Let’s say you’ve got an owner, they’re planning on listing their property and putting it on the market, and you want to land the listing.
As you’re moving forward in your conversation with them, a very powerful question that you can ask them is, “What do I need to do to show you that I’m the one broker you’ll want to move forward and list your property with?”
This gets their mind moving in the direction of looking to see how you can now already be that one broker.
In addition, when they give you the answer to that question, they’re telling you exactly what you need to show them to get the listing!
Now granted, there will be some owners who won’t tell you the entire story of what’s going on behind the scenes with their decision making, but you can oftentimes recognize these owners when they won’t give you a straight, clear, and direct answer to your question.
So utilize this question when you’re talking to an owner who is planning on putting their property on the market, and then show them exactly what they told you they needed to see from you, in order for them to give you the listing.
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If you’re interested in becoming more effective with your prospecting, getting more listings, and closing more deals, and you’d consider doing one-on-one coaching together to make it all happen, send me an Email or give me a call!
“Jim has helped me to identify the key activities that will really have me stand out from my competitors, and he’s held me accountable to make sure that I implement them!”
Oliver Fryer
Cushman & Wakefield