How to WOW Sellers During Listing Appointments

💡Most agents answer the question 'What are you going to do differently?' by focusing on the how, rather than the results they will deliver.

🔑To create value in the eyes of sellers, communicate the desired results you will achieve instead of listing the actions you will take.

💰When you communicate the value you provide, you can charge higher fees and increase your perceived worth.

🧙‍♂️Position yourself as a magician by speaking to the results you will deliver, not just the tasks you will perform.

🔊The way you communicate during listing appointments can determine your success in earning listings and obtaining higher commissions.

Why do most agents struggle to answer the question 'What are you going to do differently?'

—Most agents focus on the how, rather than the results they will deliver. They assume the seller knows what they know and answer from a knowledge bias perspective.

How can I stand out from my competitors during listing appointments?

—Position yourself as a magician by speaking to the desired results you will achieve for the seller. Focus on the value you provide, rather than a list of actions you will take.

Will communicating results instead of actions allow me to charge higher fees?

—Yes! When you communicate the value you deliver and the results you will achieve, you position yourself as a high-value agent, allowing you to charge higher fees.

What is the difference between answering as a mule and answering as a magician?

—Answering as a mule means focusing on the how and listing the actions you will take. Answering as a magician means speaking to the results you will deliver, creating a perception of value.

How can my communication during listing appointments impact my success in earning listings?

—By effectively communicating the value you provide and the results you will achieve, you can differentiate yourself from other agents and increase your chances of winning listings.

00:00In this video, learn how to effectively answer the question 'What are you going to do differently?' during listing appointments.

06:00Position yourself as a magician by speaking to the desired results you will deliver, rather than listing the actions you will take.

11:49Click the link in the description to have a conversation about potentially working together in a coaching relationship.