We started with a question on verbiage for listing appointment/consultation. Greg explained why he uses “listing appointment” with himself and his staff, and “listing consultation” with the seller. This helps him think of the appointment as immovable, but less threatening to the seller. Melinda shared why she uses “listing presentation” which sets up the expectations for a sales presentation. We also covered some ideas for marketing a home with a small plane hangar on the property.
Melinda explained some of the keys to her success in 2015, starting with script practice. “One of the things I really focused on this last year was increasing my presentation skills. Really working on my scripts, my objection handlers, knowing the inventory, getting out and previewing properties so I know what I’m presenting. It really makes a difference when you really sound like you know what you’re doing..” She shared her schedule for daily and weekly role play and listing presentation script practice.
“When I first started in this business, I was role playing 2 hours every day,” Melinda said. “I was also practicing all day long on the people I was talking to. They didn’t know I was practicing but I was. In the beginning my closing ratio was maybe 25%, now it’s 85%.”
We also dig into the mechanics of Melinda’s schedule, how she previews 5 homes in an hour, why she still works 10-12 hours a day during the week, and why she raised her minimum buyer standards. She also shared some great tips for door knocking and scheduling. “The key to getting more done is scheduling.” Melinda shared how she holds herself accountable to focus on work during work hours, “I just ask myself, would my client be happy if they knew what I was spending my time on right now?”
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Melinda’s business is a great example of a streamlined rainmaker model, with a support team that plays to her strengths and allows her to focus on new business. In a rainmaker model, increasing your skills, knowledge and client standards are the keys to making more profit. So learn from Melinda’s example, put in the work and you’ll see the results in your business just like Melinda.
Melinda Elmer is ranked among the top 1% of agents in today’s market and works out of Long Beach, CA.. Melinda has consistently been awarded the designation of top buyers agent and top listing agent and she has been recognized for her outstanding achievements by the Women’s Council of Realtors. She is a multi-year recipient of the prestigious Los Angeles Magazine’s Five Star rating. Send referrals in the Long Beach area to melinda@theelmerteam.com or call 562-316-2915.
Click here to download your free PDF, Greg’s Favorite Scripts, featuring scripts for buyer and seller lead follow up, price reduction and objection handler scripts and much more.