Real Estate Marketing Blog

Morris Real Estate Marketing Group’s blog is your home for up-to-date information that is vital to every REALTOR®. Visit us regularly for the latest real estate marketing tips and REALTOR® resources. The information we share is designed to provide real estate agents with the tools they need to succeed on a day-to-day basis. Our blog is constantly updated, so be sure you check back often.

How to handle Resistance during a Listing Presentation

How to handle resistance during a listing presentationReal estate agents, you go to a listing presentation and you give it your best, you think you have done a very good job and then something happens, you get a little bit of resistance, not much feedback and a few days later you see the house listed with another agent. Does that sound familiar? Has that happened to you?

What is the best way to handle this type of situation?

Lets’ start from the beginning and walk through a scenario you’ve probably encountered many times during listing presentations:

You’re wrapping up and heading for the close. The husband looks ready – even eager – to give his go-ahead. But, you can tell his wife is resistant. Something is holding her back. In fact, you suspect she may not be entirely sold on you.

Here is how to handle resistance during a listing presentation:

1. Ask specific questions about their Concerns. Find out if the wife has a question or concern that has not yet been addressed. How? Simply ask. Politely say something like, “Samantha, is there anything specific you need to know in order to feel comfortable moving forward with the listing?” In most cases, she’ll open up and tell you her question or concern.

2. Ask if they have any other Concerns. Once you have answered the initial question, don’t hesitate to ask again. Is there anything else holding you back? Perhaps something that I haven’t addressed here today or that you may have heard, read, or seen somewhere else? It is important to get to the bottom of her concerns, perhaps she thinks you don’t have a lot of experience, or the listing price is too low. Whatever the issues or concerns are, it is important that you hear her out and explain why you are the perfect person for the job, or why you suggested a specific listing price.

In addition, take the time once again and:

  • list the experience you have
  • elaborate on your negotiation tactics
  • outline your marketing strategy for selling their house
  • detail the successes that you have under your belt, and
  • provide a quote a quote from a previous client

You want to demonstrate that not only you are the best person for the job, but also you have the best tools in your arsenal to sell their house at the highest price.

3. Ask them if they would like to discuss Privately.  This is a critical point, as you need to decide whether you think the wife needs to talk with her husband about her concerns before bringing them up with you. You may need to give the couple a few minutes of privacy, so you don’t seem pushy and controlling. That’s easy to do. For example, you could say, “Would you like a few minutes to discuss things privately? I’d be happy to step out to my car and make some phone calls while you talk. Is ten minutes enough time?”

4. Follow-up with another Meeting. After you come in from their private conversation, access the situation. Do they still seem interested, have you done a good job at convincing them or has their list of excuses/concerns grown? Assuming that at this point you haven’t managed to win them over, schedule another meeting for the next day. Emphasize that it is important for them to think it overnight and bring additional information to the meeting that you think will win them over.

5. Follow-up Appointment. During the appointment reiterate what you can do for them and how you are the best person to sell their house. In addition, do bring comparable information that will help them see and understand your pricing strategy for their home as well as more examples of your proven track record. You should be able to close and get the listing.

6. Know when to walk away. It is important to note, that at this point if you do not get the listing, do think to yourself, what type of client would this couple be and do you want to be working with them in the first place? Sometimes it seems difficult to walk away from a listing but your integrity and experience should guide you, and help you understand that difficult clients can negatively affect your reputation, family, and health, all of which are far more important than a listing.

Takeaway point: Don’t leave the listing presentation until you have fully understood and addressed the concerns or issues the client has. Dig until you find all of their concerns and fully explain why you are the best person for the job. Be honest with yourself and be prepared to walk away from a client that may in the end not worth your time.

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8 Body Language Tips for Realtors

8 Body Language Tips for Realtors We’ve all heard about body language. When someone’s arms are crossed, it usually means that they are being impatient, closed off, and insecure. Or when someone rolls their eyes upwards during a conversation, they are often considered to be skeptical and in disagreement with what is being said.

But what we interpret in body language is not always true. After all, a person might have their arms crossed just because they are cold and wish to warm-up. Or, they may be looking up because their kid has a soccer game that night and they’re worried about rain!

