My business (and listing conversions) changed dramatically when I stopped focusing solely on low hanging fruit and started thinking about incremental commitment.
The truth is, not every referral you receive is going to be ready to commit to selling or to selling with you RIGHT NOW. Many of you get incredibly frustrated about this - I get it - I too have felt that way but hopefully what I share here will help you see a bigger picture that applies to all legs of your business.
At the end of the day we want to think of each seller we meet as someone we can have a business relationship with. Relationships have a certain level of commitment, the level of commitment between the two parties determines how strong the relationship can be, how long it will last, and how much business will end up happening.
Now consider this - commitment can be a process and happen progressively.
Especially when dealing with leads that you have no personal connection to, part of your skill is reading their readiness to commit, determining where you can get commitment from them, even if it's the tiniest step. That tiny commitment is something that signals at least some desire to be in relationship with you and gives you an opportunity to build it to where it needs to be to get a deal.
Seller is interviewing other agents after you so will not sign a listing with you that day - can you get them to commit to a second appointment after their other meetings with agents?
Seller isn't sure they actually want to sell or will only sell if they get a phenomenal number - can you get them to commit to let you "test the market" for 8 days to see what response is with no obligation to sell?
- Seller has tenants in place and won't agree to a walkthrough. Can you get them to agree to a zoom call where you can learn about their needs and set a later appointment for a physical walkthrough
Seller's spouse isn't home to fully execute documents. Can you get the seller to agree to the Game Plan with a signature, a picture date, and even sign their half of the listing agreement and schedule a follow up in person appointment the next day to drop off a welcome gift and meet the spouse?
Seller has unreasonable price expectations and you know their price sets them up to fail - can you sign them at their price but get them to commit to a price re-evaluation meeting after a set amount of days instead of turning down the listing all together?
These all seem so simple. I know. But in the pursuit of the whole enchilada sometimes you don't see an incremental win right in front of you. Practicing taking the time to look for *some* way to commit a lead to you or your strategy knowing that you have the skill to turn that small commitment into the full commitment, will absolutely change how many of your referrals you end up listing and selling.