Podcast: Close 90 Percent of Listing Appointments

No listing presentation is guaranteed to win over 100 percent of sellers, but imagine how much more successful you’d be with one that works 90 percent of the time. Today’s guest, Brian Moses, was one of Coldwell Banker’s top agents in the world. Using the strategy described in this podcast, he closed over 90 percent of his listing appointments. Listen and learn how to get sellers to sign with you even when facing tough competition. Brian shares pricing scripts, important questions to ask sellers, and more. Plus, he explains why it’s always best to present last and how to secure that ideal spot in a seller’s schedule.

Listen to today’s show and learn:

Brian’s brief bio [2:48]
The psychology of a home seller [5:45]
2 questions to ask sellers [7:05]
How to minimize other agents’ presentations [9:42]
More ways to win over sellers [16:35]
How to talk pricing with sellers [19:50]
Brian’s script for setting a price [21:03]
How to discuss your commission [27:00]
Why Brian wants to present to sellers last [30:10]
A script for landing the last listing appointment [31:43]
Brian’s donation to the Agent Success Toolbox [36:35]
How to break through your goals.
Plus so much more.

Brian Moses

Brian Moses has sold more than 3,500 homes in his career. He has been ranked in the Top 10 for a major Real Estate Franchise (from more than 140,000 agents, seven consecutive years) and twice ranking at #2 in the world. During his illustrious career, Brian sold more than 400 homes annually, producing sales volume in excess of $100 million and making over $3 million per year in commission income. In his best month, Brian recorded more than 60 sales and generated over $400,000 in commission income. (Yes…you read that correctly, in a single month!)

Today, Brian is a sought after Speaker, Moderator, Panelist and Industry Expert throughout the US, Canada and Europe, delivering his message and distinctions with Agents and Industry Professionals to help accelerate their income and productivity.

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