We would have said, it is our style (ie unique value proposition), our record (we really knew every building in the area we were listing, and sold many), our reputation in the area, and that we loved working with agents in the area. A

I answer my phone.

Because I sell service.  I'm here to answer your questions and to walk you through the process, not just for a commission.  I've built my business on honesty.  I won't always tell you what you WANT to hear, but I will tell you what you NEED to hear.  And I'm your advocate in this transaction.  My job is to put you and your needs first.

My comprehensive marketing program which no one can match and my personal attention to my clients.

I handle that by not going into salesperson-speak and ramble on about how unique you are.  Be genuine and honest, and encourage them interview other agents.  It's when you start feeling that you have to defend yourself or somehow convince them not to interview others that you will surely not get the listing.  And besides, sellers don't really want to hear all about you - it's about them.

I would say - "One, I put your needs first. Two, I'm a "product wonk" and am fully immersed in this business - so I can be the local market expert you'll need to price and prepare your property for the market. Three, I'm a world class negotiator, having put deals together for more than 35 years all over the world.

Assuming you're only interviewing capable people, I would advise you to hire the one who seems like the best fit. Selling your home is very personal, and involves big decisions - you need someone you trust.

Maybe ask what qualities they are seeking in an agent.  Ask how they expect their sale to go?  How fast do they want their home to sell?  Then ask why they called you?!  Sometimes I think we add so much fluff that we forget to ask them these types of questions.   Me included!

   The best compared to who?  Can you tell me who else you are interviewing? 

    Also, when you say "Best", are you talking about the Best Listing Contract that you will sign?  You do realize that you will sign a legally binding Contract that may lock you into that company for 6 month or longer...  you may have to pay a substantial financial penalty if you change your mind about selling your house and want to get out of that contract.  You may not be able to break that Contract even if you are not happy with that Agent and the house is not Selling.  Did the other Brokers you are interviewing explain that to you?  Or did they just hand you a pen and say something like, "Just sign here, and we can get your house on the market today"?

  Can you tell me more about what you mean when you ask, "Are you the Best Agent?"  What would you consider to be "the best Agent"?

* Experience   * Tenacity  * Responsiveness   * Track Record.

And nobody out there is just like Noah.  Nobody.

I will talk about my experience and knowlege of the area and length of residency to back that up.

I like the answer by Ron & Alexandra Seigel. 

Also to qualify/negotiate the situation I would ask how many agents they planned to interview and how did they choose them.

I personally would concentrate on unique value propositions, pointing out valuable services that I would do differently or in addition to the likely offerings of the other agents. And would bring in a performance  guarantee.

I tell them my job is to get their property sold not to just list their property. It takes so much more than a sign in the yard and I am willing to do the dozens of other things to get the job done. I also tell them I don't take all listings only motivated sellers that are willing to partner to get it sold.

Lots of great suggestions and this is something one should have on the tip of their tongue.

All of my business has come from clients who called me to work with me or I had established a relationship with them already. Only once, early on, was I in the "cattle call" type of situation and I didn't like it. How can the seller possibly get enough of a reading about an agent in such a short time, to choose one over another? If the seller does his homework, he/she already knows who to pick and only wants to hear ideas from the others--which their agent is then asked to use. And I don't play that game. I'd like to hear what your potential client will do, Noah.

I'm attentive, present and will counsel you on how to get it done in the time line you are requiring. 

Excellent Question and then even better follow-up answer Noah Seidenberg !!! Our best asset is our instinct. Follow-up as the true professional you are and go get it signed. You are the obvious choice! 

Cheers,

Kim

I agree with the UVP approach. At the end of the day I need to work well with my clients and they need to work well with me and my style. So I don't answer questions like that in a sales-like manner, because I am not overly salesy (not to be confused with not being a tenacious salesperson). I don't try to "pitch" to prospects or "hard-sell" my prospects in the negative connotation of those words because that is just not me and I don't like to deal with folks who approach me in that manner either. So I am myself, with my unique value proposition and approach to doing business. Those who identify with my offering and style will hopefully choose me. If they don't, then it may not have been a good fit.

