Land real estate listings when sellers aren't biting 
Brush up your closing skills
By Bernice Ross, Monday, February 7, 2011.
Flickr image courtesy of ThrasherDave.You walk into a listing appointment, have great rapport with the sellers, do a great job on your presentation, and when you're ready to close for the listing they say, "We're interviewing three other agents -- we'll get back to you."
What do you do?
The long-running seller's market of the last decade created a whole generation of real estate agents who lack solid closing skills. When there are too many buyers and not enough listings, no closing skills are needed.
As the listing agent in a seller's market, all you have to do is issue your counteroffers, make sure the buyers are qualified, and then take the best offer. Buyers are so desperate to purchase that their agents have little need to close as well.
more...
Premium Member account.
Premium Members have full access to all news archives & premium content.
Purchase Professional Membership for $199/year OR
Premium+ Membership for $149/year OR
News Membership for $69/year
All rights reserved. This article may not be used or reproduced in any manner whatsoever, in part or in whole, without written permission of Inman News. Use of this article without permission is a violation of federal copyright law.
