This goes out to all the Newer Agents….
As a member of Weichert’s Certified Mentor Program, the question I’m asked by new agents most often is how to combat the “experience or track record” issue.
Here’s what I tell them…
If you are confident about your ability and believe in who you are and what you are selling, from your nose to your toes, they probably won’t even go there. They never did for me!
I remember MY mentor giving me the same advice. It didn’t matter. I didn’t believe her either. It was easy for her to say, she’s been a top producer every year since the day she started in this business. Yes, I was trained by the best! I couldn’t believe a seller could possibly NOT ask that question.
I remember my first “solo” listing presentation. I couldn’t sleep the night before! I just kept hearing it over and over in my head, “How many transactions did you close last year? What is your list to sale ratio?”
FYI… I got that listing and they never asked the dreaded question!
To be a really good agent, you need to be able to overcome (or at least avert) any objections that a potential client may throw your way; whether it be about experience, list price or commission, etc. Preparation breeds confidence!
So here are some suggestions for handling the objection… “I want an agent with more experience”
Now, all you “experienced” agents take a chill pill… we already know what YOU bring to the table, this post is to help give newer agents a leg to stand on when competing for business. Disclaimer: I am NOT discounting the importance or validity of having a good track record and lots of success stories to talk about!
“Mr. and Mrs. Seller, there are many agents who have pages of closings behind them, yet they are not positioned to effectively market a home in today’s challenging marketplace. Google me, “(Insert YOUR name here),” then you will understand the power of the internet when it comes to positioning a listing to expose it to the most buyers!”
“We all know that the definition of YOUR best buyer as the buyer willing to pay the most for your home. We also know that the odds of finding YOUR best buyer are directly proportional to the number of people to which it is exposed. More important than what an agent has done in the past is what are they capable of doing in the future to overcome the obstacles facing sellers in the market today? Wouldn’t you agree?”
“Are you looking for an agent who is cynical? Someone beaten down by today’s market? Someone who is still living in the “glory days” of listing a home 10% higher than market value and having a bidding war within a week?”
“As Malcolm Gladwell said, “Success is a product of unusual opportunity.” A successful agent is the agent who recognizes the challenges in today’s marketplace. One who doesn’t bury their head in the sand and instead positions themselves, and more importantly their clients/listings, to take advantage of the opportunities which really do exist today.”
“And if you really want to talk about track record, I’ll tell you a little about my office, I’m very proud to be a part of a team of 74 successful agents. Under the guidance of our Manager, Barbara Berg, with over 30 years experience in the real estate business to her credit, we closed 483 transactions worth over $178 million in 2008! How’s that for finding the opportunity?”
Sometimes it also helps to have visuals… feel free to use this one… hee hee…
Answer: It really doesn't matter so long as they are exposing your home to the greatest pool of buyers and the way to do that is by harnessing the power of the internet!
Jo
JoAnna Siminerio
Weichert Realtors - Marlboro / Manalapan
JoSiminerio@optonline.net
www.JoTheRealtor.com
732-598-6823
* Dinosaur clipart courtesy of Discoveryschool Clipart
___________________________________________________________________________________
Click to Search the Monmouth and Ocean County Multiple Listing Service.
Click to Sign Up For My Homefinder Service to receive automated emails when new homes come on the market that match YOUR criteria.
JoAnna Siminerio
Weichert Realtors - Marlboro / Manalapan
732-598-6823 cell 732-536-4400 x116 (office)
JoAnna@JoTheRealtor.com
www.JoTheRealtor.com
Let's Connect!
You go Jo! Love the picture of the sleepless nights...had a few of those....,and I totally agree. I am a newer agent myself. I never had the opportunity to have a mentor. I just had to go solo...and it was great. I, like yourself, believe in looking at things with a fresh perspective....
Good post. Sales is all about turning a negative into a positive and self confidence.
JoAnna, excellent post. WOW that is a great marketing strategy for today's listing presentation. I loved your graphics at the end of your post. Got a chuckle out of it.
~ Life is Good
Love it! Appreciated the warning, too...established realtors need to "get with the program" of now.
I have been in the business for 23 years...does that make me a dinosaur - LOL
LOL Bill... You are the absolute furthest from a dinosaur! In fact... I'm the dinosaur compared to you when it comes to building an internet presence!
As I mentioned, the purpose of this post was not to remotely show that newer agents are better than old-timers, but to help the newbies understand that there are ways to get around that objection.
