Welcome back to America's #1 Daily Podcast, featuring America's #1 Real Estate Coaches and Top EXP Realty Sponsors in the World, Tim and Julie Harris. Ready to become an EXP Realty Agent? Learn why Tim and Julie are top EXP Realty Sponsors in the world: https://whylibertas.com/harris

So You Didn’t Get the Listing - WHY NOT? 

Fact: Of all activities in real estate, listings require the highest skill level. Working with buyers is physical labor; working with listings is mental labor.  

Myth: It's okay and you can expect to list only 50% of what you go on, in terms of listing appointments versus listings taken.

Yet you wouldn't accept a grade of 50% from your kids, so why do you think it's acceptable for you? Let's take a look at the top ten reasons agents don’t walk away with signed paperwork on a listing appointment.

Fact: Listing agents make more money and have more solid businesses and more free time than buyer’s agents. The more listings you have, the more security you'll have mentally, emotionally, and financially.

Fact: Becoming a successful listing agent is the most challenging, most skill-based, and highest-paid part of your job. Not becoming great at this is a liability to your career. Make the commitment to learn the most important part of your job as a real estate professional.

The Top Ten Reasons Agents Don’t Walk Away With Signed Paperwork

1. You assumed it was yours and were lazy in your presentation.

You took the business for granted. This manifests in several major mistakes. You showed up late or you did not give a real presentation. Or maybe it was a lack of prequalifying questions, or not being careful with price. Some other mistakes are things like rescheduling and not looking and sounding your best.  

This mistake is more common with veteran agents when they assume their past clients or friends won't talk with other agents. Don't make this mistake!

IMPORTANT: Join #1 Real Estate Coaches Tim and Julie Harris's Premier Coaching now for FREE. Included is a DAILY Coaching Session with a HARRIS Certified Coach. Proven and tested lead generation, systems, and scripts designed for this market. Instant FREE Access Now: YES, Enroll Me NOW In Premier Coaching https://members.timandjulieharris.com/

2. You didn’t know you were competing for the listing.

This is a result of not using a prequalification script. If you don't know whether you're competing or not, you're at a disadvantage. You should almost always go last in the line-up because that's the closing position.

3. You didn’t know what price the seller had in mind before you showed up.

This doesn't mean they're right about the price, but you should know what's going on in their pricing brain before you present your CMA. 

Sometimes sellers know about private sales that may affect pricing. The market is full of sales like this currently.  

Secret: Don’t ever allow the seller to know more about comparable sales than you do. The only solution to this is the Seller Prequalification script, where you ask questions like: "Which recently sold home in your neighborhood is yours most similar to?"

4. You don’t know the competition or the neighborhood well enough to speak with authority.

Secret: Preview the competition! Know the average Days on the Market not just for the town or city, but for the actual neighborhood. Know the list-to-sell price ratio for the latest comparables. Know if that’s going up or down or remaining stable.  

5. You were overly rigid with your commission and/or pricing.

IMPORTANT: Join #1 Real Estate Coaches Tim and Julie Harris's Premier Coaching now for FREE. Included is a DAILY Coaching Session with a HARRIS Certified Coach. Proven and tested lead generation, systems, and scripts designed for this market. Instant FREE Access Now: YES, Enroll Me NOW In Premier Coaching https://members.timandjulieharris.com/