Securing a listing is the very first step in a realty agent’s job to offering property, which is why Justin Taylor has developed an approach that fits him.
On a recent episode of Keys of the Top 100 Representatives podcast, Canberra-based agent Justin Taylor has revealed exactly how he approached a common listing presentation.
“When I initially started 16 years earlier, I was instructed 2 gos to,” Mr Taylor informed host Phil Tarrant.
“The first one would be a walkthrough of your home, concerning 15- to 20-minute visit to have a look at your house, remember, have a little a conversation, construct some rapport. And afterwards you would certainly tee up the second, which was the presentation.”
This strategy may be ideal when you are a fresh agent with time on your hands, however as Mr Taylor got hectic, this technique did not benefit him.
He chose to pull the two conferences right into one.
“I establish, prior to I go out to the residence, are you simply wanting a rate update at this point, or are you certainly marketing?” he claimed. “If they’re absolutely offering, that’s a consultation that I allot approximately a hr as well as a half, in some cases 2 hrs.”
He ensures it is clear how much time the consultation will be prior to he gets to the customer’s residence. If it is just a rate check, he will invest no longer than 30 minutes at their home.
When it pertains to the prolonged discussion, Mr Taylor makes sure there is framework.
“I try to develop what they’re attempting to attain,” he stated.
He obtains a suggestion of the time frame, whether they have sold in the past, where they want to purchase a new house, do they need assist to get there as well as whether they have connected with a representative prior to.
When he discharges off these as well as other inquiries, he writes down a lot of notes. What they state will certainly identify what is crucial, which will determine just how he manages the client.
Mr Taylor does not take an aggressive method to try and protect a listing right away; he takes a path to fill up the customer with self-confidence as he depends on he has delivered sufficient info and also constructed enough connection to make them feel comfy.
“You’ve got to use favorable affirmations along the road,” he said.
He finishes his discussion with his marketing cost, and then he normally feels confident he has actually safeguarded business.
“But I’m not mosting likely to press them forward. I’ll let them get back to me when they fit,” he claimed.