How to list more properties in a tough market
Have you ever been at a listing appointment and the sellers wanted too much, so you walked away only to find that the property is sold at, or below the price you suggested?
How does that make you feel?
This week I share the keys to listing more properties in a tough market and why you must not try to reduce the price at the listing appointment in a market that is stable or falling.
The salespeople who get this wrong are dream shatterers.
They continually see properties that they have previously been to for listing appointments, sold by other agents.
The agents who get this right know there is a process to go through to secure these listings and then get them sold.
A client of mine, Bec was losing listing after listing to her competitors. She put these steps into place and when she got this right she prospered by listing many properties and selling them.
You can do the same thing and list more properties in a tough market by following the same path:
- Motive
- When the motive is strong list the property.
- Relationship.
- The point of the listing presentation (when there is a strong motive) is to build a great relationship so the sellers like and trust you. Not to take all hope away from them.
- Team.
- Show them that you are on the same side.
- Make sure they have the confidence and trust in you to always do the right thing for them.
I walk for 7.5 kilometres, 5 mornings per week.
Some mornings I really don’t feel like doing it, but I do, because I trust my doctor.
The same thing happens with agents and sellers; when they trust you, you will help them to good health in their property sale.
You can’t do this without their trust.
So if the motive is strong, you feel you can build a good relationship, and the sellers trust and like you, then just get the listing and don’t worry about the price at this stage.
Never lose one of these listings because you think the price the vendor wants is too high.
If the motive is strong do this – List – Reduce – Sell.
If you want to find out more about how you can list more properties than you thought possible, click the link to find out more about my 3-day Success in Real Estate program, which covers this in great detail.