan that works. Success doesn’t just happen. Use our simple 4 step listing process to close the deal and send those other agents home empty handed. Read about Part 1 – The Greeting, here. Read about Part 2 – The Answer, here. After building a relational bridge to clients and dealing with their most pressing

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

Can you build a perfect, irresistible listing presentation? Absolutely, YES! But there is a catch. I can share information that will win listings but you must adapt, mold and apply that information so that it fits you perfectly. What fits one agent may not work for another. It takes time, trial, honesty and a willingness to tinker with it until it is dialed into your style and skill set. To get started, here are a few general rules… “If you’re not winning 95% of your listing