There is a lot of pressure on the role of the listing agent on auction day! Not only do they have to handle an anxious vendor, but they also need to get buyers to bid! This is on top of co-ordinating all facets of the 30-minute 0pen.
However in many cases, the listing agent misses out on vital opportunities to grow their business. Mainly through having too much to focus on, the listing agent can miss key elements that are crucial for future growth.
Richard highlights 2 areas that can become habitual if your mind is in the right space. If you do these things consistently well, you will find more opportunities to list!
It is a well-known fact that within any auction-day crowd that you will have the following people attend:
Each category comes along with different motivations, but all of them will leave the auction with a different impression of your brand.
It is SO IMPORTANT that you pay as many of these people with some attention as you can. Why? Because a brand is only as strong as the people within it, & the more physical connections (a handshake, eye contact) you can make the more human your brand becomes!
Being sociable & approachable before and during the auction is vital, because you do not know what their motivation is until you say hello…!
Did you know that 87% of what you communicate is done through what is NOT said but what is done?
You can be the most informative agent in the world! But if your actions don’t back it up then the impression you will leave will be one of apathy.
The energy that you put into your auction-day crowd will invariably be amplified & given back to you through the actions that follow. The more excited you are about the property, the more excitement there will be amongst buyers and it will leave future vendors with an impression that you are ready for action & passionate about what you do.
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