Real estate agents universally want to convert more appointments to results, because we invest a lot of time and energy into actually creating these appointments.
Therefore if we don’t convert them we have not only lost the business, but also all the time already invested in that particular client.
This refers to converting either in prospecting to get the listing appointment, the listing appointment itself, a price reduction or making a sale.
The most frustrating part about missing the conversion is when a potential vendor promises you the listing but they just “want to think about it.”
Then you drive past and see another agents sign on the property. Worst of all is when you see the sold sign go up – you feel totally gutted!
Well, with what I’m about to share with you today you will have the keys to converting these appointments into results.
Dominic is someone I work with and this is the text I received from him after we had a chat about a listing that he was struggling to get:
“Thanks for the advice today. I got the listing.”
That’s a converted listing worth $12,000 in professional fees when it settles and all this from a 10-minute conversation that unlocked the key to convert the vendor from being defensive to loving Dominic.
So I am now going to share with you the three things that I suggested to Dominic, which he used to convert the listing.
To convert the listing you respond with: ‘Well Mr. and Mrs. Seller, what’s more important to you, the fee charged or the amount you end up with in your bank account?”
Let’s say they choose the amount in their bank account.
Then say, ”Well if I can show you a way to get more money in your bank account than any other agent, you would be interested in using me as your agent, wouldn’t you?”
They will answer yes, of course.
You would then say: “Would you mind if I showed you how this is done?”
Then you prove your case and show them how you will get them the very highest price possible for their house.
So what does that mean for you? Most agents give up and then complain that the vendor promised them the listing.
This is not for you as you will apply the mantra, “This is just going to take a little longer” and find a way to get the listing.
I show you exactly how to do this at Success in Real Estate.
A lady who had just started in Real Estate came to Success in Real Estate and very soon after this was confronted with the situation where the vendor said they wanted to think it over.
She applied what I had taught in my Success in Real Estate course and got the listing there and then; this is powerful stuff.
She has secured many more listings just from this one thing she learned at Success in Real Estate.
It’s like a lawn that doesn’t get mowed, watered or fertilised; it’s going to become a patch of weeds and die.
That’s what happens to the real estate career’s of agents who don’t nurture their skills with good, practical education.
When they focus on honing their skills, with good actionable training, they start to overcome previous obstacles (like the “I want to think it over..” objection) and see consistency of results.
If you want to know more about honing your skills in real estate, I have a full three day training program called Success in Real Estate which you can register for here.
At the beginning of the course you will be given a 120 page manual which includes all of my practical tools for overcoming the common obstacles in real estate sales. Put your name down now…