Listing Appointment Mistakes

It's mike at 21mike.com. Now let's get back to the subject matter at hand, which is listing appointments.

And so, Mike, I would actually argue... that agents begin making mistakes even before the day and time of the appointment.

And of course, I'm talking about the activities we should be doing prior to the listing.

So, you know, I know you're still, I mean, relatively new in the business a few years now and still getting listings.

But if I said to you, the mistakes actually start before the listing appointment, what do you think I'm talking about?

Oh, first of all, the preparation.

Are you prepared to go in and talk to this client? Yeah,

I

think preparation is the number one thing.

I mean, if you're not prepared to go into this listing appointment, you're sunk before you start.

Yeah, and it's not just data.

And by the way, Mike, you're breaking up a tad there, so check your connection.

But it's not just the data.

Obviously, the data is really important.

So whether you're a new agent or an experienced agent, you can walk into the listing appointment demonstrating expertise.

Okay, so you can be a brand new agent.

And I've seen it, Mike, you and I have been at training events.

Scott from San Antonio is here.

We were at a Century 21 event a couple years ago.

And Greg Harrelson from Myrtle Beach, South Carolina.

had a 21 year old or 22 year old agent on stage and the guy took something like 50 listings that year he looked like he was someone's grandkid you know he looked like he was fresh out of high school that's because he was only like 22 years old and the kid stood up front i say kid because he looked like a kid he stood up front was talking to us and was talking about how he just didn't get the, well, how many years have you been in the business objection, because he demonstrated so much expertise.

And the way he did that was by exuding confidence and, of course, by being prepared with the data.

Now, the second part of preparation, I would argue, Mike, is that you should also know – a little bit about the people that you're going to meet and we know through ai through social media we can actually do some i mean i hate to use the word stalking but you know cyber stalking to find out what they're into what you know where they work uh are they interested in ohio state football which sorry scott didn't mean to cuss here on this uh on this call because i know texas is a big football state as well pretty good rivalry we have going on right now between OSU and Texas.

But anyway, finding out a little information.

Are they data people? Do they seem to be not into data? And would you just bore them to tears if you just pounded them with data as you walked into the appointment? So learning a little bit about the people that you're going to meet.