Brokerage

Play offense, not defense, to score listing appointments

Justifying your commission means demonstrating value upfront

Future-Proof: Navigate Threats, Seize Opportunities at ICNY 2018 | Jan 22-26 at the Marriott Marquis, Times Square, New York

You have a listing lead and have just scheduled the appointment. How you proceed once you are in front of the sellers will determine whether you obtain the listing. Are you taking the right steps to ensure that you get the best possible results? Price A few days ago I was leading a "new agent" coaching call on how to price properties on listing appointments. One agent said her manager recommended completely filling out the listing agreement -- including the price -- prior to the appointment. She was to then hand the completed listing agreement to the seller at the beginning of the appointment. The group's reaction to this approach was universally negative: "I think that's very arrogant," and "I would never list with someone who had already determined the price without even seeing the house." This approach is an old technique that originated in the "hunt 'em, tell 'em and sell 'em" school of real estate. You must hard close the sellers to accept the price you choose. The tru...