How To Win Every Listing Appointment
One of the things I love about our brokerage is the collaboration that occurs within the walls of it. I was listening to our broker, Brian North speak on listings the other week and he said something that stuck a cord with me. “The person who asks the most questions AND listens the best, wins the listing”.
Not experience, not sales in the area, not strategic marketing plans…..asking the right questions….. Why? Because maybe those things aren’t what’s important to your seller. Maybe they just want someone who will listen to them, someone relatable or someone new and eager to work. Maybe not? How will we ever know how we can best provide value to someone if we don’t know what they value???
And with that…. I realized I had been doing my listing presentation wrong this whole time. I thought this was my opportunity to tell people why we’re the best person for the job, how we market properties better than other people in our industry, how we spend top dollar on photos, videos, staging, marketing and do everything we can to present their property in the best light to get them the most money possible and I was wrong. I was telling them what I value, not listening to what they value and coming up with a plan that gets them exactly what they want out of the experience.
With that being said…. Here are the questions I am asking in my listing appointments
What is most important to you within this transaction? Ease? Comfort? Money? Speed?
What would make selling your home a 10/10 process?
What would you need help with prior to selling?
If you couldn’t get the price you wanted, what would happen next?
How long have you lived here?
Where are you going next?
What do you expect your agent to do for you?
What is your favorite part about your home or neighborhood?
Do you need help coordinating anything else within this process?
Have you sold a house before?
What did you like or dislike about the process?
Is Marketing Important to you?
And don’t forget… If you’re asking the questions but you’re not actually listening to the answers the questions don’t matter.
