{"id":2912,"date":"2008-04-07T01:00:26","date_gmt":"2008-04-07T08:00:26","guid":{"rendered":"http:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/?p=2912"},"modified":"2008-04-07T07:32:10","modified_gmt":"2008-04-07T14:32:10","slug":"i-want-to-be-a-lister-the-listing-presentation-the-objections","status":"publish","type":"post","link":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/2912\/i-want-to-be-a-lister-the-listing-presentation-the-objections\/","title":{"rendered":"I Want To Be A Lister – The Listing Presentation – The Objections"},"content":{"rendered":"

An expert is a person who has made all the mistakes that can be made in a very narrow field.<\/em><\/p>\n

– Niels Bohr, Danish physicist and Nobel Prize winner<\/p>\n

About a year ago I wrote what was really part 1 of The Listing Presentation<\/a>. Anyone wanting to increase their listing skills will likely find time spent on this post \"Moneyand
\nthat first post time well spent. I have mentioned the short list of different things a seller might say (or objections they might have to listing) to you. All good listers know these objections and are not startled or thrown off by the seller bringing them up. In fact, great listers know the objections so well that they want<\/em> the seller to bring them up and if the seller does not bring them up the agent<\/em> will bring them up. That’s correct. If you already know what they are thinking, why not just address it before they even mention it? It is usually fun to hit a softball when it is a slow underhand pitch.<\/p>\n

As the nature of the objections has never really changed it is really sort of silly for any agent wanting to take a lot of listings to not know – in advance – that these are the concerns of the seller. I know that the internet and these new-brand-new-all-new-discount-really-really-low-maybe-even-no-commission companies have changed the very nature of life on earth, as we know it – but I am pretty sure the main objections that you could hear from a home seller back in 1968 were still the same in 1978.\u00a0 They are still the same in 2008. I am thinking they may be still quite similar in 2048. Just a guess, but if you are planning on sticking around in this business for a while, perhaps it might be a good idea to know how you are going to respond when they bring these up.<\/p>\n

As a really humorous aside, there were also discount companies in 1978 that would list and sell homes for practically nothing. Those companies too were going to change the very nature of how real estate was done. Read more<\/a><\/p>\n","protected":false},"excerpt":{"rendered":"

An expert is a person who has made all the mistakes that can be made in a very narrow field. – Niels Bohr, Danish physicist and Nobel Prize winner About a year ago I wrote what was really part 1 of The Listing Presentation. Anyone wanting to increase their listing skills will likely find time […]<\/p>\n","protected":false},"author":6,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_crdt_document":"","jetpack_post_was_ever_published":false,"_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_memberships_contains_paid_content":false,"footnotes":""},"categories":[6,10],"tags":[],"class_list":{"0":"post-2912","1":"post","2":"type-post","3":"status-publish","4":"format-standard","5":"hentry","6":"category-marketing","7":"category-realty-reality","9":"no-featured-image"},"jetpack_featured_media_url":"","jetpack_sharing_enabled":true,"jetpack-related-posts":[{"id":2970,"url":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/2970\/the-odysseus-medal-this-stuff-is-simple-to-learn-no-heavy-lifting-none\/","url_meta":{"origin":2912,"position":0},"title":"The Odysseus Medal: “This stuff is simple to learn. No heavy lifting.”","author":"Greg Swann","date":"April 14, 2008","format":false,"excerpt":"Sunny and 93 degrees outside right now. This is warm for April, but not hugely so. I rode my bike when I should have been writing this post. Dock my pay. I deserve it. There was a lot of great stuff on the nets this week, but nothing totally slayed\u2026","rel":"","context":"In "Blog Carnivals"","block_context":{"text":"Blog Carnivals","link":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/category\/blog-carnivals\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":605,"url":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/605\/more-on-taking-listings\/","url_meta":{"origin":2912,"position":1},"title":"More on taking listings","author":"Russell Shaw","date":"November 5, 2006","format":false,"excerpt":"Greg, The issues in your post that really caught my attention were trying to become a lister as a new agent and finding much more early success working with buyers. As many real estate instructors are failed agents, even the very best of intentions - trying to give new agents\u2026","rel":"","context":"In "General"","block_context":{"text":"General","link":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/category\/general\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":2963,"url":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/2963\/the-odysseus-medal-competition-voting-for-the-peoples-choice-award-is-open-26\/","url_meta":{"origin":2912,"position":2},"title":"The Odysseus Medal competition — Voting for the People’s Choice Award is open","author":"Greg Swann","date":"April 13, 2008","format":false,"excerpt":"We have 17 entries on the short list this week, out of a long long list of 60 posts. This week I'm showing nothing but Black Pearls, practical hard-headed ideas for working better, faster and more profitably. Vote for the People's Choice Award here. You can use the voting interface\u2026","rel":"","context":"In "Blog Carnivals"","block_context":{"text":"Blog Carnivals","link":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/category\/blog-carnivals\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":604,"url":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/604\/listing-adventurously-the-bloodhound-way\/","url_meta":{"origin":2912,"position":3},"title":"Listing adventurously the Bloodhound way . . .","author":"Greg Swann","date":"November 5, 2006","format":false,"excerpt":"\"If you list, you last,\" runs the Realtor's mantra. This is true to a degree: It assumes you will last long enough to get a listing and for that listing to sell. It's no accident that most agents start out working with buyers. It's harder work -- from the traditional\u2026","rel":"","context":"In "Marketing"","block_context":{"text":"Marketing","link":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/category\/marketing\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":3126,"url":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/3126\/no-fee-referral-i-need-a-bloodhound-style-listing-agent-in-boston\/","url_meta":{"origin":2912,"position":4},"title":"No-fee referral: I need a Bloodhound-style listing agent in Boston","author":"Greg Swann","date":"May 15, 2008","format":false,"excerpt":"We list homes for sale like nobody's business. I mean that: No one's business is built like ours. That's something I'm doing everything I can to change, by every means I can think of. It's why I take such pains to describe the things we do, in the hopes that\u2026","rel":"","context":"In "Marketing"","block_context":{"text":"Marketing","link":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/category\/marketing\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1519,"url":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/1519\/new-york-times-works-hard-to-put-the-fizz-in-fsbos\/","url_meta":{"origin":2912,"position":5},"title":"New York Times works hard to put the fizz in FSBOs . . .","author":"Greg Swann","date":"June 8, 2007","format":false,"excerpt":"My own personal experience with For-Sale-By-Owner sellers is pretty limited. I've never farmed them for listings, so I know nothing of that part of their lives. 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