Win the Listing Before You Get to the Presentation

Guest contributor Ian Grace of REALTOR®Mag says:

These days, there's so much technology around that it's easy to get caught up in it, thinking it's the secret to real estate success. But sometimes it's the absolute basics that can be the most powerful business tools, but they've become neglected or overlooked entirely.

How would you like to win the listing before you even get to the presentation?

What a great situation that would be, and it's so simple: A prelisting kit and four to eight photo testimonials with a contact phone number (and that's really important) can do the job for you.

In my training seminars for real estate professionals worldwide, the responses amaze me time after time when I ask these questions:

"Do you or your office have any satisfied customers?" This answer (hopefully) is always a yes. But when I ask, "Do you have testimonials from them?" you would expect everyone to say yes – but sadly, for many, the answer is no.

Then, for those who have testimonials, when I ask if they have the sellers' photographs to go with the testimonials, almost always, the answer is no.

This is really scary because these real estate salespeople are making life difficult for themselves when in fact, it can be so easy.