I just read a post by Broker Bryant titled "Listing Strategy: the Seller Interview" and it inspired me to share my thoughts. My team and I are listing agents. We focus and exert our efforts on the listing end of the transaction.
Every listing appointment should not result in a new listing. Sometimes we need to make a choice, just as Broker Bryant indicates in his post. Most agents are on a mission when they cross the threshold of a potential listing. The mission is to close the seller. Most agents are not thinking about the consequences that result when one accepts the challenge of a listing that should not hit the market; the challenge of a seller's personality that does not blend with yours; the challenge of an unrealistic seller who is firm on his thoughts on how his property should be marketed; and the challenge of an overpriced property. There are many challenges that are associated with the process of listing a home.
Accepting a listing for the sole purpose of "getting another one" is a grave error in judgment. The real estate business is one that needs to have continual motion. One cannot be frozen with the challenges that have no resolution. Business will be interrupted, and this will result in a gap in your production. Good business decisions must be made and good judgment calls determined when you are physically at that listing presentation.
Time is money to a real estate agent, and when one's focus is removed from future business to dwell on a "no win situation" the real estate agent loses. Learn to say "no" and you'll make more money. Every listing appointment should not result in new inventory on your shelf. Make wise decisions, and your inventory will continue to result in income. Learn to say "no."
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