1. Mike Ferry - How to Become Better At Listing Presentations
According to Mike Ferry, the more often you go back, the less chance you have of getting the listing, and
the less time you have for another appointment to get another listing. The reason for the same is that
seller starts to lose confidence in you. Why would it take multiple times of going back for you to get a
listing? The only reason why that would happen is because the seller has lost all confidence in you.
There are no ifs, ands, or buts about it. And what’s worse is how many listings you are missing that you
could have received if you had been with the right person at the right time, doing your job properly.
The listing process, simply stated, entails the following features:
a) Pre-qualifying 100% before you go out and doing it efficiently and well
b) Mail or deliver that strong pre-listing package
c) Call back and confirm the prospects still want to continue with the sale of their property
d) Show up both physically and mentally for the appointment
e) Follow the scripts verbatim.
We cannot firmly say which of the steps in the listing process are more important, but all steps are critical
and you really cannot afford to leave one out.
Here you can increase the number of presentations that you go on. If you give yourself enough chances
to find a prospect to sell, then you are probably going to find a prospect who wants to sell, but the
problem for most of us is we do not have enough opportunities.
Everyone likes to become better at their listing presentations. The only way to get better at your listing
presentation is to be on the street doing it so often that you work out the bugs and improve it quickly.
See, as a professional tennis player, if you only get to play one match a month, you cannot be as good as
you would be if you were playing matches every day. If you want to be a great listing agent, you go on
listing presentations all the time. That is what it takes.
If you want to be a superstar, set a goal to go on one presentation per day. Just keep a note of
everything you do like, how many hours are you working in an average day? With this you can improvise
on your working techniques and will definitely rise on new heights with time.
Find more articles from author on Mike Ferry and his prestigious real estate coaching Mike Ferry
Organization. Click here to see a video of Mike Ferry's Coaching - http://www.youtube.com/watch?
v=ZyYjymFS1OE
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