People can misinterpret body language. So realtors, you want to make sure YOUR body language isn’t being interpreted as something negative, especially during important meetings with prospects.

Here are 8 body language tips for realtors:

  1. Dress for success. First impressions matter and looking sharp and professional is a great way to make the best first impression. Make sure your clothes are clean, wrinkle free, and professional.
  2. Friendly and Firm Handshake. This is one of the fastest ways to establish rapport, so look someone in the eyes, smile and give them a firm handshake. Some agents look down at the hand, perhaps worried they’ll fumble the handshake. If this is an area of concern, practice and get it right.
  3. Make Eye Contact. Ensure to maintain eye-to-eye contact during the conversation, especially when the other person is talking. This will reinforce that you are interested, paying close attention, and listening to what they are saying.
  4. Smile. Smile as often as possible, but never immediately after the other person asks a question. A smile after a question about financing, for example, might be interpreted as condescending.
  5. Good Posture. Keep your feet on the floor, not crossed and lean slightly forward because you are showing that you are there to conduct business and make things happen. By contrast, sitting back with your legs crossed indicates that you’re settling in for a quiet evening and a movie. In other words, this is a posture that should be avoided at all times.
  6. Go ahead use your hands. When you are speaking, use your hands and arms as a way to express yourself, illustrate your point, and exude power and confidence. For instance, tap or point your finger on a specific object to further validate a significant point. Ensure that you avoid nervous gestures such as playing with your hair or biting your nails.
  7. Note taking. When taking notes, keep your notepad visible, not tilted close to your chest. People sometimes get nervous when a real estate agent is taking notes that they cannot see. Keeping your notepad visible makes them feel more comfortable. And, do not worry they probably won’t be able to read what you’re writing anyway.
  8. Mimic the customers’ body language. Psychologists have found that a great way to build immediate rapport with a stranger or anyone, is by synchronizing your gestures with theirs. For instance, if your customer has crossed her leg, cross the same leg in the exact same fashion. On a subconscious level you have created immediate rapport with this person.

Takeaway point: Realtors ensure your body language, from your clothes, to your gestures, posture, and eyes consistently communicates that you are a knowledgeable, helpful professional.

 

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Daily positive affirmations for top producers

Daily positive affirmations for top producersSales icon and legendary speaker Zig Ziglar said: “No One Ever Built a Monument to a Critic”.

Too often, real estate agents get caught up in the criticism of others, and even of their own negative thoughts, and as a result they wind up trapped in a rut. Remember that you choose what influences your life, your mind, your thoughts, and your actions. There will always be people out there ready to bring others down, rain on their parades, or tell someone that their dreams or goals are simply ‘impossible’ and unattainable.

Top producers don’t worry about what other people say. They don’t concern themselves with the ‘way things have always been’. They certainly don’t buy into the critics who say something can’t be done.

Top realtors are mindful of the influencers that surround them in the competitive real estate business and are open and willing to listen and to accept criticism. So by all means, do listen to your critics, but do not let them influence you by weighing you down and allowing you to believe that you are not worthy of success.

Forget about “ woulda, coulda and shoulda” and keep moving forward. The world has enough negative influences, don’t let others or your own voice in your head takeover your abilities, your thoughts, and your very being.

To avoid such negative thoughts and self talk, its good to keep reminding yourself of these 5 daily positive affirmations for top producers:

  1.  I am grateful for all I have.
  2.  I forgive myself for past mistakes, and I accept, and love myself the way I am.
  3.  I deserve and will continue to welcome in my life the very best of everything.
  4.  Today was a great day and tomorrow will be even better.
  5.  Everyday, I attract success, love, happiness, prosperity, and health in my life.

Takeaway Point: Remember Zig Ziglar’s words, “Don’t be distracted by criticism. Remember the only taste of success some people have is when they take a bite out of you.” Be careful not to let others or your own voice distract you into a negative self-thought dialogue that will spiral out of control. Keep reminding yourself you are worthy and you Can Do everything you choose. Onwards and upwards.

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