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If We Believe What We See, Why are You Talking so Much?

Jul 16, 2015

Posted by

Carla Cross

About Carla Cross, CRB, MA International speaker, trainer, and coach specializing in career development, business planning, brokerage management, leadership, and instructor development. What sets Read more

ideaIf we believe what we see, why are you talking so much? We agent types like to talk. In fact, many of us became agents because people told us that, since we’re good talkers, we’d make great salespeople! That’s an old idea today. Why? Because we, as consumers, are over-whelmed with sales talk. We don’t just trust anyone because they have a good ‘sales spiel’.

Having trouble getting a listing priced to sell? How's that credibility factor?

If you’re finding it increasingly difficult to list properties at the right price, it may be because you’re working too hard  trying to talk the seller into it, and are not working hard enough to show a seller into it. Sellers, like all of us, believe what they see, not what they hear.

Go visual

Instead of trying to tell a seller what you know to be true, back up your statements with statistics, graphs, facts, etc. You do this in your market analysis. But, most agents don’t do this with the rest of their marketing plans. Start now gathering information to back up your chosen marketing strategies. For example, if you’ve found, through your experience, that open houses do not sell that particular home, start keeping statistics of your open house visitors, their needs, and what happened to them during their buying cycle. You want to provide sellers the information they need to make good decisions, and to support your marketing plan.

Recently, I was teaching a class on effective listing packaging. I asked agents to bring their pre-list packages to class. about 3/4 did. The other 1/4 didn't. So, I asked the agents which agent would be more believable? Which agent would be considered more professional? Which agent looked like he/she had prepared? Which agent seems more credible?

Sure. The agent who bothered to package so that agent could be an educator, not just a hard-sell salesperson.

Which kind of agent are you?   What can you start packaging now?

3 D power listing coverIs Your Listing Process Absolutely Masterful?

Listings are difficult to get today. You can't afford not to be competitive! This resource will help you polish every step of your listing process--from your pre-list package, through your presentation, and past closing. Why lose when you can win?  Click here for more information and ordering.

Tip to managers: This is a great training tool. Walk your agents right through the process and help them create these power packages.