Three secrets to closing more listing appointments in real estate

Have you ever walked out of either a listing appointment or a buyer appointment and wondered what happened?

Maybe deep down you knew, as soon as you left, that you were not getting the listing or the buyers were not going to return your call.

It’s a terrible feeling because you know that the listing or sale has gone to your competitors.

You feel devastated because it’s been a waste of time, but on the positive side we can use this as a learning experience.

When you get the three secrets to closing more listing appointments you will be amazed at the growth of your results, and (if you genuinely care and give excellent service) your referral business.

My story: Implementing the three secrets to closing  listing appointments and the subsequent results…

Once upon a time I was really struggling, I had even written out my letter of resignation.

But deep down I knew I had to find a way to succeed in real estate, because I had seen people quit before and it tends to become a habit.

I invested in myself and learned the three secrets of closing and made 19 individual house sales the very next month.

I then averaged 11 sales per month for 12 years.

So let’s get started on the three secrets to closing more listing appointments in real estate…

1. Creating a situation where the vendor likes and trusts you
This is so obvious and basic that it’s hard to believe it’s a secret… but it is. So many agents attend appointments and tell, tell, tell the potential vendor about how good they are and then wonder why they walk out empty handed.

When I learned that people will make buying decisions for their reasons and not my reasons, it was like a blinding flash of the obvious.

I knew people made buying decisions emotionally and not logically so I knew if I built great rapport and people grew to like and trust me during the appointment, I would make more sales.

And this is exactly what happened.

I started making many more sales because I was looking at things from the vendor’s point of view, getting them involved and having them tell me what they wanted.

In doing so the vendors were doing at least 80% of the talking and I developed my listening skills. It became blatantly obvious that the more I asked and listened, the more people liked and trusted me.

2. Micro-steps
During the “building rapport” phase you are taking micro-steps to closing the listing.

You are using trial closes to establish that you will be their agent. As the relationship builds, you are able to get bolder by talking past the sale and acting as if they have listed with you.

For example, your listing presentation should be all about them and while you are listening to them tell you about their needs, ask micro closing questions.

This way, no matter how they answer, they are agreeing to list or buy from you.

For example one of my favourites is “Do you have a spare key or should I get one cut?”

You will be amazed at how many times they will get up and get you a key. Once you have the key to their house you know you have the listing.

3. Ask.
Be confident throughout the appointment and be sure that you know how to ask for the listing once the relationship is established.

How you handle the listing appointment at this point determines if you get the business or not. If you finish the appointment with “Well, what would you like to do know?”, you will not close many listings.

They are going to say that they want to think about it.

But if you finish by saying, “So by the sounds of it you will be happy for me to help you get happily moved, wouldn’t you? Well, let me show you what happens now. Just okay this document and I’ll get started on it straight away for you.”

It’s all in the confident asking.

Many salespeople at this stage of the sale talk themselves out of the sale.

I was diagnosed with leukaemia almost ten years ago now. The doctors were very confident about the treatment and the course I should take.

In fact, when I told them I was considering getting a good naturopath, the doctor said that he would get a court order and make me have this treatment, because he was so sure he could treat my type of leukaemia.

It was refreshing to hear such confidence.

So by you being likeable and earning trust, taking micro-steps during your time with the vendor, and then asking with confidence for the order, you will make more sales.