Training & Coaching Center

Increase your Listing Inventory


What are the differences between working with buyers and working with sellers?

  1. When you have a listing, everyone in the area knows you are selling the house because they see your sign.  When you are working with buyers, very few people know.
  2. When you are working with buyers you are working for all the agents in the area to sell their listings.  When you are working with sellers all the agents are working for you to sell your listings.
  3. Buyers take more time and sellers take less time.
  4. Listings generate sign calls.
  5. You can be out of town and sell a listing.  With buyer’s, you have to be there to make a sale.

To get more listings, you obviously have to do more prospecting. We will assume that you are prospecting on a consistent basis, but need support with your listing presentation.
Here are the key strategies to convert more listing presentations.

  1. Be the best marketer with great marketing skills, negotiation skills and home staging skills.
  2. Stop doing listing presentations and start doing listening presentations.
  3. Don’t tell the seller how you work, ask them what they expect you to do to get their home sold.
  4. Verbalize your value proposition based on their expectations.
  5. Don’t sell, serve.  Be truthful and committed to what you do to get homes sold and let them know what you don’t do and why, especially if it’s something they feel is important.  You need to be sure that you’re on the same page.
  6. Don’t set the price, let the seller set the price.
  7. Have a complete marketing plan that is inclusive of what you will do and when.
  8. Have a scheduled time that you will communicate progress consistently.
  9. Don’t talk commission until they have agreed to market their property with you.
When was the last time you role-played your listing presentation?  Are there areas of your listing presentation that you would like to improve?  Do you have a pricing strategy that gets listings priced right? call me today and I would be happy to support you with your listing presentation.

See Other Topics to Become The Expert:
Business Planning
Buyer Conversion
For Sale by Owner Systems
Get Results with Technology
Database Management/Marketing
Farming Strategies
Productive Open House

 

Schedule an Appointment

We understand that your interest in exploring a career with Wilkinson ERA Real Estate should remain private and confidential. After submitting your information, you will be contacted by our Recruiting Associate who will answer any questions and coordinate a priority interview with you.
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Training Schedule

Turbo Charge Your Business in 2019 Business Planning Workshop

Nov 15, 2018

5970 Fairview Road, Suite 110 Charlotte North Carolina 28210

Join us for a Free ERA Business Planning Course for Agents

  • Fundamentals of creating a plan
  • How to get off the income roller coaster
  • A NEW Business Planning Tool

In one Half day you can build confidence in planning your business for 2019 and beyond

Success Stories

Kelly`s response to another firms recruiting email:

"Hi Mike, Thank you for your email. To answer some of your questions: Yes I am VERY happy with WilkinsonERA, I had originally signed up with them to save money on fees and to take home more of my commission since the market was declining, however since the change I have already seen the benefits along with many of my peers.

Yes I have met my goals and to give you an example, I closed 15 contracts from 3/15/2012 to 4/30/12. I do not need as much training at this point of my career, but of course W&A offers the best education and so much more.

Other agency's have the wrong idea about WilkinsonERA when it comes to training, we have an outstanding training program coupled with excellent support. From experience I can say it is way better than many of the national and local agencies that claim they have the best education and opportunities for realtors. Thank you again for reaching out to me and I assure you, this is one company that I will stick with for a very long time."

Kelly B., ABR
Wilkinson ERA Real Estate

Wilkinson ERA has been an excellent fit for The Lake Wylie team. We’ve enjoyed freedom in our marketing and business strategies, and have benefited from the tools and support from a company with formidable national resources. Management at Wilkinson ERA is extremely responsive and helpful.

 

Drew C., Broker/Realtor
WilkinsonERA Real Estate