Tips & Training For Realtors®

Are You Competing Against Other Realtors On Listing Appointments?

Hi, Brandon Polsinello with RE/MAX and this is a question that a lot of agents forget to ask or are afraid to ask when setting up a listing appointment.

Now, if you work in a market like ours with over 54 thousand licensed realtors there’s a good chance that you’re almost always competing but it’s still important to ask the question.

You want to know if you are competing… Now the counter argument for this is going to be that maybe you put the idea into that Seller’s head…but my response would be that if you’re confident in what you do and you can actually show your value to the Seller it shouldn’t matter.

If this seller is interviewing other agents we want to be the last one in there as a tactical advantage. So I’ll ask a seller…

‘Do you mind if I’m last agent that you meet with?’ the seller may ask why and my response is…

‘I want to give you the opportunity to meet these other realtors so that I can show you all the things that we do differently to get your home sold fast and for the most amount of money'

Now if you can’t be the last agent in that’s ok too...

When you’re on the appointment and it comes time to talk about price you tell the seller…

‘Now that I’ve had an opportunity to view you’re home I’d like to go back to office and really sharpen my pencil on pricing. When was that last agent coming in? ok, Wednesday at 5:00 - do you mind if I come back Wednesday at 6:00 and then I can show you everything I’ve put together for pricing your home. The only thing I ask is I’m going to put a lot of time and effort into this so please don’t sign anything before we’ve had a chance to meet.’

That’s a two step

If it comes out while you’re on the appointment that another realtor has been to the house and is coming back with a price call it out… oh, that agents two stepping you‼️

Don’t be afraid of the competition - that’s where the we live.

Be confident that you actually represent value to the consumer and you’ll win the business.

This doesn’t mean you’re going to get every listing...we all know there’s people shopping strictly on highest price, lowest commission don’t care but that’s another story.

I hope you found this video valuable and if there’s anything that we can do to help you sell more real estate please let us know.

Have an awesome day!