There are three important ingredients to help you win the listing at your next listing presentation.

1. You must become the vendor’s trusted advisor and friend.

   You must be able to build excellent rapport by asking intelligent questions. Giving the potential seller a good listening to will set you apart from the other agents. You need to build rapport through the entire listing presentation.

   If the vendors like you and trust you they will list with you, but only if you know how to lead them to make the decision that is right for them. You must have total belief that you are the best agent for them and get them the highest price and give them the best service.

2. Your presentation must be designed with leading questions.

   Your presentation should consist of 80% leading questions and 20% telling. If you can get the potential seller to tell you what you want to tell them through asking good intelligent leading questions, it will be the truth in their minds.

3. You must ask for the business.

   The leading questions should then lead to questions that build yes momentum and help you to win the listing with the final close.

What is the most common stall that the vendors gives you?

It comes in all forms and is usually something like: ‘I want to think it over.’

To which you must learn an automatic response. You say: ‘You obviously wouldn’t be thinking it over unless you are seriously considering using me as your agent would you?’

Then you ask: ‘And you are not just saying that to get rid of me are you?’

Then you ask: ‘So I can clarify my thinking, what is it you want to think over?’

You wait for their answer and if they give you the real objection at this stage you cover it and then close the listing. But if they say they just want to think it over, then you ask:

• “Could it possibly be me?”
• “Could it possibly be my company?”
• “Could it possibly be the price?”
• “Could it possibly be the fees?”

Find out the real reason that they want to think it over and then overcome it .

How to overcome the two most common objections.

They say they think their house is worth more than the price that you have given them.

You then ask: ‘How much more do you think your property is worth?’

If it’s within reason you then ask: ‘So if I am prepared to take it on at that price will you list your property with me?’

Stay silent and wait for their answer. If it’s positive then just say: ‘Well why don’t we give it a go then?’

Get the paperwork out and fill it in.

If they say we feel your fees are too high say: ‘Well most things are these days aren’t they?’

Then close the listing.

Apply these simple things and you will get more listings and make more sales.