Kevin Mills, one of Century 21’s top agents worldwide, closed more than 300 listings last year. No new lead source. No magic script. If you were hoping the answer was something clever, it isn’t. We had Kevin on an Agent Success Academy call, and what struck me is how boring the blueprint is. Structure, accountability,… Read more »
How Do You Win the Listing Before You Walk In? The Pre-Listing Presentation
Most agents spend all their prep time on what they’ll say in the living room. That’s the wrong room. You win or lose the listing on the phone call before the appointment, and by the time you’re sitting at the kitchen table the decision is mostly made. The listing presentation has three parts: the pre-presentation,… Read more »
Is It a Smoke Screen or a Real Objection? How to Handle Seller Objections
Most of what you are calling an objection isn’t one. It’s a question, or it’s a smoke screen. And when you answer a simple question with a full objection handler, you build resistance that wasn’t there a second ago. I watch this cost agents appointments every single week. A seller asks what you charge, you… Read more »
The Listing Presentation System That Wins 3 Out of 4 Appointments
Most agents secretly dread listing appointments. They wing it, talk too much, and walk out wondering what went wrong. It doesn’t have to be that way. With a simple system, you can walk in confident and walk out with the signed agreement — and do it again and again. Here’s the mindset that changes everything:… Read more »
Listing Presentations That Convert Every Time
Most agents treat a listing appointment like a performance. They rehearse a big pitch, load up a thick binder, and hope they say the right thing. The top producers don’t do that. They treat the appointment like a system — and that one difference is why some agents walk out with signed paperwork while others… Read more »
