Listing presentations: Agents sometimes lose confidence

Published Tuesday, August 1, 2017

MIAMI – July 31, 2017 – Anthony Askowitz, broker-owner of RE/MAX Advance Realty in South Miami and Kendall, explores a hypothetical real estate situation from both sides of the broker/agent dynamic: What if a veteran Miami real estate agent struggles with her recent listing presentations and turns to her broker for support?

The agent has done hundreds of listing presentations over the course of her career, but the last few were awkward and uncomfortable. She doesn't know the cause of her slump and wonders whether it's her discomfort with technology, particularly a new tablet, or whether she lost her ability to "read" what sellers want and failed to demonstrate her high level of knowledge and expertise.

As a result, her confidence has taken a hit.

Brokers should understand that slumps happen to even the best agents at some point, and many factors like relationships and commission structures can impact a seller's decision – forces beyond that agent's control.

According to Askowitz, the listing presentation is all about being prepared, and once agents have put together a strong listing package, they should practice until they have it down cold. He believes several things should be included in every listing package:

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