You have just walked into a listing appointment and you are salivating at the mouth…..this is the PERFECT home to market and you have the “in” because this is a friend of a friend. After all…..they wouldn’t DARE not use you and make their friend upset they didn’t use you. You shake hands and the nervous tensionmakes you feel like you need to start validating yourself as to why you would be the best agent they could ever think of hiring. YOU have the latest and greatest marketing tools the world hasz ever seen and you are ready to talk. One word of advice…..DON’T.
Don’t jump to your presentation yet. Open up conversation and not about YOU…….about THEM. No one want to talk about YOU. They want to talk about THEM…..never forget this.
After the small talk about their kids winning goal last weekend in the rec league soccer game, go into questions about their needs. Now is not the time to talk about how great you are and your marketing. Many agents think that after their opening, they are ready to start “selling”……so they talk about themselves. Remember that asking questions and listening can change all that! Moreover, you will involve your customers.
You can use small talk about their needs to taylor your ideas and take care of their desires. The real mistake real estate agents make is thinking they already know the sellers or buyers needs.
If you can master listening 80% of the time and talking 20% of the time, you will go a long way!
