WHY YOU DIDN’T WIN THE LISTING: 10 REASONS TO CONSIDER

It happens to the best of us. You go on a listing appointment, and you think you’ve nailed it. But then, the seller chooses another agent. Why?

There could be any number of reasons why you didn’t win the listing: maybe the other agent was more experienced or had a better marketing plan. Maybe the seller just didn’t click with you.

But if you’re regularly losing out on listings, it might be time to take a closer look at your own practices. Here are 10 possible reasons you didn’t win the listing – and what you can do about it:

1. You Weren’t Prepared

When you go on a listing appointment, the seller is going to want to know that you’re prepared to sell their home. They’ll want to see that you’ve done your research on the property and the local market, and that you have a solid plan for marketing the home.

If you don’t have these things, the seller is likely to choose another agent who does.

To avoid this, always come to listing appointments prepared. Do your research ahead of time, and have a solid marketing plan ready to present to the seller.

2. You Weren’t Professional

First impressions matter – and if you’re not coming across as professional, it’s going to cost you listings.

To make sure you’re always putting your best foot forward, dress appropriately for listings (no jeans or sneakers), and be punctual. Speak confidently, and avoid using slang or fillers like “um” or “like.”

3. You Weren’t Knowledgeable About the Property

When you go on a listing appointment, the seller is going to want to know that you know their property inside and out. They’ll want to know about the features of the home, as well as any unique selling points.

If you’re not knowledgeable about the property, the seller is likely to choose another agent who is.

To make sure you’re always prepared, take the time to learn about each property you list. Tour the home, and make note of any unique selling points.

4. You Weren’t Knowledgeable About the Local Market

In addition to knowing about the property, you also need to be knowledgeable about the local market. The seller is going to want to know that you know what similar homes in the area are selling for, as well as what the current market conditions are.

If you’re not knowledgeable about the local market, the seller is likely to choose another agent who is.

To make sure you’re always prepared, stay up-to-date on market conditions in your area. Know what similar homes are selling for, and be able to explain any changes in the market.

5. You Didn’t Have a Solid Marketing Plan

When you go on a listing appointment, the seller is going to want to see that you have a solid real estate marketing plan in place. They’ll want to know how you plan to market their home, and what kind of results they can expect.

If you don’t have a solid marketing plan, the seller is likely to choose another agent who does.

To make sure you’re always prepared, develop a comprehensive marketing plan for each listing. This should include everything from print advertising to online marketing, and should be tailored to the specific property.

6. You Didn’t Price the Home Correctly

One of the most important things you’ll do when listing a home is determine the asking price. If you priced the home too high, the seller is likely to lose interest. If you priced it too low, the seller won’t make as much money as they could have.

To make sure you’re always pricing homes correctly, do your research and compare the home to similar properties in the area. Use data from recent sales to come up with a realistic asking price.

7. You Weren’t responsive

When you’re working with sellers, it’s important to always be responsive. If a seller has a question, they should be able to get an answer from you quickly. If they need something from you, it should be handled in a timely manner.

If you’re not responsive, the seller is likely to choose another agent who is.

To make sure you’re always responsive, set up systems and procedures for handling seller inquiries quickly and efficiently. This might include having someone dedicated to answering phone calls and emails, or setting up a process for forwarding inquiries to the appropriate person.

8. You Didn’t Have Testimonials

When you go on a listing appointment, the seller is going to want to see that you have happy clients. The best way to show this is with testimonials from past clients.

If you don’t have any testimonials, the seller is likely to choose another agent who does.

To make sure you’re always prepared, collect testimonials from past clients before going on listing appointments. These can be in the form of written testimonials, video testimonials, or both.

9. You didn’t have a web presence.

In today’s digital world, it’s important to have a strong online presence. This means having a professional real estate website that showcases your listings and your credentials.

If you don’t have a website, the seller is likely to choose another agent who does.

To make sure you’re always prepared, create a professional website for yourself or your business. This should include your contact information, a portfolio of your listings, and any other relevant information.

10. You weren’t confident.

When you go on a listing appointment, the seller is going to want to see that you’re confident in your abilities. They should feel like they can trust you to sell their home for the best possible price.

If you’re not confident, the seller is likely to choose another agent who is.

To make sure you’re always prepared, practice your listing presentation until you’re confident in your ability to deliver it. This means knowing your material inside and out, and being able to answer any questions the seller might have.

Key Takeaways: Why you didn’t win the listing

If you want to succeed in real estate, it’s important to avoid these common mistakes. By being prepared and knowing what to do (and what not to do), you’ll be in a much better position to win listing appointments and get the listings you want.

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