If you could master any part of your role as a real estate salesperson, surely you’d want it to be the listing presentation.  According to real estate trainer, Jo Mangum, there are 12 mistakes real estate salespeople make during listing presentations, which kill their confidence. I will discuss one mistake in each newsletter: 

Mistake #1: Being Too Nice

While it is essential for the prospects to like you, many real estate agents go too far. Buyers want to deal with a super-friendly salesperson; but a seller would trade all that for someone who can go to battle for them and negotiate like a rottweiler when required. They need to see this tough side of the consultant during the listing presentation, because they will be wondering how you will deal with pushy and demanding buyers. You need to demonstrate your ability to stand firm; say no; and be uncompromising – without coming across as rude (there is a fine line between confidence and arrogance). Do you tend to be full of smiles and pleasantries all the time, and come across as a bit of a push-over? Do you need to develop a bit of “mongrel” and learn how to stand up to pushy or opinionated people? You might benefit from asking your colleagues or manager about these issues, as we can often have blind spots about our personality.