The Tom Ferry Podcast Experience
Getting Listings Sold: A Framework for Talking to Sellers
Oct 16, 2024
Jason Pantana, a dynamic real estate agent and coach, shares his incredible journey from a struggling waiter to a top-performing agent. He emphasizes that the key to getting listings sold quickly lies in aligning with sellers and setting realistic expectations. Jason reveals effective communication strategies to strengthen trust and collaboration. He also highlights the importance of mentorship in his success and offers a framework to navigate the complexities of the selling process, ensuring everyone involved is on the same page.
28:28
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Quick takeaways
- Effective communication and alignment between agents and sellers are essential to set realistic expectations and successfully sell listings.
- Agents should visualize the selling process as a collaboration among the market, seller, and agent to foster teamwork and drive sales success.
Deep dives
Challenges in Selling Listings
Unsold listings represent cash trapped in limbo, highlighting the crucial need for agents to not only acquire listings but also to successfully sell them. One key reason listings fail to sell is a lack of alignment between the agent and the seller, which can lead to misunderstandings about expectations and terms. The episode emphasizes that effective communication at the onset of a listing is essential, as it helps to ensure both parties are on the same page regarding the conditions of the sale. The framework shared focuses on the importance of creating this alignment, helping agents guide their conversations with sellers toward productive outcomes.
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