Here’s part two of my series on having valid listing appointments.
Welcome to part two of my two-part series about valid listing appointments. To see the first four criteria of a valid listing appointment, watch the first video here. These are the final four criteria you need to know:
5. All decision-makers need to be present. I know that can be difficult, but they all need to be there. This isn’t just the people who are on the title; anyone who is helping to make decisions needs to be present. Friends, family, whoever it is, ensure they’re at least on a conference call or video call at the appointment.
6. Schedule enough time for the appointment. I typically schedule about two hours so that I have enough time to answer all their questions. When you set up the appointment, it’s also a bit of a test to see if they say, “Oh, we’ll give you 20 minutes.” You may be able to tell whether they’re interviewing other agents. You need more time to answer questions and go over the process.
7. Objections to overcome. Ask these ahead of time so you can prepare and bring the materials needed to overcome their objections.
8. Send them a pre-appointment package. Send them the information that says what an excellent real estate agent you are, and they’ll be half sold on you before you even walk in the door.
If I can ever help you in the future or answer any questions, please feel free to reach out to me via phone or email. I’d be glad to help coach, train, or point you in the right direction.