Listing Appointment Strategies: "Becoming a Top Chef"

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During a listing appointment interview, the client is thinking from the perspective of a customer at a restaurant.
Sometimes you (the agent) feel like you are on the chopping block...
Wondering if the customer will like anything on your menu of services.


The customer says:

"Chef...let me see if I like your menu(your services)... tell me every dish you have"

Even though you are a professional Chef(Realtor)everything is an overwhelming word....



The problem with showing the client your whole menu--there are to many choices and options for people to chose from. With that approach, you may never get to the part of the menu that appeals to the customer because as soon as they hear you list options they DO NOT want, they are now thinking to themselves:



"they don't have anything I want"



Your menu (your services) are extensive ... The customer may love page 4 of your menu but in this scenario we will never know because they have already decided you have too many things they don't like and now they have those things in their mind helping them consider looking at another menu (agent) that hopefully has more things they like than they don't.



When a customer asks you to show them your menu(services) - say instead:



"tell me about your favorite meal"  



Translated into the interview…



“tell me about what you love about this home I would like to highlight those attributes WHEN we market (not if) what have you enjoyed about this location? The home down the street sold for x, what is the price you have in your mind knowing that home sold in 1 month at x?



Be specific! It is dangerous to say: “what did you have in mind”? Remember you DO NOT want to indicate you will go back in the kitchen and make them anything. Wording is important! You are not a restaurant(brand) that takes orders.  You need to be in control of what people can expect you to do for them. 



You should set, and agree upon expectations upfront with a homeowner.

This will eliminate a lot of potential constraints to productivity.

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