How to Win (Almost) Every Listing Presentation

Long ago I believed that winning listing presentations meant having a mental toolbox full of witty comebacks, sly counter objections and a persuasive delivery that would allow me to deflect arguments, shut down concerns and steamroll the prospect into signing with me.

But then I kept coming across successful agents who weren’t particularly well spoken and failing agents who rocked the crowds at the local Toastmasters. Obviously, something else was at work here.

After two decades of analyzing why some agents grow while others die–and why–I realized that surplus or scarcity thinking had more to do with how well agents do in listing presentations or negotiations than any training ever did.

Now, let me ask you a question: Are you a surplus or scarcity thinker? If you don’t know, make sure you know before you’re next listing presentation.

The Psychology Behind Success at Listing Presentations

We have 50,000 thoughts a day. That’s about 2 thoughts a second.

Most of them don’t matter, though. They’re of the this breed: “Message light blinking on phone,” “Air conditioner just started” and “Breeze is cool this morning.”

And because of the randomness of some of our thoughts, some of us don’t focus on any of our thoughts. And that’s a problem.

If we ignore all thoughts, we could miss out on great ideas when we have them. Like taking that much-needed vacation or placing an ad in that new homes magazine.

Worse, however, is when many of us do focus on our thoughts, but only on the negative ones. This can literally cripple us at the negotiating table.

My question for you, when approaching a selling situation is this: where are your thoughts pointing?

Are you thinking scarcity, such as…

  • “I don’t deserve this listing when I’m going up against that agent.”
  • “I bombed my last presentation, I’ll probably bomb this one.”
  • “If I don’t get this seller, I’m sure to foreclose on my own house.”

Or are you thinking surplus…

  • “I deserve this listing.”
  • “I love real estate and the thousands of opportunities to make thousands of dollars!”

As a rule, never believe your negative thinking…especially if it limits what you think is possible.

If you tend to be a scarcity thinker, stop right now and admit that your habit of thinking needs to be changed.

You’ll need to do this because just being aware of limiting beliefs and thoughts is a major step in the right direction. And awareness alone can be curative.

Then begin to work on affirmations like the ones above in the surplus category.

Also simply doing something different that counters limiting thoughts can work wonders. For instance, if you typically avoid or neglect selling situations, hunt them down. And throw yourself at them.

You’ll be amazed at the level of confidence you gain from simply doing something you’ve always dreaded. Even if your initial results are less than you expected. Practice makes perfect.

Only when we weed the limiting beliefs from our subconsciousness is it possible to plant the seeds of new beliefs.

And new beliefs are the pathway to prosperity. Abundance. Surplus.

To help you on your new journey, I recommend you pick up two classics:”Awaken the Giant Within” by Anthony Robbins and “Think and Grow Rich” by Napolean Hill.

Both can be read in a weekend. And both will have you climbing the walls, hungry to make big money.

Leave a comment if this post was helpful or if you have anything you’d like to add. And if you like what you read, subscribe to the Real Estate Marketing Blog.

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