The dinosaur really refers to antiquated marketing plans compared to the cutting edge programs we use today.
~ There, I think I just made it better ;-)
JoAnna, OK! This is the second time today that someone has mentioned Malcolm Gladwell. Guess i'll have to read some of his stuff!
Wow! How can we resist you?
Hi!
I love the pic of the lion in the mirror! You will starve without confidence, for sure. This career requries a lot of things to make it. Personality for sure! You certainly have that. ;)
Jo, You are so right about needing to believe in yourself. Any career in the realestate market requires a lot of guts and determination...
I am going to give this post Da Boot...
Featured in Blogs Happens...
Your building consultant in Brentwood, TN - Michael
Hi JoAnna,
The finished product turned out great!
A good agent has to be confident and flexible to accommodate this ever-changing real estate market we are working in today.
I love this post. Can I really use the picture? That cracks me up. A lot of great advice. I've been in the business for 2 years mostly working with buyers. I'm just now really starting to push myself to seek out listings so this definitely helps.
I have that picture of the lion and the mirror. Confidence is everything! Knowing how to market homes Today is a good point.
You can absolutely use the pic!
I want to clarify.
Agents with 23 years experience have plenty to talk about at a listing presentation.
New agents are daunted going into that presentation without that experience to refer to.
This dialog helps you combat that problem.
However, I want to warn you, if you are competing with Bill Gassett or many of the other active, internet savvy, experienced agents on Active Rain, this would NOT be the dialog to use! LOL... in fact, just pack it in and head home!
You have to remember that the vast majority of the agents you are competing with do not have the internet presence that you do (or should)! Honestly (and happily) the majority of the agents I compete with have probably never even heard of Active Rain or have considered blogging!
Also, when you tell someone to check you out on the internet, you better make sure to have worked on getting your presence up to snuff! Nothing kills your chances more than if you don't have the goods to back up the talk!
Good luck!
Awesome Post! Great info.
Being confident really really helps!
Take Care & Fly HIgh In 2009!
I have recently just started doing more listing presentations, and experience has not been an issue yet. I really try to focus on explaining the power of the internet in today's market during a presentation. I usually find the sellers are very receptive to that. Also, I have several good referral letters from past buyer clients that I show as well. Though they are not from past listings, they do show the quality of work and communication I have established with past clients.
It isn't a matter of how long you've been doing RE, but of how WELL you do RE.
Thanks for sharing some very insightful points!
Great Post. Thanks Jo
I love that picture at the end! You have some great points for newbies!
JoAnna !!!
This is brilliant post for newer agents. ESPECIALLY when talking about how they approach their first listing appointments.
To me, if you project yourself with such confidence and passion, then it will stave off 99% of concerns from a seller that you are inexperienced.... even if you are new to the industry.
I love this post, great job JoAnna !!
Cheers !
Sheldon
The business happens between your ears. This post is dead on.
Aloha,
Keahi
wonderful post thanks
Leslie.... "It isn't a matter of how long you've been doing RE, but of how WELL you do RE." Bravo!! VERY well put. Exactly what I was trying to say, but not nearly as eloquent!
Sheldon - Thank you! When I first started, after I had the listing, eventually the question of how long have I been doing this would come up. Whether sellers, buyers or other agents, they were always surprised to find out how "green" I was. I'm not a great "bs" artist, I wouldn't lie or exaggerate to cover for my inexperience, but I generally was pretty unflappable when faced with a challenge, and that's where the confidence comes in.
Confidence in yourself begets others having confidence in you.
Great Post.
I think this is a good message no matter where you are in your career... :)
Jo - Great post! You are so right when it come to believing in yourself and what you are doing. THe pic, well as the saying goes "A Picture Is Worth 1000 Words. Thanks for the inspiration.
I love the photo in your post- the lion reminds me of Aslan from CS Lewis" and The Lion, The Witch and The Wardrobe! I agree with you- there are advantages for the newbie or the experienced agent... it's all about honesty, integrity and establishing trust with the client. Great post!
Confidence came for me once I got serious and studied the business, such as what moves interest rates, what makes up a credit score, etc. When i first started, the customers knew more than me all the time. And they knew it too. it is good you (and others) have a mentor. I had a phone and a phonebook as my teacher :)
Jo - LOVE the dinosaur and google pic at the bottom. I like all of your answers to the objections. Rookies definitely need to bookmark and read your post!
well said, there's no doubt that the buyers are out there you just have to go out there and find them and then give them a good deal....
http://budurl.com/house2riches
Hi Jo -- Great visual! Loved it. It's not entirely accurate. I know agents with 2 years experience who don't know how to scan into a PDF file and I've seen 75 year old agents with 35+ years experience e-mailing pdfs, photos, and really knowing how to convey the strengths a property has.
