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In this excerpt from our latest B-School Coaching Call, I address the question of how to introduce a listing specialist into your business. For where my business is now, I don't think it will ever be necessary listing partner off the street. Right now, I have 5 buyer agents or specialists and 2 listing specialists. When we lost our top-producing listing specialist earlier this year, I simply brought someone over from the buy side to replace her.
This strategy can backfire, however, if you don't understand the fundamental personality differences necessary to excel in each position. The main difference between a buyer agent and a listing agent is that a listing agent needs a much higher "D" in their DISC profile. You can get away with a buyer agent in the 35-50 "D" range on the DISC scale, but someone on the listing side really has to have that part of their personality dialed in. Additionally, in order to properly be able to present data and earn the respect of the sellers, a strong "C" on the DISC scale may be beneficial as well.
It may not always be possible to find that great fit already on your buyer side, but in a perfect world, this would be the best way to go about it. If you must look outside, it shouldn't be a hard position to recruit for. 90% of the appointments will be set for them, which takes away the pressure of having to generate business, and all expenses are completely eliminated. Listing agent responsibilities will include preparing and presenting your listing presentation, filling out paper work, doing your weekly calls, negotiating repairs, and attending closing.
As much as I loved our last listing agent for the time she gave us - she was my true initial replacement - we had the systems in place to replace her without missing a beat. Our system is very highly leveraged for our agents, so they should realistically be able to sell over 100 homes with enough motivation. You can plug these numbers into my Agent Income Calculator - which I also cover on this video - to make it easy to pitch the position to any potential recruits.
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