The Real Estate Listing Appointment: How Agents Close the Deal: 5 Steps

There is an adage, in real estate, that the agent, who controls the listings, controls the market! To obtain these listings, it behooves a professional to use all the necessities of his trade, and go beyond simply making appointments and making a presentation, but also proceed, professionally, to closing the deal, and obtaining the property listing. specific goal. With that in mind, this article will attempt to briefly examine, review, and discuss a 5-step approach and technique that quality agents use to get as many listings as possible.

one. listen/learn; grasp; revision; rest concern: Many seem challenged to avoid the tendency to start speaking and presenting too soon? One should never proceed without having a get to know you, conversation, listening effectively and learning from it, what a specific owner is looking for, their priorities, goals and personal motives, etc. Listening should be followed by learning and understanding, and before moving on, an agent should take the time to review what the owner said, to make sure they’re on the same page. Proceed to restate what you believe to be the concerns and wait until you receive acknowledgment before proceeding.

2. Empathize: Homeowners want to be represented by someone who seems empathetic, understands them, and cares deeply about providing the best service and results. So, asserting something like, I can perfectly understand how you feel, in fact most of the people I have worked with, and I personally, have felt the same way.It makes a world of difference!

3. Answer thoroughly, to your satisfaction: Don’t rush or avoid addressing concerns and/or challenges/obstacles! Rather, it is incumbent on an agent to answer and address these, thoroughly, not just factually, and to his satisfaction, but theirs (and wait until their body language etc indicates so!) !

Four. Restore/recreate your case/reasons, to hire you: Why should the landlord choose you to represent him? What will you provide, what is unique, etc., and will it be to their advantage? Very often, a transition phrase, such as, In the light of, and then mentioning a few key reasons, it helps a lot.

5. Close the deal: After completing these first 4 steps, make your efforts count to maximize your chance of getting hired. The reality is, if you have done the above procedures, properly and effectively, you still need to close the deal. Sometimes a simple statement, starting with, Doesn’t it make sense to hire someone who will put you and your interests first and provide the highest quality service and representation?

While understanding these steps and using them effectively will improve your results, you should do so by making them part of your person. Will you commit to being the best you can be?