Real Estate Magazine - Highlands Sotheby's International Realty - July 2021

Page 33

COACHING bike. Do you stop trying once you fall? Of course not. You get back on and keep going. The same is true in real estate. Get back in the saddle and do whatever needs to be done to replace that lost business.

When the Listing Appointment Doesn’t Go Your Way By Darryl Davis, CSP

T

he fact is, sometimes things don’t go the way we expect, especially in real estate. Have you ever been on a listing appointment that you thought went well, the potential client seemed to like you, and you were sure you had the listing in the bag? Next thing you know, you see the home listed on the MLS with another agent. To make matters worse, the pictures are low quality and the write-up doesn’t sound professional. You’re left wondering, “What happened?” “Where did I go wrong?” Turning Your Breakdown Into a Breakthrough I understand exactly how frustrating it can be to lose a piece of business you were sure you had. It can be tough to wrap your mind around it, and it’s easy to dwell on it. Remember this: You’re building a career, one that is not defined by one listing or one failure. Your success as a professional is not solely built on one homeowner. You can turn every breakdown into a breakthrough when you look at every encounter as a learning experience. One way to feel better about losing a listing is to focus on your skills

and look for ways to improve. How can you do better next time? What could you have done differently? What objection did you not handle? How could you have improved the conversation and rapport? As I often tell our Power Agents® when they begin to focus too hard on a missed listing, there are very few real estate woes that can’t be cured by getting another listing. Don’t focus on what’s behind you. Make another call. Knock on another door. Move forward. Keep Looking Forward Think of it like riding a horse or a

You can turn every breakdown into a breakthrough when you look at every encounter as a learning experience. The next time a listing doesn’t go your way, give yourself five minutes to determine if there are any lessons to be learned or if there is something you can do differently. Then dive in. Take action. Prospect. Make your calls and find out what that other person’s commitment is. How can you help them? How can you serve? Stay positive and in the present. When you persist, you’ll be rewarded. Until then, we’re here for you. If there’s something we can do to help you grow your business or skill set— or make the mindset shift that makes the difference—let us know. RE

Darryl Davis has trained and coached more than 100,000 agents globally. He is the best-selling author of “How to Become a Power Agent® in Real Estate,” which tops Amazon’s charts for most-sold book to real estate agents. Davis hosts a weekly webinar to help agents succeed in changing times. Visit www.DarrylSpeaks.com/ Online-Training.

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RE: Real Estate—The REACH

3min
pages 106-108

Service Profiles

43min
pages 94-105

Verl Workman – Hey, Alexa

2min
pages 92-93

Power Team Profile – High

4min
pages 90-91

Christian Barnes, Better Homes

11min
pages 86-89

Kurt Schuler, Schuler Bauer Real Estate ERA Powered

2min
page 85

Verl Workman – Empower

2min
page 82

Matt Farrell, Corcoran Urban Real Estate

2min
page 83

Cameron Keegan, RE/MAX

2min
page 84

Employment Trends Index Increases in May

2min
page 81

Realtor.com®: Listings Down Inventory Up

1min
pages 78-80

Laura Croll – Helping, Having Fun, Growing and Making Money

2min
page 77

Dan Steward – New

2min
page 76

Frank Chimento – Was Real

2min
pages 74-75

Ashley Bowers – Expect More

2min
page 72

Allen Alishahi – Consumers Are

2min
page 73

Michael Minard – Tech

2min
page 71

Olivia Mariani – How to

2min
pages 69-70

Dave Karoly – The Most

2min
page 68

Adam Long – Don’t Skip the Home Inspection!

2min
page 67

Sue Yannaccone – Defining

2min
page 66

Daniel Ramsey – The Current

2min
page 65

Customizing the Client Experience From Beginning to End

4min
pages 62-64

Rebound in Sight for Urban Rental Market, Experts Say

4min
pages 56-57

Powerful Tech Tools That Give REALTORS® a Competitive Edge

3min
pages 54-55

Transcending the Barriers Between Real Estate and Mortgage

4min
pages 52-53

Real Estate Webmasters

3min
pages 44-45

Reshaping Franchising for the Future

13min
pages 46-51

HSASM Home Warranty

3min
pages 41-43

Terri Murphy – Are You

2min
page 34

Verl Workman – Are You

2min
pages 35-36

The Experts at McKissock

2min
pages 37-38

Cinch Home Services: Going

3min
page 39

Homes.com: A Support System for Success

2min
page 40

Sherri Johnson – How to

2min
page 32

Darryl Davis – When the Listing Appointment Doesn’t Go Your Way

2min
page 33

Buffini & Company – Building

2min
page 31

Women in Real Estate: Christy

2min
pages 16-18

Great Spaces

1min
pages 21-22

Policy & Legal Matters

2min
page 23

REBAC Report: Boosting Your Agents’ Success With Buyers

3min
pages 24-27

From the Publisher

4min
pages 9-12

Power Broker Perspectives

3min
pages 28-30

Marketwatch

1min
page 13

NAR Power Broker Roundtable

3min
pages 14-15
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