If you’ve been feeling the stress of securing a listing in this hot seller’s market, you’re not alone. The COVID-19 pandemic disrupted the real estate market throughout 2020, but as conditions start to improve, we’re beginning to get back on track in some areas.

Although the market feels tight right now, leading real estate companies predict that home sales will increase in 2021 — in fact, some outlets are forecasting the strongest home sales since 2006.

As these potential sellers consider listing their homes, they’re going to need a highly skilled agent who can guide them through this unique market. Use these real estate training tips to stay at the top of your game so you can support your clients and secure every listing that comes your way!

Generate Quality Listings

If you aren’t generating high-quality leads, you’ll have a tough time finding a serious seller in the first place. Consistently reach out to your current relationships and educate them on the state of the market and why they (or a friend) may want to sell. By staying in touch, these clients will come to you first when they’re ready to jump into the market.

Nail the Listing Appointment

When you first meet with a potential seller, make sure you can carry yourself like a pro. You should be on time, prepared and ready to listen. The pricing conversation is critical, so be ready to approach it confidently:

  • Present current market pricing trends/data.
  • Ask the seller what they feel the price should be.
  • Give a price range.
  • Explain the connection between price and time (the higher the price, the longer it’ll be on the market for).

At the end of the presentation, choose your words carefully to gauge where the client is at. Rather than asking them to sign the agreement outright, instead ask if they feel comfortable taking the next step. If they don’t answer right away, let them take a moment to think uninterrupted — don’t be afraid to leave a brief silence.

Constantly Improve Your Skills

The best way to get every listing you go for is to invest in real estate training. Train yourself up to handle any situation in any market so you’ll always know what to do in order to be successful. The most highly skilled agents are the ones who sellers will turn to in this unique market — make sure you are one of them!

The Pathway to Mastery®—Advanced is an industry-leading real estate training program from Buffini & Company designed to take you to the next level in your career. Get lessons on proper pricing, quality lead generation, personal branding, objection-handling and more. Sign up for the The Pathway to Mastery®—Advanced online today to boost your skills and achieve success in any market!

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