Winning the Listing vs Winning their Trust
The listing agreement isn't the win. It's the promise.
1- Show the Process
When sellers can see exactly what happens next, and next, and next, they feel like they picked the right agent,
one who has their back. That feeling has to last well past launch day.
2- Close the Quiet Gap
We talk to sellers most in week one and least around day 45 to 60, right when showings slow down and their anxiety gets loud. Your seller needs to hear from you. They need your insight and your expertise.
“Our job isn’t to sell the home. Our job is to not get fired.”
3- Don’t Report- Interpret
Your job is to help them understand what the market is telling them. There will be signals for conversations you need to have with your clients.
4- Run a Monday Dashboard
For everything that isn’t across the finish line, ask:
Where are we?
What is next?
Who is owning it?
Team or no team - good systems protect relationships because important things shouldn’t live only in your head.
5- Prevent Quiet Closings
Take the Quiet Closings test
Do I know the names of my current seller's kids?
Have I called a seller this week with no news, just to check in?
Would my last client invite me to their housewarming?
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Market updates, listing stories and behind-the-scenes from the Zander team.
Would team support lower your stress and increase your business?
Mentoring is a huge part of the Zander Real Estate Team. We meet regularly to work through topics like these: pricing conversations, keeping sellers informed and building systems that protect relationships.
Come sit in on one of our team meetings and see how we do it.
