In this High Performance Podcast for Real Estate Agents Josh Phegan and Alexander Phillips talk about how to win the listing when you’re not the logical choice. Alex tells how to be mentally prepared to present with passion, ask the right questions, and win the listing. Josh proposes bringing up objections first and dealing with them, and Alex expands on ways to handle customer objections. He then lists things to do to follow up after the presentation, and Josh reinforces the need to have a plan set with the owner.
Alex talks about influencing your referrers to help you get business, and Josh suggests some great questions to help you win the business. Alex notes that he loses 1 in 3 listings, but being gracious in defeat will get you future business.