Getting Listings Sold: A Framework for Talking to Sellers

The Tom Ferry Podcast Experience

Tom Ferry

Education, Self-improvement, Business

4.8 • 1.1K Ratings

🗓️ 16 October 2024

⏱️ 28 minutes

🔗️ Recording | iTunes | RSS

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Summary

Your No. 1 job is getting listings sold. The faster you’re able to do that at or above market value, the more leverage you have in attracting new listings. But it all starts with being able to align with sellers, set realistic expectations, and win their trust. For this episode of This Week in Marketing, Jason Pantana shares a clip from the Success Summit in which he explains the marketing secrets he learned from his longtime mentor for getting listings sold. You’ll learn how Jason went from being an out of work waiter to the rising Rockstar of his first team by aligning with sellers and winning their support in marketing the listings. This is a framework for how to talk to sellers and get your intentions aligned. It’s the foundation of getting listings sold, so watch or listen now! In this episode, Jason discusses… 0:00 – Jason’s story 6:30 – How to set expectations 9:50 – 3 parties in the sale of every home 12:30 – A common foe 17:50 – The second function of a listing agent 21:50 – Decision Criteria

Transcript

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0:00.0	You're facing a real problem in the marketplace right now.
0:04.0	How to get sellers sold.
0:05.0	An unsold listing is cash trapped in limbo, isn't it? Getting all the listings is super duper but getting them sold is where all the money gets made and in this marketplace where the dynamics have shifted we're moving into a new environment of how you talk to sellers.
0:25.8	Today I am excited to share with you a framework that was taught to me, I've adapted it a bit,
0:32.3	but it was taught to me and I'm going to share it with you.
0:34.8	I've never encountered anything like it then or sense in terms of being able to create
0:40.9	alignment with a seller.
0:43.4	Now tell me why don't listing sell?
0:45.1	You get a listing and it gets on the marketplace,
0:47.3	what prevents it from selling?
0:49.9	Well, it could be the price, that could be one of the symptoms of it, but ultimately it stems to the root of this
0:55.8	You've got an agent and you've got a seller and they're not in sync
1:01.2	They're not in alignment they're not in alignment, they're not together on what it takes to get their
1:05.8	home sold.
1:06.8	The framework I'm going to share with you today is so effective.
1:12.2	I've been a coach and a speaker with Tom Ferry for the past eight years.
1:16.0	I know, I see my friends in this room, my community in this room, and I just love connecting
1:21.8	and being in the trenches of helping you move your
1:24.4	businesses forward. My goal today is that when this presentation is
1:30.4	concluded that you're going to look back at this moment at this presentation and
1:35.0	what you're about to learn and think that changed everything.
1:39.9	That was a defining framework that I learned so when I go on my next listing appointment,
	...

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