My first listing presentations were a compendium of things I would do for the prospects...all the ways I was going to market their house and all the ways my company provided an edge. I had practiced my presentation in front of the mirror, in front of my broker, in front of my class at the office, so I was ready.

And my first listing presentation went exactly as I hoped it would. I was polished, professional, and profound.

And STILL the listing went to the other gal... the one with years of experience.

I had the temerity to ask Mr. and Mrs. Seller what the other agent had said or done differently than me, so I could learn to be better next time.

Sure, they said. She basically had the same things in her listing package as I had in mine. But she asked them if they'd rather have someone with many years of experience working on their transaction or someone new in the business.

Well, how do I compete with that? Well, now it's been years and I'm the one with the experience. And here's my advice to you if you're working on your first listing appointments.

Listing Appointment Advice to Newer Agents

    * First, fake it 'til you make it. There are a lot of home sellers out there who know a lot less than you about selling a house. They aren't always going to be interviewing a bunch of high-powered agents. You have a chance. You never know. So be polished, professional, and profound.
    * Second, ask a lot of consultative questions to find out what's important to the sellers, before you ever start presenting anything to them. Don't be afraid to talk about their past experience with real estate agents. Don't be afraid to talk about their objections. Sellers will be more likely to hire you when they feel listened to and heard.
    * Third, practice closing. You can't get hired if you don't ask them to hire you. This is not something you practice in front of a mirror alone. You can start there, but you have to practice this with a live person who challenges you with real emotions.

By the way, do you want to learn to be a powerful salesperson by using soft sales techniques that feel good to use while influencing prospects to work with you?