Most Agents Lose Listings Before the Appointment (Here’s Why)

Most real estate agents are completely blowing their listing appointments and they don't even realize it because they think the appointment is where you get the listing. And it's really not. If you're just showing up cold turkey at the listing appointment trying to impress the seller, you've already lost. Because the reality is that top listing agents actually do most of the heavy lifting of getting the listing before they even walk in the door. So in this video, I'm going to lay out for you exactly how to make sellers like you, trust you, and want to hire you. Before you even walk in the front door. So enjoy the video. I've gotta know how to pre-qualify motivated sellers, which means understanding their psychology. What are their fears? What are their hopes? What are their desires? What are their needs? Right? I've gotta understand that. And then I use what we call the Seller Dating Protocol. Okay? Now the Seller Dating Protocol is what I do from my first conversation with a prospective seller till the time I meet with them at the listing appointment. Because what am I gonna do at the listing appointment? I'm gonna propose. So that's why I call it the dating protocol. It's like you meet somebody, I'll say meet somebody on a dating app. Okay. Meet somebody on a dating app and then you chat back and forth for a while and then you set up to meet for coffee and you meet for coffee and then you propose marriage and they're going like, excuse me, we just met. I don't even know you. Right. And this happens with listing appointments all the time is the agent Talk to somebody, they get the appointment and they're like, yes, I got a listing appointment. And then they show up and they've not done anything between the time they talk to them to the time they get there, really to build credibility and trust and make them say, I think I like you. I think I wanna hire you. Okay. So how do I make them fall in love with me before I actually meet them? And so we have this entire thing that I call the Seller Dating Protocol. It starts with like even the pre-qualifying conversation. It's like getting interested in what's important to them. Which makes them like— and this is from Dale Carnegie's book, How to Win Friends and Influence People. You know, it's like 70, 80 years old now, but it's still one of the best books ever written. And he says, here's how you make people like you: be interested in what is important to them. So when I'm asking them questions about their motivation— so when you sell this house, where are you going? Oh, that's exciting. What's taking you there? How soon do you need to be there? What's the ideal timeframe? What are you guys wanting to accomplish? How much do you want to get for the house? All of that is, I'm, I'm not just getting information that helps me know what their situation is, but I'm also letting them see that I'm interested in them. Not about me. I'm not sitting here, hey, let me talk to you about 20 reasons why I'm great. Here's the reasons I'm awesome. They don't want to hear that. It's like I'm asking them questions. Does that make sense? And when I'm asking them questions, they intuitively want to give me more. And when I'm, I care about them. This is the magic. This is what AI cannot do for you. AI cannot care. You can care. And can you feel it? Can you tell when you're in a conversation with somebody and they have this vibe that they're really into the conversation, they care about you? You can feel it, right? But if they're just there trying to get something from you or sell you something and you, there's just, and there's this look in their eyes and there's just this vibe that says they're, all they care about is what they can get from me, right? You can feel that energy. So what we're doing is this, it's not just the technique, it's also the energy that says, hey, I actually care about you. So I do the pre-qualifying process. And then when I'm done with that, I'm gonna send them a personal video. I'm gonna send 'em a personal intro video. So let's just say that Chuck is a prospective seller. I just set an appointment with him. So what am I gonna do before I come to meet with him? He's only talked to me on the phone or maybe just met me at an open house. So let's say he came at an open house. He saw me one time with 17 other agents that he saw that day at all the other open houses. So he doesn't remember who I am, right? But I called him, had the conversation with him and he's like, agrees to a listing appointment. And so as soon as I got off the phone, I'm going to grab my phone and I'm going to shoot a quick video and it's going to go like this. Hey Chuck, this is Kevin Ward with Yes Masters Realty. Hey, listen, it was great to talk to you on the phone. It was great to meet you at the open house the other day as well. And super excited about meeting with you and your wife tomorrow to talk about helping you get the property sold and helping you guys get back to Dallas. I just wanted to send a quick video to introduce myself, kind of put a face with the name. Also, I'm going to be sending you some more information, so be watching for that. And if you have any questions or anything before we meet, this is my personal cell phone, so feel free to reach out to me anytime. And again, looking forward and excited to talk to you and your wife tomorrow at 4:15. Boom. I shoot the video. It takes me about 35 seconds. Okay. That was 30, 32 seconds. That was a 32-second video. Now I'm going to text it to Chuck. Okay, now several things are going to happen. One, Chuck's going to have a face with the name, right? So when he sees this phone number in his phone that's called him or talked to him, he's like, I don't know who that is. And they don't, if they don't save it, they don't know who you are, but you put a video on it and every time they open their text message thread, guess what's going to pop up there? You with a video and they're going to see, oh, who's that? Where's that guy? That agent and they see one. Oh, that's not in my contacts. They click on it like, oh, it's the video. So now there's like, oh, I remember him. You guys feel this? Anyway, there's a whole bunch more to it, but that's just the idea of the seller dating protocol is I'm getting them to know me, trust me, and like me in the process before you ever show up. Now there's a whole bunch more things that we do, but that just kind of gives you an idea, a peek into how do we get them to fall in love with us before you ever show up. Okay. So it's, and it's not just liking you, they gotta trust you as well. So I hope that video clip makes sense to you. And it's only a part of what you have to do really build that trust and credibility and make the seller say yes to you and wanna hire you. If you're serious about becoming the dominant listing agent in your market, this is just scratching the surface. This is only part of a full training I do on how to attract more sellers, convert more appointments, and get sellers to hire you at a higher level without chasing or begging for business. So here's what I want you to do right now. In the description of this video, I've given you a link that you can register for the entire free masterclass on the, what I call the Listing Domination Blueprint. It will elevate your game immediately. It'll elevate your confidence and your certainty and help you know exactly what to do to get more listings. So click on the link, grab that free masterclass access right now, and I'll see you on the next video. By the way, if you like the video, make sure you give it a thumbs up. Post any comments or questions or challenges you're having right now in your business. I'll answer those with future videos. Subscribe to the channel if it's your first time here, and I'll see you on the next video.