Mastering the Real Estate Listing Submission: 5 Steps to Address Concerns

Real estate professionals often use the expression, Whoever has the quotes controls the marketThe art and science of quality representation therefore requires being ready, willing and able to convince homeowners considering selling their homes to hire you as their agent! Agents typically give listing introductions to these individuals and, in most cases, must effectively address these homeowners’ concerns, perceptions, needs, and priorities, to their satisfaction, thoroughly, completely, and meaningfully. . While some seem scared, have questions, etc., the best agents prepare and welcome them, because they realize that when you have questions and concerns, it often means you are listening and waiting to be won over. the best person, to represent it. Regardless of, specifically, what the concern may be, effective use of the 5 steps to address it is the best approach. With that in mind, this article will briefly try to consider, examine and review, using the mnemonic approach, what this means and represents, and why it is important.

one. Repeat question/ Know clearly what is being asked: When someone asks a question, take your time before answering. Know clearly what the concern is, and let the individual finish their thoughts, and then seek clarification, before responding. Those who don’t start here often take a risk, opening a so-called Pandora’s Box and putting other concerns on the owner’s mind. Always start by asking something like, In other words, you care about marketing (or commission, price, etc.).

two. Empathy: I can perfectly understand what you say They can often be the words that allow you to stand out from the crowd! Every prospect has some specific needs, concerns, priorities, and perceptions, so never assume, but rather show that you care deeply!

3. Answer questions/address concerns, to customer satisfaction: Tell the truth and maintain absolute integrity to earn the other person’s trust! Never assume, since you know the answer, the other person will automatically, as well, but slowly, gradually, effectively respond to the concern and respond to it, to the satisfaction of the other individual! Expect some indication of satisfaction with your response, either verbally and/or through some kind of body language!

Four. Recreate Need/Call to Action: In most cases, after successfully using the third step, using a line, like, In light of what we have discussed, transforms the discussion, closer to a Close! After doing so, it makes sense to recreate the need and articulate a clear call to action. Often a successful way of saying that is, Since, for most, your home represents your single largest financial asset, doesn’t it make sense to hire someone who will work with you and for you and make a real difference, in your best interests? Then wait for an affirmative acknowledgment before proceeding to the final step.

5. Close the deal: Received the agreement, in principle, mentioned above, it should be considered, a Trial – Closed. However, if you want the listing, you must request it, in a simple, clear and direct way. You might consider saying, We have discussed many concerns and hopefully addressed them to your satisfaction. Wouldn’t it make sense to get the ball rolling and fill out the basic paperwork? It is not like this? Remember, though, to keep your mouth shut and wait for the answer, because if this were a game, the first person to speak usually loses!

Real estate agents, alone, make a living, when/if, they market and sell homes and properties! Using these techniques, in general, makes a big difference!

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