If you want the Listing.....at least Act Like You LOVE My HOME!!

I just went on a 3 hour listing interview that ended at 11 P.M. - How do I know it was an interview?, because I asked.. "Are you interviewing me? or will you be ready to sign a listing agreement Friday night?" ....

Anyway, off to the appointment at 8 P.M. in my dress shirt (no tie), dress pants, my case of files, Blackberry (because it is almost as important as wearing my wedding band). I have the CMA with me, and other marketing materials to share with them, etc.

Before I ring the doorbell, I recite this in my head, "If I want the listing, be personable and LOVE on their Home!"

Let me explain, Never walk through the door asking where can I sit and start pulling out paperwork, marketing materials, presentations, etc.......ask to see the property. This is where 90% of my presentation begins...."What?" you ask? "I was never taught that in class. I have a large binder here called my presentation...I have worked weeks on it and proud to show it to anyone who will watch me a listen...I need the practice, I start with page one, and by the time I end on page 63 with the statistical analysis of the local pollen count" The sellers are zombies, saying to themselves in their heads...."NEXT AGENT PLEASE".

I walked in the Door to dogs that literally HATED me...kids throwing balls, and I was looking a two parents that appeared stressed wanting to move to Tenn. and be relieved of this smaller 4 bedroom home. (At this point, I am taking mental notes...dog (I have a Black Lab) ...their kids, (I have 4), stressed out (can relate). I am now planning my "Build a Trusting, Professional Working Relationship" strategy in my head. One word to sum that up RELATE! My conversation turned to "Relating to MY Clients and LOVING on their home! "My Clients?" ...you say?....."Rob, they haven't even signed anything yet"....I know...isn't it great...."Call things out as if though they were!" I didn't walk around the house saying.."Well, IF you hire me, I will do this and this" ..NO..."WHEN you hire me Mr. and Mrs. Johnson, you will get this and this from me". I get a smile every time AND a listing!

Before I got there, I knew this was a good listing. The numbers worked. After completing the "Sellers Net Sheet", it revealed the amount the Seller needed......Now, all I needed was to Sell myself.

Build a Professional, Trusting Relationship with the Sellers First. If they offer you a Coke or Coffee...TAKE IT!! Why? (First, I am Scottish and it's Free..HELLO!!!) Second, don't get caught empty handed. "What?" This means, you don't want to walk through a home having the Sellers showing you room after room and they are the only ones drinking a cup of coffee! You are making the Sellers feel uncomfortable, let them know by accepting the coffee, you enjoy the company and the conversations (I promise) will be less and less about "Selling your Business Model" to them and more about "You're a very nice agent who loves my home...where do I sign?" I know it sounds simplistic but it is not that complicated. (Only if their expectations are in line with the CMA of course). I listened (forever) to the woe's of the Sellers, work history, why they don't trust agents, where they are moving to...etc. I TOOK MENTAL NOTES! and figured out how to relate. Relate is part of Relationship!

I'll give you just ONE example of the evening dealing with how to build a professional, trusting relationship. I noticed they had an older Lexus in the garage. I know they saw my 1997 Toyota Camry out front and we laughed about how many miles we had on our cars. THIS is building TRUST. You are presenting yourself as someone who actually lives in the real world and works for a living. (some think agents are all rich...can you believe that?!!) Leave the Jag or Hummer Home. In my opinion, it has not place at a listing appointment.

Example - I interviewed a man to do my kitchen for me.....he lost the job because he pulled up in a New Hummer Sport with his Polo Shirt hanging out of his shorts and on his key ring was a key to a Boxer. SEE YA!!! Big turn off for me. Sorry...with 4 kids...I can't relate!

The Seller wants you to love their humble home. They have worked on it for years, they take pride in it. I spoke with the owner for an hour about his new sun room and hot tub! I listened, commented on it and loved it! SHOW that you love it. Get Excited! This is what Sellers want. Look around, sell them on the fact that you love the home and because of THAT, you will do everything possible to see that it is marketed correctly and professionally. Unless you have spinach on your teeth....you'll get a listing and a happy client.

On a side note, the house did have issues. I spoke to them later in the evening about my concerns but at that point, trust was already built and they listened intently and agreed.

Have a Great and Prosperous Day!!!