You want more real estate listings, right? Unless you work exclusively with buyers, the answer is yes.
If you want more real estate listings, you must first believe in yourself.
You must believe that you deserve those listings and that you will serve your clients well. Otherwise, your own thoughts and actions will limit your success.
Believing in yourself means being ready:
- Of course that starts with knowing the job – understanding the forms, being able to explain the process, and answer questions confidently.
- Then it means having a comprehensive listing package that includes a good bio, a few testimonials, and examples of your property descriptions, etc.
- It means knowing facts about the house and the neighborhood before you go into the presentation.
- It means having a marketing plan that you can share.
It also means getting rid of the doubts and fears that make you walk into a listing presentation with a case of jitters. Or worse – believing that you won’t get that listing.
Therefore: The first step toward getting more real estate listings is to completely let go of any fears, worries, or apprehension you have over the coming appointment.
If you want to win more real estate listings, you have to shut out doubts about your own ability to succeed.
Here’s a trick to allow you to do that: First picture a metal box with a locking lid. Then allow yourself to feel those feelings. Next, see yourself putting them in the box, shutting the lid, and turning a key in the lock. Your doubts are now locked away where they can’t hurt you. If you really need to revisit them, you can open the box.
By the way: This also works as a way to leave your work worries at the office instead of taking them home to your family. Picture the box or perhaps a desk drawer. See yourself shoving all the problems in there and locking them in. You know they’ll be there waiting for you to deal with them the next day, so you don’t feel compelled to take them home with you.
Next, you need to believe that your potential clients will recognize you as the agent they want and need – and that’s what today’s message is all about.
How can you do that?
With some serious visualization. Visualization will put your mind and your energy in the right frame to win more real estate listings, and it will show in the way your potential clients react during your listing presentation.
Step one: Find a spot where you can be alone and relax without interruption.
Next, do the exercise to put your fears away. Then get comfortable. Close your eyes and take some deep, slow breaths.
Step two: Imagine the homeowners warmly welcoming you at the door.
Then mentally go through your presentation, visualizing their agreement and interest in everything you’re saying. Visualize yourself picking up on their verbal and non-verbal cues to shorten or lengthen your comments on each topic. See those homeowners smiling in agreement with you. See them thinking that YOU are the right choice for them.
Now visualize what will happen when it’s time for agreement.
Step three: Visualize your discussion of price, and of either making a second appointment to come back with a true market analysis – or them agreeing to sign the listing prior to your analysis. This part depends upon whether you use a one or two step listing process.
Whether it will happen right then, or at the next appointment, picture yourself with the signed listing in hand.
Step four: Visualize the seller’s cooperation with getting the house ready and with showings.
Step five: See the offers coming in and your discussions with the sellers. Picture the accepted purchase and sale agreement.
Step six: Think about the steps between agreement and closing, and see them all going smoothly.
Step seven: Visualize your happy sellers on the day of closing, thanking you for your good work.
Step eight: Visualize you staying in touch with those sellers and enjoying their repeat business and referrals long into the future.
NOTE: If you use a two-step listing method and will be returning with a market analysis, go through the visualization again just before your meeting.
Be prepared – and expect to win more real estate listings!