No, they will need to use a Realtor to list it....it is just that the Realtor would be able to take a "mere listing". They could take a flat fee to simply throw it on to the system and not have any work/liability after that... the seller would be contacted directly and negotiate their own deal. I believe that is the system that you guys already have in the states.

yeah!!!!! great day! i listed a mil and a half home just yesterday evening and today i was busy...had to show a house to a buyer who was refered by a past client ...showed 2 and wrote paperwork up for the 2nd showing!!!!

did not do my normal prospecting on the phone today (i overbooked and slacked on my discipline), but i did all of my lead follow up!

i set a new record for me! set 3 listing appointment in 1 session!!!!!!!!!!!!!!!!!! i was going for a 4th, but i called and i woudl have had it...the 4th appointment i was going to set was an in the bag, but i missed it! i had an appointment cancel when we had the snow last week. i was scheduled to call him today and reschedule. i thought it was in the bag. i called and he was in the hospital:-( his mother fell and broke her arm and he had to pick him up. we rescheduled our call to set an appointment for next week. i did not want to stay on the phone with a guy who is tending to family business. well, thats my story for the 4th listing appointment that got away! would have been a really hard record to beat. 4 listing appointmnets, not quite:-(

i'm happy with 3, but hey, at least i have a goal!

hope everyone is running some good prospecting. this is one of teh best times of the year to get in good with a seller become their agent!

post some recent results. this thread has motivated me since its first post and i would hate to let it die. tell some prospecting stories.


had to edit because i wanted to add...all listing appointments were from lead follow up...for me lead follow up is someone i have already had a conversation with.

estereal (or anyone else) - what are your recommendations on dialers?

I simply use 2 digital phones and 2 wireless headsets.I know a fellow agent that somehow has her prospecting line show something like "Ontario" show on call display. She gets more answers. Dialers get you more dials but the object is not more dials it is more contacts per hour.

Here is an observation/summary of some of my business ratios which I am studying so that I may improve and go to the next level.
In 2008 I had closing ratio of 70% for listing appointments, so I would list 7/10 listing appointments gone on and for every listing taken would result in a ratio of 1.2 deals due to double enders and buyer deals generated. In 2009 an so far this year, my ratios have worsened to 50% closing ratio on listing appointments due to less inventory an increased competition. I started my postcard campaign in hopes that it would improve my ratio ( a $10,000 commitment and only 2 cards gone out so far so too soon to tell). The other thing I changed this year is more agressive follow up, more enthusiasm, closing harder etc. So far, no change in ratios. 11 listing appointments for the year and only 5 listings taken. After my minor surgery next week I am going to impliment door knocking my hot leads to get some face to face in there. At these ratios I will need to go on 100 listing appointments to take 50 listings and do 60 deals equating to approx $600k in income. Most listings I have taken are 50. Last year I got slaughtered because of the drop in ratos. For me to go on 100 listing appointments, I need to get up to 12 appointments per month on the peak months as months such as Nov, dec etc are pretty slow for listings. Man thi is getting tough!

This thread is interesting. I have just implemented cold calling daily as part of my plan to secure more listings. My question is this: "What closing script works best for you to get them to sign?" I need a some magic words.....

Good question. First off, you need a great presentation, a plan of action of what you will do to sell their house. Then READ it to them as part of the presentation. I do this after I do the pricinng presentation. If you and they agree on the price that will cause the home to sell, then you read the plan of action (which no one does) the I tell them I really like their house, I want to sell it, then I ask " can I have the listing? Can we get started now? Are you ready to get your home sold because I know I am?"

I read them my 17 point marketing plan which is part of my presentation package. I explain some key features about my office that seperates it from others and my rankings in the search engine. I torture them and do that first before we get to the pricing. Those that sit and listen attentively I know want to sell the others are so anxious all they want is the PRICE... because you know they can sell on there own .. in there world. It gives me a vibe if they are serious or not. I think my weakness is I don't say the words "can I have the listing?" I'm going to try that and be more assertive. I have to memorize my objections scripts. Wish I could just say... abbbbra codabrrra, wave my magic wand and they sign on every line.

First, nothing makes me madder than someone reading to me.

Next, you might want to start picking up on personalities and cues that the seller gives. You can't do one presentation for everyone. You have to play to your audience.

Great thread with a lot of useful information from cold calling experts. Specially as they give hard data to back up their findings.

I agree with TB. Reading a presentation to someone? Seriously? My listing presentations are anything but - I don't "present," it's a mutual interview where we decide if we can and should work together. I want to know as much about the seller's situation as I can so that I can know whether or not we're a good fit - that won't happen if I make them sit through a presentation - especially one where I'm reading to them (seriously?). I listen a whole lot more than I talk - ask questions, show an interest in them and their situation.

If I had to sit through a presentation where someone sales pitched me for an hour without showing a any interest in me and my needs, I'd be delighted to show that person to the door.

I agree, Jennifer....the whole script thing takes away the personal element of the relationship between you and the client. Does the client REALLY need to know how good of a salesperson one is to list or buy through them...?

I think the answer is yes. If the client is not looking for sales ability they are not understanding the process.
We all use scripts. Some are just uncomfortable calling them that. If you give 3 listing presentations in a week wouldn't you say the same basic things at all three? That is your script. However, someone who consciously practices their dialogs will do a more consistent job.

I think different approaches work for different personality types. Just because you don't feel comfortable reading from a script to a client doesn't mean that all of the homeowners are going to be turned off by it. (I don't read from a script BTW)

I know the theory that the script readers believe, and it makes sense to me. (even though I don't do it) The basic idea is that you are a detailed oriented agent with checklists and that you aren't just winging it or leaving it to your memory. For some people it feels like you are being more thorough and careful if you have a list of everything that you are going to do and you read it to them. Kind of like an airline pilot running down a checklist before he takes off, it makes most passengers feel more safe and protected.

This is interesting! I am curious. Do you read the Agreement of Purchase and Sale to the client or do you assume they know the procedure and just ask the to sign?