The Success Mindset: How To Approach The Listing Appointment with Zeal
You have your listing appointment PowerPoint, and the CMA ready, but one thing a successful real estate agent can’t leave behind? The “Success” mindset.
By Real Estate Coach and Speaker Darryl Davis, CSP
You got the listing appointment! Great! Now, it’s time to start preparing yourself for that appointment. You have your listing appointment PowerPoint and the CMA ready, but one thing a successful real estate agent can’t leave behind? The “Success” mindset.
Be prepared to be passionate and to have conviction. Think of every possible objection that the homeowner might give you and be ready for it. Most importantly? Be confident that you’ll leave with the listing!
No Such Thing As Too Much Preparation
The old adage “prepare for the worst, and hope for the best” is an important mindset to hold because that’s the only thing you have control over. Think of all the possible objections the homeowner might say, like “Well, I have some other agents that we’re going to interview,” or “Well, we want to sleep on it,” what would you say? What possible objections might you face, and how would you respond?
Roleplay these conversations with another agent to practice handling these objections, and be as prepared as you can be. When you’re prepared for any objection, you will naturally be confident and committed to getting the listing that day.
Many agents work so hard to get the appointment, and they’re going into these conversations with the expectation that they’ll leave without the listing. They inadvertently sabotage their own efforts by already expecting to fail. But when you go into it prepared to take the listing home that day, it’s a different mindset, a different attitude, and then it becomes a different conversation.
You Only Get One Chance
You’ve got ONE shot at getting that listing when you’re there face-to-face with them. Whether you are sitting at their dining room table or meeting over Zoom, everything that the homeowner needs in order to make a decision needs to happen in that one appointment.
Whether they choose to trust you, whether they like you, whether they think that you’re qualified…everything they need in order to make the decision right then should happen in that first meeting.
The Psychology of Homeowners
Now, homeowners like the option to NOT commit. They like to have the option of saying, “you aren’t going to close me.” or “I don’t want to decide now, I want to think about it/ sleep on it/ pray on it.” They want to get back to you because it gives them a sense of power; they want to have control in this situation. So, you also have to be thinking about how you can best motivate that homeowner to decide.
One of the things we used to do is talk about the time. When I would be on a listing appointment, the homeowner would say “Well you know, Darryl, we want to give it a few days, and we’ll get back to you.”
I’d say in response, “Right now, in the next two months is when buyers are coming out to buy properties. However, the next two months is actually NOT two months. Buyers like to physically go out and look on the weekends, because during the week they’re busy with their life in their jobs. Two months is eight weeks, which means it’s only eight weekends. That isn’t a lot. We don’t really have two months, we only have eight weekends. And, if you want to wait and get back to me after this weekend, well now you’ve only given me seven weekends. So, I really like to get the ball rolling, because this weekend is when we might get the buyer that you need to buy your house at the price that you want to get for it.”
That’s one of the ways that I use to create a sense of urgency, because it’s that sense of urgency that will drive potential clients to take action now.
You give them the benefit of knowing what they’re going to gain, but if you want somebody to take action now, communicate to them what they stand to lose by not taking action.
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POWER AGENTS®, you’ll find an entire 103 page listing presentation that is completely customizable to you in the Listing Appointment tab of your classroom. Download it, customize it, then pick out the 3-4 marketing tools that you are most passionate about – and start practicing. That way – when you are face to face with a seller – your success mindset will kick in, your confidence will come out, and you’ll be present and ready to coach your new clients to help them get to their next level!
Not yet a POWER AGENTS®? Click here to learn more about how you can get your copy of that listing presentation, the training for it, and dive into the “How to Be Crazy Confident on the Listing Appointment” webinar on demand PLUS have access hundreds of marketing, prospecting, and objection handling tools – live weekly coaching, podcasts, webinars, and more! Need help? Contact our team today at (800) 395-3905!