How do I increase my listing appointment to listing ratio?
What can I do differently to set myself apart at a listing appointment
Brett Ratkowski
Last Update 2 years ago
First thing you will want to do is flip your mindset away from traditional thought on this...
Traditionally you go and do a long drawn out listing presentation telling them how awesome you are...that's what your competition is doing. Do differently.
People do business with people they know, like and trust...how can you get them to know you, like you and trust you?
Easy. Talk about them.
Zig Ziglar had an old concept called POGO and it will help guide you through the conversation
People
Organization
Goals
Obstacles
People...love to talk about themselves. So, let them! Ask them questions...find out about them...hear their story...build the relationship
Organization...briefly tell them about who you are and who you work with Goals...flip the conversation back to them and discuss their goals in the next 6-12 months (find their want)
Obstacles...dig deeper and find out what is holding them back from reaching their want.
Be the solution with a smile and leave with a new friendship and a signed listing agreement