We never forget a first impression. They are lasting. The pre-listing presentation is as important a step in the listing process as the final visit and presentation of the value of the property. If the personalities of the agent and the homeowner do not mesh, the final presentation is futile.
Real estate agents must be chameleons because we deal with so many different personalities and backgrounds. Everyone likes to work with people who act as they do and have qualities that are similar to theirs. We like us!! It’s important to find a common ground; an area of commonality with thoughts that are similar; and by the time we leave the property, a feeling of harmony. All of that needs to be accomplished at the first meeting.
The first visit is a preparation for the final visit. We’re setting the scene and establishing a positive attitude and a common ground. We’re preparing to create our team before we are granted that authority to begin the process of marketing for that team.
The agent and the seller must work as a team and the agent is the captain. If the seller is working against rather than with the agent, there is no team and there will be no listing. Within the first few minutes of meeting the seller, the agent must identify that personality and become one!! That's the "first real step" in listing property!!!
Copyright © 2013 The Kuney-Todaro Team - All Rights Reserved
 |
 |
 |
 |
Visit Our Other Sites:
NewConstructionFranklinMA.com | FranklinMAHomeSales.com | FranklinMANewHomes.com
Hi Barbara, so true! Last year I went on a listing presentation and new right away that I would not be able to work with the husband...the wife OK, but the husband had a real bad attitude and I did not like his personality...needless to say I did not get the listing...nor did I want it. The first visit was the real test for me... Suggested!
Rebecca....that's one of the great values of a two step presentation....you have the time to size up the personalities....if it's not a good fit, you'll be miserable and it won't have good results....congratulations for recognizing that..... that's the sign of a true professional.... don't just settle for all of it... make sure it fits....:)
Wow are you saying you still do a two stepper I have not heard that for years. What happens if the owner is interviewing agents in between. As a listing agent this is very interesting.
Charles..... we do a two step and so don't most of the other top listing agents in our area.....sellers expect it....we prepare them for it when we make an appointment for the first visit.... if they say they want a price with one visit, we give it.... but the two step is to our advantage.... we leave a brochure (three ring binder with many different inserts and charts) other agents can't compete with it.... we listen during the first step and make assessments of personality and attitude.... if it's something we don't want, we will finish and then decline on the listing..... we fully expect all listing appointment to have two or three other agents visiting.... on occasion, we're the only ones.... we're #1 in the area for listings, sales and our office is also.... why go with #2 or #10....we do have a degree of confidence and touch of arrogance!!!
I love the metaphor of the chameleon. We need to adapt for sure. It also helps to know when to shut up (I think that you have written about that a few times.)
Melissa.....ha....I'm running out of things to write about!!!!! :0
Wow, Barbara, very well said! We like US! You are right.
It is interesting how some owners make you feel during presentation.. I do feel like I am a chameleon sometimes :)
Thanks for sharing,
Tatyana
Tatyana.... I'm sure you are a chameleon especially if you're a good listing agent....that's one of the qualities that's required....
I agree with you completely Barbara. It's important that the listing agent be able to work with the seller. If there is going to be too much friction, many times it's better to walk away. Many times this is established the very first time you meet someone :)!
Brenda...yes, you'll know with that first meeting if you will be able to work well with a potential client....
Hello Barbara! Agents have to know a little about psychology and personality traits to be able to adapt to different personalities. I try to adapt as much as I can, but sometimes it's not easy!
Hi Barbara. You don't get a second chance to make a first impression.
Barbara...as an avid golfer, we call the do over a Mulligan...but no one I play with allows a second chance at taking that first shot.
Hi Steve.... listing presentations are a one shot deal....
Hi Barbara, I complete a two step process too. Not only are they interviewing the agent, we are interviewing them as well to see if there is a good fit.
Bernadine..... yes, and that's what I like best about the two step process.... it gives both parties the ability to decide and decline....
Good Afternoon Barbara, i have to say without a good first presentation, you may not get a second. Have a great Sunday
Scott....that's very true..... the first step is very important....
Very interesting. I love getting a perspective on how other agents do listing appts. and yours sounds very effective. I have also often had that experience where you feel a clash of personalities. Sometimes these days I'll simply point it out and see if we can talk about it openly.
Linda.... if it's high maintenance and there is going to be an extreme difference in personalities, I'll decline.... it's still a numbers game and we don't need to battle....that takes energy....not a good use of time....
Really like being able to see a variety of perspectives from different listing agents. I know tat there are a variety of opinions on whether to do a 1 or 2 visit listing presentation.