Working by referral is how I close most presentations, they are half sold when we meet. Being organized and knowing my market & numbers with my presentation helps too. I stay in touch with and care for my current & sold clients and networking partners.

I just be me, open and honest with them.

The SINGLE thing.

The one and only thing?

Hmmmm, It must be,

"Let's get started. I brought a pen, so please sign here, and here, Initial here, there over there, and sign here initial there and there, and there."

Moral to story, go with the contract, with a sign and expect to do business.

Get in front of them. Once I speak to people face to face, I have a reasonable chance of earning their trust.

Getting them to like and trust you are probably among the most important elements.

I have a "kick-ass" listing presentation that covers just about everything someone needs to know about listing their home with me. They know what to expect before, during, and after the listing process.

I'd say it just comes down to explaining the service standards you have set for yourself and your team. I know we go above and beyond with customer service and update the client every step of the way while doing it in a professional manner. 

Also always continuing to learn is key, stay on top of the latest changes with Google, take classes that help you negotiate or present better. Dont just take the CE classes required by law, be a student of the business.

communication.  I show sellers up front how I communicate with them when the home is listed and I follow through.

Get a face to face meeting with them.  Be myself, win their trust.  Pull out the pen and ask if they are ready to sign.

Ask if they are considering selling their property. If the answer is yes, ask them to give me 10-15 minutes to show them how I offer all my sellers top quality service and results.

Gary - I would have to agree with Cindy Davis. If I can get in front of home sellers, meet them face to face, show them I am honest, trustworthy, professional, am looking out for their best interest, and have the experience to sell their home, I will usually win out. The hard part is getting in front of those clients who are looking to sell.

Be the ultimate expert in all listing and sales activity in the community.

Practice your scripts and be prepared.

Home Value

The best agents I know BUILD VALUE before they ever pull out a contract.  Once the client understands everything you are going to do to help accomplish their objectives, they will gladly sign on the line.  Good luck

Be ourselves.  

We don't get every listing appointment that we go to, but we get most.  We just show the seller our knowledge of the market, what they can expect from us, and let them know that if we agree to work together, Amanda and I spend a big chunk of money up front for advertising, pictures, videos, etc.  

I ask for them to sign.

Listen to their needs and be the solution.

 Listening.   

Any questions? Sign!

Earn trust, demonstrate unique expertise and methodology and then show them past results.

Richfuscious say: After mutual interest is established...the love affair begins

Show them numbers.