February 16, 2017

How To Close 74 Straight Listing Appointments w/Century 21’s Multi-Year Top Agent in the World Dave Abdallah

31 minutes

Pre-qualification scripts are one of the most misunderstood processes in real estate. Why aren’t agents using them? How do you use accountability to work at a higher level? What is the difference between objections and conditions? On this episode Dave Abdallah goes deep on working efficiently and effectively, taking listing appointments at his office and his “always-be-calling” philosophy.

People don’t like pre-qualifying scripts because they don’t want to hear objections, and they’re too afraid to answer the questions that will bring out the objections upfront. -Dave Abdallah

Takeaways + Tactics

You want to be an information-gatherer before you’re an information-giver.

Conduct your listing presentations in your office - it eliminates distractions and removes most of the opportunities to lose the listing.

Pre-qualify every single seller prospect before previewing their home or setting a listing appointment - this is the most critical step to taking a high % of your listing appointments.

At the start of the show Dave shared on his pre-qualifying process and the reason people misunderstand the process. He also shared on the importance of knowing if an appointment is worth his time in the first place. Dave also talked about how his staff holds him accountable to perform at a high level. We went on to discuss the importance of listening when it comes to overcoming smoke screens. Towards the end of the show, Dave shared the advantages of doing listing appointments at his office.

On this episode we also discussed;

Why pre-qualifying scripts set you up for success

How the pre-qualifying process guides you in tonality, inflection and communication

The difference objections, conditions and smoke screens

Dave’s “always-be-calling” philosophy

When you don’t pre-qualify, it’s like going on a blind date where you have no information to go on. The conversation pre-sells them on you twice, so by the time you meet, you’ve had two major forms of communication. That frequency of communication increases your likelihood of getting the listings you really want. Pre-qualifying raises your standards, makes you work at a higher level, and steers you towards listings that are actually worthwhile.

Guest Bio

David has over 28 years of experience in the Real Estate industry, he has a Bachelor's degree from the University of Michigan in Finance & Marketing. In the last 28 years his team has SOLD 615 Million in sales and SOLD 4800 homes in the Tri County area. In 2016 alone the Team SOLD over 52 Million in sales and SOLD 325 homes. To get in touch call 313.203.8209 or visit his website DaveCentury21.com.

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By Greg Harrelson - Real Estate Broker, Entrepreneur & Coach

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