What makes great listing agents different from the rest - Part 2

In today’s episode of the Live UNREAL podcast, we’re diving into part 2 of our conversation on what makes top producing agents tick, and how they set themselves apart from the other agents in their markets. The highest performing agents are intentional about every aspect of their businesses from scripts and communication, to accountability and follow up. Their incredible results are just the byproduct of those mindsets, behaviors and habits. 

 

Any of us can add these skills and beliefs to our arsenal. Wherever you’re located in the country or how big or small your market is, the commitment required to become the cream of the crop is the same. Even when the market softens, success has more to do with what’s going on within us, not the external factors of the market. 

 

Jeff Glover will share what you need to be doing every single day in order to become a great listing agent, and the metrics you should be obsessively focused on to raise your game. 

 

You’ll also learn: 

• The power of practicing and rehearsing all our communications 
• How to stop giving your service away for free 
• Why we have to anticipate the biggest seller objections 
• How to get more comfortable with asking for the sale more than once 

 

Quotes 

 

When the market changes, the frequency of our follow up becomes just as much if not more important than speed to lead. -Jeff Glover 

 

Your presentation doesn’t start at the table, it starts with what they see online. -Jeff Glover 

 

Key Points 

 

1. Great listing agents know what their time is worth, and because of this, they know where their time is best spent. By and large, working with listings gives us more time efficiency than buyers. The average buyer transaction takes 38.5 hours, while the average seller transaction takes 19. Agents who focus on sellers get twice the business, so adding more listings to your business allows you to earn more in less time. 
2. We all know that speed to lead is an important metric if we want to grow our listing business, but in this market that’s incomplete. The best listing agents also understand that the frequency of follow up is just as (if not more) important than speed to lead. We need to have the discipline to follow up, even when they aren’t getting back to us.
3. When great listing agents set a listing goal, they know their ratios and formulas so well, they can tell you how many conversations they’ll need to have to reach that number. We have to know the number of days we have to work, how many calls we need to make, and the listings taken to listings pending ratio. When we know these formulas, we know exactly how much effort we need to stay on top of our goals.