Smart Words: “Distraction is one of the enemy’s subtle yet powerful tools to derail purpose and steal focus.” – Christian motivational teaching
Smart Tactics: I JUST overheard my wife…who I am wise enough NOT to coach on sales …use one of my strategies to successfully handle:
“Are you the listing agent?” And she booked an appointment with a new buyer lead!
This strategy is so simple—and so powerful—at moving the conversation forward and winning a new buyer client.
The scenario:
Not everyone who asks “Are you the listing agent?” is deeply committed to only working with a listing agent…or opposed to working with a buyer’s agent.
In many cases, they’re just trying to make sure they’re talking to the right person.
They don’t want to do something “wrong” or waste anyone’s time.
Or…
They know just enough to think the listing agent = direct access to the seller…so they assume that’s the “right” person.
The strategy:
This is a little sleight-of-hand magic…verbally speaking.
We want to quickly separate:
- People who just think they should start with the listing agent
From
- People who believe there’s a strategic advantage (or have resistance to buyer’s agents)
Don’t get flustered.
Don’t get defensive.
Just give them the only two logical options:
- They either have questions…
Or
- They want to see the property.
So make them choose.
That’s it.
This will melt about 75% of consumers who open with the “listing agent” question.
Here’s what it sounds like:
You: your standard intro when answering the phone
Them: “Hi, I’m trying to get in touch with the listing agent…”
You: “Oh! Got it. Do you have questions about the property, or would you like to book a time to go see it?”
That’s it.
We don’t confirm or deny.
We don’t challenge.
And we DO NOT start pitching the virtues of a buyer’s agent.
Next week, I’ll show you what to do with the tough buyer who’s dead-set on the listing agent…when this “pick a path” move doesn’t knock them off course.
Go sell more houses!
– Dale
P.S. If you’re not going on enough new buyer and seller appointments…
If you know you’re losing business and leaving money on the table…
Apply for a free 1:1 business troubleshooting session with me here.
In 60 minutes or less, I guarantee I can show you where you’re giving up 1–2 additional transactions per month.