Most teams I work with will say listings are lost at the kitchen table. I will challenge your thinking on this and say that's incorrect.
My first question to teams is…
Tell me about what happened between the time the client called and the actual appointment? Very little other than confirming a time and a few minor questions about the house that’s sporadic and inconsistent at best. Inside our mentoring program we deliver a playbook called ‘The Listing Presentation Accelerator’. I talk about playing the % and believe that what happens prior to meeting a client makes up 25% of winning the business if you have a clear process to follow Let’s not get confused with long-term relationships, as they can also determine whether you win or lose the business—that conversation is for another time. When I was back leading my team, we sat down at the end of the year and reflected on how many listing presentations we completed compared to the ones we won. The number was well under 50%.
We agreed the following year we would focus on quality over quantity that consisted of
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What happened between the call and the appointment
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The presentation itself
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What happened immediately after they left the home, if they had not won the business
Fast forward 1 year and the % went up to 60% plus just by following a set process
Ask yourself a question as a leader, if you focused on quality over quantity in areas of your business in the next 12 months, what would your growth look like?
