The Key to Closing on a Listing Appointment

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Today's topic is closing on a listing appointment. I'm sure most of you have been on listing appointments in the past, and I just wanted to talk about a couple important things going into that listing appointment.

The key to the whole thing is people want to do business with people they like and people they trust. When you go into that listing appointment, you want them to like you and feel good about you. You need to build rapport with the seller. As you walk through the house, talk about the home. Be sincerely interested. Make notes about the home, and really listen to what the owner's needs are.

Knowing the owner's goals is another key point. You also need to be able to speak to them clearly about helping them reach their goals.

Another piece of advice is don't walk out until you have asked for that listing about three times. One of the biggest mistakes that a lot of agents make is at the end of the appointment, they stand up, hand the sellers their business card, and say, "Let me know, thanks!" and leave without the listing. I would say that's absolutely the wrong way to go about the listing appointment. At some point in that presentation, you need to ask about the listing before you leave the house. If they say no the first time, start in on another topic that they are interested in, and build some rapport before asking again.

As you can see, building rapport with the seller is extremely important during the listing appointment. If you have any questions about today's video, please give me a call. I'd love to hear from you!