Regardless of old vs. new school, it all boils down (assuming the MLS sends the listing to the Internet) to the price and condition relationship. Marketing is great, but there the property needs to meet the demands of the marketplace, and this is where the advice among agents differs.
In general, I agree with most of what you said.
Being that my mentor is a blind real estate agent in La Jolla California....I will make a major statement: There is not excuse for failure in this business if you have a passion for the business. If you do not have a passion for this business, get out.
Way to go on your gold star, my friend!!!! I agree...if we have to go up against Bill Gassett then you and I should just bag it and go grab a beer together...hee...hee!
It starts with you and self image! Believe in you! (snort)
JoAnna, absolutely. I love the believe in yourself from your nose to your toes. After 10 years selling mountain land and ranches in Colorado I moved my license and am working in Colorado Springs (not driving for hours just to get to a property is a whole new experience for me). I relate to the new "gitters" and appreciate the encouragement and reminders.
Well put Joanna!
I was in politics for a number of years so I know we can spin anything. But this is good stuff. I worked with an agent who told her clients that she was new, she would work hard and that she would listen to them. And she always got the listing.
JoAnna,
Thanks for the pep talk! (Love your graphics)
Jo: This advice can be great for the new and the seasoned agents too. Great post
My newer agents will love this. Thanks for sharing.
Who do you want appraising your home, someone with 2 years experience or with 17 years experience.
Mike,
Nice personal pitch. Maybe consumers will find you from my blog, good luck with that.
To answer your question... I want the BEST appraiser, whether they have 2 years experience OR 17 years.
You seem to have missed the heart of this post, so I will lay it out again, here, for you...
All you “experienced” agents take a chill pill… we already know what YOU bring to the table, this post is to help give newer agents a leg to stand on when competing for business. Disclaimer: I am NOT discounting the importance or validity of having a good track record and lots of success stories to talk about!
This post was NOT about who would do a better job... new vs. experienced.
But thank you for your relevant commentary.
Great Post Jo...I love the kitten/lion picture. I need to remember some of your wonderful tips. Thanks for sharing.
Sorry-I forgot I had logged off before commenting....the last one was me!
Gina - "Spin" I love that word. It doesn't mean LIE. It means "to provide an interpretation, especially in a way meant to sway public opinion. Simply put, it means to turn something around to make you look better.
An alternate title for this post was going to be Embrace the "New" You. There are advantages to being new and you just need to build your confidence around those advantages. Hmmmmph... maybe that would've made for a better post!
LOL... Thanks for the pig pic Andrew! That's one confident porker!
Cecily - did you just offer to take me and Bill for a beer? When's the next flight?
Tim - A blind mentor? You must blog about your experiences! That's awesome!
Chris,
"I know agents with 2 years experience who don't know how to scan into a PDF file and I've seen 75 year old agents with 35+ years experience e-mailing pdfs, photos, and really knowing how to convey the strengths a property has"
ME TOO!! - That's why I tried to put disclaimers, etc. in here... it was hard to write and express that properly while staying true to the audience (new agents). But you are soooooooooooo right! I was trying to encourage newer agents to find their strengths and use them on a listing presentation.
I agree with your next point about price and condition driving the sale, however you can't deny that when a home is aggressively priced.. and I mean below market value... having instant exposure to a gazillion buyers on the internet will only increase the likelihood of the bidding war. I'm happily experiencing that right now!
Along the same lines, when you have a listing that isn't so aggressively priced, not ridiculously high, but high, the ONLY chance you have at selling it is by finding that special someone who is out there and can see the value. Might be like finding a needle in a haystack... but at least you have a shot by exposing the heck out of it!
JoAnna, Cecily, am I invited?? : )
JoAnna,
Funny, I never got the "question" either. Your advice is great, believe in yourself and your product and so will the buyer.
yeap good post sales is about remaining positive and looking for the lemons to make lemonaid
murrells inlet
Awesome post. Really great stuff for new agents. (And some neat reminders for us old timers too)
JoAnna,
You never cease to amaze me with your blogs!! You make me want to be better, and isn't that what it is all about?? I have been in the business for about 7 years and I learn something new EVERYDAY! Real Estate has a way of equalizing the playing field!