What percentage of listing appointments do you close? Are you anywhere close to getting 94% of sellers to sign a listing agreement? In a recent podcast interview, Peter Hernandez shared with Pat how his company dominates the competition with a better than 94% close ratio on listing appointments.
Peter Hernandez is President and Founder of Teles Properties. He oversees branch management, marketing, brokerage and transactional management, and the recruiting of agents. He took the time to give out plenty of actionable content to help real estate agents improve their closing ratio for listing appointments. In fact, he shared 6 steps to get you started right away.
Let’s take a quick look at three of those steps. Listen to the complete podcast to hear all six steps to closing 94% of your listing appointments as well as many more useful strategies to grow your real estate business.
Listen to Episode 407 of Pat Hiban’s Real Estate Rockstar Radio
3 Steps Vital to Closing More Listing Appointments
Step 1 – Google the client – Take time to research personal interests and professional backgrounds of the seller. All the information you need to find commonalities, build rapport and make a strong connection with seller leads is floating around online.
Step 2 – Determine Personality Traits – If you are not familiar with NLP (Neuro-Linguistic Programming), then take time now to get familiar with it. To further the connection and more importantly build trust with the seller(s), use matching and mirroring techniques during the listing appointment. When talking, make sure you are talking at the same pace and rhythm of the seller(s).
Step 3 – Identify Their Issues and Hot Buttons – More important than identifying issues and hot buttons, you must problem solve and offer solutions. Also, instead of just telling seller(s) what you will do for them, educate them the services you provide (e.g. how you upload properties on the MLS, how you choose the best offer, etc.). Through problem-solving and education, real estate agents are not looked at as a commodity, but instead as a valuable asset.
Peter brought up the term commodity and the problem with consumers seeing real estate agents as a commodity multiple times in the podcast. If you are only seen as a commodity – no different than any other agent – then 9 out of 10 times sellers will choose based on price. You can overcome this obstacle by delivering unparalleled service and position yourself as a problem-solver, an asset, for the seller.
For more steps to improve your closing rate on listing appointments, make sure to listen to the entire podcast right here.