Victims of Success?

How do Realtors get good at listing presentations?  (job interviews for agents to represent a home seller).

By doing lots of ’em.

New agents have no choice:  with no clients, track record, or reputation to speak of, that’s how they land business.

Trappings of Success – Literally

Now fast forward 5 — or 25 — years.

By definition, established, successful agents do an increasing % of business with former clients, referrals, and others already in their network (Realtors’ preferred term:  “sphere”).

Ergo, (much) less competing for business.

Incumbent Agents

Which is both a good and a bad thing.

After all the years of paying one’s dues (hosting weekend open houses, working with not-so-qualified or motivated Buyers, etc.), it’s certainly nice to be a little higher up on the totem pole.

But, if you let your skills atrophy, you won’t stay there long . . .

P.S.:  It’s not always the case that long tenure with an existing client short-cuts the interview process.

I’ve heard of plenty of instances where an incumbent agent was expected to vie for new business, same as any other Realtor.

Even if that’s not the client’s expectation, a good agent should be prepared to do that.

See also, “Realtors, Standup Comedians, and Listing Presentations.

About the author

Ross Kaplan has 19+ years experience selling real estate all over the Twin Cities. He is also a 12-time consecutive "Super Real Estate Agent," as determined by Mpls. - St. Paul Magazine and Twin Cities Business Magazine. Prior to becoming a Realtor, Ross was an attorney (corporate law), CPA, and entrepreneur. He holds an economics degree from Stanford.

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