2 Actions & 1 Script to Become Listing Dominant – #TomFerryShow

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Which scenario sounds more appealing to you:

Writing offers for buyer clients, continually hoping to write the most compelling offer in a highly competitive environment?

Or…

Sitting back and having multiple buyers all trying to out-bid each other to buy your listing?

Yeah, kind of a no-brainer. It’s good to be listing dominant.

But how do you get to that point?

That’s what today’s show is all about. I’m sharing two actions and one script to help you get there faster. Let’s go!

 

First Things First: Let’s Take Inventory

Getting where you want to be starts by taking stock of what you’ve done and how you did it.

So before we get to two actions and one script I promised, I’d like you to answer these questions:

  • How many listings have you taken so far in 2019? How about 2018? 2017? Once you have those numbers, segment them into which lead sources from which they originated.
  • Which lead source stands out? How can you exploit that further to scale your efforts?
  • What lead sources do you need to add?
  • Are your goals up and visual so you can track your performance? It’s a fact… tracking and measuring your numbers will result in a serious lift in performance.
  • What’s your monthly marketing plan?

 

Action Step #1 to Become Listing Dominant: Block Out Prospecting Time

Hey, what do you have scheduled for Tuesday at 10:00 a.m.?

If your answer is anything other than “Sorry Tom, that’s my prospecting time,” you’re making a costly mistake.

The first action step toward becoming listing dominant is devoting blocks of time to prospecting and making it a priority.

That means I should see two-hour blocks in your schedule every Monday through Friday from 9:00 a.m.-11:00 a.m. and from 4:00 p.m.-6:00 p.m.

That creates 10 opportunities for prospecting sessions. It also creates something else: The illusion of choice, because here’s the good news… You only have to conduct four to six of those 10 sessions!

Like I’ve said a million times before, if it’s not in your schedule, it doesn’t exist. Make sure your prospecting time is in your schedule and you’re honoring it!

 

Free Real Estate Agent Coaching Consultation

 

Action Step #2 to Become Listing Dominant: Get Your Goals Up & Visual

It’s one thing to say you want more listings.

It’s another thing altogether to set a wildly important goal and get it up and visual.

See the difference? Feel the difference? Just the thought of setting an ambitious goal for the number of listing appointments you book should create a tingly sense of excitement within you.

That’s why it’s so important to get your goal posted and public. There’s a whole different feeling when you publicly acknowledge what you want to achieve. That big number will propel you into action. Then the satisfaction of crossing off numbers as you work toward your goal will maintain your momentum.

You’ll also receive a range of three different reactions from others you should be prepared for: One-third of people won’t care, another third will see your goals and encourage you, and yet another third will question your motives and naysay your ambitions because they feel threatened by your big aspirations. (I don’t know about you, but that last group – the haters – always resonates most with me and moves me into massive action!)

 

The “Must-Have” Script to Become Listing Dominant: How’s the Market?

You’re in an industry that people are curious about. Do you realize how lucky that is?

The key for you is recognizing that and capitalizing on it. And actually, people will make it easy on you. What do people ask you when they know you’re in real estate?

“How’s the market?”

If you’re a relatively social person, you probably hear this question at least three times a day.

So here’s the moment of truth… What do you typically say in response?

“It’s good.”

“It’s fine.”

“Busy!”

If so, this person has metaphorically opened a door to a conversation, and you just slammed it shut right in their face.

You need to stop doing that.

Here’s what to say instead:

“It really depends. Are you looking to buy, sell, invest or rent? Because in our market, each of those are very different right now. Which part of the market are you interested in?”

This script is a great way to engage people and open them up to furthering the conversation. By doing so, you’re opening yourself to opportunities.

They might say, “I was just curious” and that’s fine if they do.

But deep down, there’s usually something behind why they’re asking.

Regardless of what they say, then move on to these five questions that demonstrate you’re committed to becoming listing dominant:

  • Have you had any thoughts of selling?
  • Are you living in your dream house now?
  • At what price would you become a seller?
  • Do you know anybody who’s thinking about selling?
  • Do you know anybody who tried to sell and it didn’t work out?

 

So… how many listings do you want to take in the next 12 months? Let me know in the comments below, along with any questions or additional thoughts!

 

For more on dominating listings:

The Definitive Listing Presentation Primer for 2019



 

 

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