Coaching Corner: You vs. Listings
By "Coach" Marilou Butcher Roth
This week I taught a class about fine tuning your listing consultations and I am always interested to see what people are thinking/feeling about getting listings -- the good, the bad and the ugly. In all fairness, the folks that love listings are typically not the ones that sign up for this particular class.
Over the years, I have consistently heard comments like “I don't know how to find the listings," I don't know what to say," I don't want to compete against other agents and I just don't feel confident in talking to a seller."
Here is the main thing I want to convey -- if you properly prepare, you will rapidly gain the authentic confidence that you are seeking!! Each listing consultation is individual, just as each of you are individual in your needs, beliefs and desires. So...treat each appointment individually in your preparation.
As you prepare, think of each action item that needs to happen to enable you to be of most service to this prospective seller. Write these items down and don't forget to include items such as organizing all of the paperwork you will need. Are you up to speed and in complete understanding of all of the documents you will be asking the seller to sign? If not, add to your list to talk to your manager or broker to go over the items that need clarification for you. I think you get the idea -- leave no stone unturned when it comes to preparing for this very important appointment.
Well, you say, this is for my aunt's house so I don't need to go through all of that! What???? You need to be even more prepared!! You are talking to your aunt as a professional REALTOR, fully confident and totally prepared, not as a niece or nephew.
This idea of preparation needs to happen with all aspects of this business. This might be about calling a seller for a price reduction or taking a buyer out to view houses.
Remember -- the power is in the prep!!
