September 24, 2018

Using the Shoe Store Analogy to Earn a Listing

When it comes to delivering the reasons why a FSBO should NOT be a FSBO – the “shoe store analogy” is a winning dialogue.

This is one of my favorite analogies for helping homeowners see the value in listing their home with a real estate professional. In this clip from my intensive listing workshop, I explain to agents how to put this into play when they are working with FSBOs.

Build Your Shoe Store

I often tell agents to build their “shoe store” – meaning their listing inventory. If you only have one listing, it’s like having just one pair of shoes to sell – once you’ve sold it you’re out of business. But if you have a shoe store stocked with shoes – then not only do you stay in business, but other agents bring their clients to YOUR store to buy shoes! (See what I did there?)

In this analogy – I spin it a little differently. I talk about the difference between having a corner shoe store (selling themselves with just their shoe) or putting their shoe in a mall shoe store (representing the MLS) where it’s exposed to EVERYONE who is looking for not just shoes – but so much more.  Have some fun with it — it’s one of the favorite tools of our Power Agents® when taking listings.

The List

You also hear me talk in the beginning using The List to help list property — you can see that video and strategy here. Using the Shoe Store Analogy to Take a Listing

In this market, it is essential that agents learn everything they can to build their “shoe stores” — meaning, increase your listing inventory. By doing that, you are better prepared for whatever market changes come our way.

Power Agents® – head over to your Prospecting tab to review the FSBO tools that you can use to land those listing appointments (including dialogues) — and take this analogy and the others you’ll find in your Listing Appointment tab to help the FSBOs in your market realize the value in  working with you as a real estate professional.

You’ll also find a sample Power Agent Listing Conversation Book in the Listing Appointment tab.

Ready to learn more about how to list and sell in our market?

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If you’re not CURRENTLY a Power Agent, now’s the time to try us for the next 30 days. You’ll have all the tools, training, and coaching you need to handle objections and list like a pro. Your 30 day trial gives you total access to every tool we have including letters, dialogues, training tips, webinars on demand, eBooks, and marketing tools.

If you’re ready to have everything you need to handle whatever the market tosses your way — get started today! 

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