What is the worst case scenario for real estate agents? I am sure many of us can tell a story or two and today I want to share one of the worst experiences I’ve had. If you have been a real estate agent for a while, chances are, this situation has happened to you too, in one way, shape or form.

Have you ever arrived for your listing appointment to the words: “Who are you?”

Quickly followed by:

“Don’t worry about it – we have already selected an agent.”

Today I want to show you how to overcome this, and turn it into a new listing.

My story:

I went to a listing appointment at 4pm on a Friday afternoon. I didn’t leave enough time as I had to pick up my daughter at 6pm to take her to basketball, so I reappointed for 4pm Sunday afternoon.

I arrived at the property at exactly 4pm on the Sunday. Looking back I did find it a bit strange that I had to knock a couple of times.

Finally, Mr Clarke came to the door stretching, as if he had just gotten up from the couch and asked: ‘Who are you?’

Have you ever had something like this happen? If you have you know the sinking feeling, and it’s terrible.

I said: ‘I am Michael Kies from Kies Real Estate’ to which he replied: ‘Oh that’s right! sorry I forgot all about you – we have already selected an agent thank you.’

So what do you do now?

Well there are three options:

1. You can accept defeat graciously.
2. You can wish them all the best.
3. You can find out exactly what’s going on.

This will help you find out if there is any chance of getting the listing.

So I asked him: ‘Have you signed a listing agreement with another agent?’

He answered: ‘No, but we have made a decision as to which agent we will use.’

I said: ‘Well, while I am here why don’t I come in and have a cup of tea?’

So I went in and while we were having a cup of tea I started giving them my listing presentation.

At the end of the presentation I asked for their listing, to which they said no and reminded me that they had already chosen an agent to sell their house.

I was slightly stumped at this point. I decided to go straight onto the listing form. I asked for their full names, and they reiterated that they would not be signing anything with me.

I assured them that signing anything was the last thing I would be asking them to do.
When I had finished filling out the entire form I asked them to okay it and I could get started on getting them happily moved, straight away.

They said no.

I said well if you are going to sign this form with another agent you better be sure as to what you are signing so I better go through the fine print of the form with you. I did this and at the end I said: ‘Mrs Clarke, all you have to do is authorise this form here and I can get started on helping you get happily moved immediately.’

There was dead silence.

Then she slowly picked up the pen and signed the listing form and then Mr Clarke signed it as well.

I walked out with the listing and that family sold five houses with me over the years.

I had to ask for their business six times that Sunday afternoon.

Here are the simple steps to securing the listing in this and similar situations

1. Be polite
2. Get back inside
3. Create the opportunity to present
4. Believe that you will do the best job for them
5. Have the persistence of a child
6. Have the courage to use the order sheet close
7. Be determined to get the listing

Apply this in you real estate career and you will have great success in real estate.