I would think something like:

I respect someone who tries to be thorough, but why would you want to find out who would be your 2nd/3rd choice.  With me your getting the local realtor, proven track record for a decade, sell more homes than the average agent, will give your home great exposure through my marketing (un-matched by other agents) ...............and I actually answer my phone too.

I politely say, I must have misunderstood, please choose any other associate to be your listing agent. It's always my priority to be your best sales associate instead. Anyone can list property!

Good question Noah, good reminder we need to always be prepared to show how we are different from our competition. 

I don't like going first if their are numerous interviews.  Hard sales and pressure are not my tactics... there are some agents who want to go first and will go in hard to close before the other agents get a foot in the door.  I'm not saying they are wrong - it's just not my style.  But with that said, I still try to get the listing even if they say they are interviewing others. I still attempt to close the deal. 

I hope you win on this one.  Sounds like you've been supporting this lead for awhile.

I don't take listings as an Exclusive Buyer Agent.  But, if I did -- and I have in the past -- I'd say "I'm selective on the homes I list.  While you may want to engage my services, I take listings on my ability to market the product.  If I don't have cooperation from my clients, I'm no good.  My ability to represent will all be -- up to you!"

What is your expertise...the knowledge of the area, the kind of sale...ie condo, new construction....your expertise niche will dictate the answer.

Good question, I can answer that when I learn more about what you like about the other agents and what your concerns are.

It's because I am me.

Experience means what to do, why and when and how. It is an honor to represent, market the property and keep you out of hot water. Wasting time in neglect or just inexperience which is not what is best for the seller or buyer. Look at what others say (cue the testimonials) and let them blow the horn. Look at how we one by one market others like your property. This is what you get here... and compare. If you do a better job, passion shows in being creative and a step ahead, the seller can see you are sincere, hardworking and going to go the extra mile in providing the service, setting the expectations, explaining the process. All about them has to shine in all you do. Because it is.

'EASY EXIT' guarantee - no other agent will give! I want to have trust relationship and if you find I am not doing my job right, you can fire me. Please ask others, if they will give you this flexibility or they'll tie you down for 6 months and will keep on asking price adjustment every 3-4 weeks.

Not to mention that with my marketing skills your home will be seen 100 times more than any of the competitor. You get best of both the world: Best Marketing and Freedom -not to mention the best net to you!

Why would you work with anyone else?

Because Dana Point is all I do - and I do it better then anyone else.

I hope to not be surprised at the interview because when I schedule the appointment I always make it a point to ask "How many agents do you intend to interview?";  "How will you choose your agent?" and (If the answer is three or whatever), "Can I be the last agent you interview?"  I don't get every listing I go on but I try to know the competition in advance.  And, why should they hire me?  I know the competition and the market and will deliver my best!

I always welcome sellers interviewing other agents. I do not mind if I am the first or the last, because I feel as if my listing presentation and thorough CMA will get me the job.

I would tell them that I would be the best choice because of my committment to getting the house sold. Whether it be through taking great photos (the most important element), making sure that it is properly promoted online, and holding open houses, let them know that you will help them to achieve their goal of selling the house.

I most often will meet with the sellers and preview their property before putting together my listing presentation. If they say they are interviewing other agents I gently explain to them the processes I go through to correctly price their property. I remind them they only have "one chance to get it right". And if they continue that they want to interview other agents I politely will decline to do any more work for them until I know that I am the agent that will be representing them. Clients need to be as committed to us as we are to them.

Noah, not much to add after all these good answers.  After reading your explanation I am getting the impression that this seller thinks he needs to get at least three opinions or "quotes" if you wish just like people do when they are selecting a roofer or other contractors. 

I am the top internet marketing agent in my area.  I have more websites and webpages that show up on page 1 of google than any other agent in the area.  What the benefit to the seller is that their home is featured and seen by more people because of that.