Lecture Notes: Mastering the Art of Listings

Introduction

• The importance of preparing and honing skills for successful listing appointments.
• Earnings breakdown of 150k/year: actual take-home after taxes and expenses is far less.
• Highlighting the value of skills in maximizing income.

Skills Pay the Bills

• Practicing is essential:
  • Amateurs: Practice until they get it right.
  • Professionals: Practice until they can’t get it wrong.
• Preparedness leads to confidence and success.

Approach to Listing Presentations

• Three Sections:
  1. Initial interaction until price discussion.
  2. Pricing portion.
  3. Handling objections and closing.
• Always follow a structured "map" or checklist for success.

Initial Interaction

• First Impressions:
  • Smile and show respect (e.g., offer to remove shoes).
  • Take control immediately to set the tone.
• Tour of Home:
  • Begin with assumptive closes immediately.
  • Use language that implies sales will occur.

Assumptive Close Techniques

• Use language that assumes success, e.g., "When we have offers come in."
• Confidence comes from practice and role-play.

Control and Seating

• Direct the seating arrangement to avoid adversarial positioning.
• Use gratitude to create a positive atmosphere.

Asking Questions: Building Agreement

• Use questions to build agreement and rapport:
  • Ensure the decision to sell is confirmed.
  • Establish the desire for a reasonable sale timeline.
  • Confirm pre-sent materials were reviewed.
• Aim for multiple agreements to build momentum.

Addressing Objections

• Directly Ask: "Have you decided to hire me?"
• Handle "no" responses calmly and redirect.

Closing Techniques

• Seven Closes Approach: Typically takes seven closes for agreement.
• Prepare to handle objections like commission queries with confidence.
• Use assumptive, takeaway, and embedded command closes effectively.

Communicating Outcomes

• Outline potential outcomes (e.g., listing, not listing, agent declining).
• Assert the agent's autonomy and integrity in decision-making.

Progressing the Discussion

• Use follow-up questions to smoothly guide the conversation.
• Ensure client's convenience and preferences are prioritized during the process.

Conclusion

• Encourage active use of training platforms for skill development.
• Highlight the power of role-play and practice in achieving seamless listing presentations.

Key Phrases

• "Skills pay the bills."
• "Being assumptive is a function of confidence."
• "We pursue that which retreats."