How to Win Listings in Today's Market

NEW YORK — Connecting with sellers is increasingly competitive, even when agents provide a stellar listing presentation. Agents who have worked in markets where solid closing skills were an asset will thrive, but, even with that, all agents should follow certain rules:

• When sellers say they are interviewing more than one agent, be gracious and professional. Never reply in anger because sellers will feel alienated and disrespected, which can lead to negative reviews or a loss of referrals.
• In a consultation, agents should outline why they are the best option to sell a home. When sellers suggest they are interviewing other agents, you can counter with a detailed 90-day marketing plan, provide them with past client testimonials and demonstrate how the home will be photographed. Also, show how the home can be showcased in a lifestyle video, illustrate your use of digital open houses or 3D virtual tours and offer a social media marketing plan.
• If the agent has historical information on past listings, such as average days on the market or sales versus list price, those data points can be helpful.
• Respect the sellers' process for interviewing agents and offer to answer any questions they have after they have interviewed all the potential agents. These actions will demonstrate the agent's commitment to the seller and what they are looking for in the process.

Source: Inman (10/18/24) Ross, Bernice

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