Increasing your listing confidence (includes scripts)

I was working with one of my coaching clients last week on how to build their listing confidence, and I thought you might like to know some of the strategies we discussed.

We all go through periods where our confidence takes a dip. It's natural and normal, especially if you have had a run of missing out on a few good listings.

What matters is how you bounce back. How do you pick yourself up and be ready to make the most of the next listing opportunity that comes your way?

In essence, it comes down to 3 things:

• How you prepare for the appointment
• Having a plan to answer the hard questions
• Mindset

Prepare like a world-class real estate professional

• Know all the recent sales near the appraisal property. Don't be afraid to go back 18-24 months for sales in the same street.
• Take a case study of your most recent similar sale. Ideally 2 or 3. If you don't have your own recent case studies, use listings sold by your company.
• Show up on time.
• Have lots of questions at your disposal to spark conversation. Click here for examples.
• Understand the owner's personality type and adapt your approach to suit.

For example, if your owner is a driver personality, be ready for a quick, one-stop presentation. They want you to be prepared. Come in with a plan and answer their key questions (commission, price, marketing) with confidence. Ask for the business directly:

"You've got a great home and I'd love to get you the best possible price for it. What do I need to do to win your business?"

On the other hand, if your client is more of an expressive type, focus on building rapport first. Slow down and take your time. Plan for a two-stop process with lots of chatting about life, family and community before getting down to business. Earn the right to ask for the business by taking the time to show how much you care.

If they are analytical - take lots of stats, recent sales with photos and case studies. Prepare yourself to go through every comparable sale in detail. Take lots of notes as you tour the home.

Have a plan for those hard questions

When our listing confidence has taken a dive, we naturally get nervous when it comes to talking about dollars. Specifically price, commission and marketing budget. So have a plan going in.