Closing for the Listing... Any pointers?

Question

Fellow Agents,

Problem: My conversion rate is not as high as I'd like it to be at this point in my career.

Solution: your comments, experiences, and advice...

What techniques do you use to secure listings? What is your own, personal style of closing? Are there any books you can recommend specifically for closing the listing, or some related literature, audiobooks, etc?

Thanks in advance for your words of wisdom...

David Zamarron · Answer

Joey:  I've been a broker for 25 years and the best advice I can give you to secure more listings is to step away from the computer and network with people face-to-face and diplomatically let them know what you do for a living. I like to tell this story:  About 12 years ago a friend railroaded me into joining the Kiwanis club.  I reluctantly joined and maybe six months later after getting to know my fellow members and them knowing what I did for a living, a newspaper executive said: "Dave, my company is transferring me and I want you to sell my house." Not, "Dave come over and interview along with three other brokers  to sell my house."  The light bulb came on. I estimate in 12 years I've spend about $500 a year to belong to the club and I have paid for my dues for the next 50 years with the sales I've made.  This business is about establishing personal relationships outside the office.  Find new networking venues and the business will follow.

Account Closed · Answer

Before answering, which parts of your presentation do you feel are not working?

Myself, I need to be a little more firm in terms of making people do the required cleaning/fixing to make the houses justify the price. That's my goal for future presentations.