There is one of these types of people at most events – you know the ones, they take the opportunity to tell you how amazing they are, maybe a recent achievement, maybe drop a few names, and my personal favourite the amount of money they earned recently? They repeat the same spiel to almost every person in the room. As a real estate agent we cannot afford to be this type of person.

See, when you walk away, do you think “oh I can’t wait to speak with that person again?” – NO! Definitely not! I think there is something to be learned here.

But if we work on this and learn from these people, we can be the needle in the haystack that the vendor is looking for. We can make the sale of their home all about them, catering to their needs. We can become their friend and as the years go by friends of their relatives with future business. It’s crucial isn’t it?

So three ways to avoid being the loud haler real estate agent:

1. Speak less: Learn to talk about yourself less. Have a mental trigger, if you say a few sentences in a row, stop and ask a question.

2. Build your listing presentation around questions: make questions central in your listing presentation. You can build a beautiful presentation with all the graphs in the world but if they don’t connect you won’t collect the listing – simple as that. I cover this in full detail in my monthly listing presentation webinar.

I run a monthly demo of the listing presentation I used – if you would like to see it you can register here…

3. See each connection as the opportunity to build a friendship: I once read a horrible piece of advice from a sales trainer who said “see the dollar signs on your prospects foreheads” –  do you think people can’t tell if that’s how you are thinking? You are better to view them as a possible friend. I am still friends with many of my vendors – it’s very rewarding – amazing things happen when you genuinely care.

Thanks for watching today – if you would like to join me for my iPad listing presentation demo webinar for real estate agents – register here. If you liked this video please hit the like button, comment and share with your friends.

VIDEO TRANSCRIPT: 26th October 2016