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Part 5 - You must List to Last for the long term in Real Estate business

You must List to Last for the long term in Real Estate business This is the next topic in this series of ten specific tasks that leading real estate agents do to succeed. Ten specific Tasks that leading real estate salespeople do to succeed in real estate These are the ten sections contained in this series of articles to help you succeed in real estate: Part 1 - General ideas, suggestions, motivational quotes Part 2 - Business Planning for your Real Estate Business Part 3 - Prospecting for your real estate business Part 4 - Increasing Your Prospect Base Part 5 - You must "List to Last" for the long term in the Real Estate business Part 6 - Set High Listing Standards Part 7 - Marketing yourself to prove to the clients that you are worth it Part 8 - Real Estate Marketing 101 Part 9 - Concerns and Objection Handling Part 10 - Real Estate Time Management _________________   These are some of the notes that I took during the recent seminar and I am sure you will find them enlightening if not helpful! Part 5 - You must List to Last for the long term in this business You must try and work from a point of abundance Listings are the name of the game if you want to become a top producer. Have you ever taken an overpriced listing, knowing you could not sell it at that price but you were too afraid to lose the listing if you were truthful with the sellers? Far too often I see people taking listings they shouldn't have taken because they want the listing so desperately, If you work from a point of abundance rather than scarcity, you can maintain high listing standards because you know if you lose this one you have another appointment lined up tomorrow, The only way to work from a point of abundance is to continually search for new business opportunities, Develop a process when you are listing homes for sale and follow it You should use a standard process for every listing appointment. Arrive on time, pay them a sincere compliment, take them to the kitchen table, small talk smart, review the process, ask questions, discuss your services, tour the property, review pricing strategies, answer questions and sign the listing agreement If you use the same process every time and you have a great presentation you will increase your chances for success, The three D's of helping people through their objections, people need to be helped 1) Determination - you need to have the determination to deal with objections directly 2) Dialogue - you need to have the right words to get your message through clearly 3) Delivery - you need to deliver it in such a way that your client understands it (sometimes it is not what you say but how you say it), Once you've answered all of your client's questions you need to close for a commitment. It is best to use questions that require a yes/no response such as "any more questions?" or "given what I've shown you today, are you ready to do business with me?" I'm surprised at the number of salespeople who can get through the entire listing presentation but have difficulty asking their clients for a commitment. Next Chapter Part 6 - Set High Listing Standards: The next chapter in this series will teach you the next step in expanding your business, read next chapter    The information contained on this page and this series of articles designed to help you succeed in real estate will give you great insights and knowledge into how your real estate business should be conducted.  (C) Copyright You must List to Last for the long term in Real Estate business All Rights Reserved This page has dealt with real estate sales information, I hope you have found it useful.

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Ten specific Tasks that leading real estate salespeople do to succeed in Real Estate:

Part 1 - General ideas, suggestions, motivational quotes
Part 2 - Business Planning for your Real Estate Business
Part 3 - Prospecting for your real estate business
Part 4 - Increasing Your Prospect Base
Part 5 - You must List to Last for the long term in this business
Part 6 - Set High Listing Standards
Part 7 - Marketing yourself to prove to the clients that you are worth it
Part 8 - Real Estate Marketing 101
Part 9 - Concerns and Objection Handling
Part 10 - Time Management

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