I saw that article. Since I'm the second or third agent in on many of my listings, I have absolutely no problem in differentiating what I do and how I do it to ensure success for my clients. But I also always first ask why the prospective client believes their agent failed.

Trying to determine how the last agent failed is key before engaging in a relationship with this client. 

Well that's an interesting take from a seller who may not have been realistic from the start and ran other agents around the block!!  At this point it's time to have a coming to banana conversation about market stats, condition of home etc.

I didn't see the article you're speaking of. But if a prospective client makes that statement, I want to know who the last agent was. Sometimes, on rare occasion, the client encounters a hack. 99% of the time, however, there is absolutely nothing wrong with the previous agent but something was missing from the plan. 99% of that time it's something that the client did not or would not cooperate in doing properly.

What did they not do that you thought they should? Let's get together and discuss how I do business!

Every time i speak to an expired listing this is what i hear, then i get to tell them how i am differnt, what i can do and stress service, communication and experience. 

No two dentists are alike , no two car mechanics are alike . NOT ALL AGENTS offer the Same Services !

I am more skeptical of the client that the previous agent - 

Easiest. Question. Ever!

Show them the data - the proof is in the pudding, Bob! Give them your 30-second speech and share that data and you're in - easy-peasy!

I will say that I have gotten many of these and it doesn't take long to figure out that it's not always the agent...

#justsayin

Bob, I believe you answered your question very well. So subtly in fact I thought you were hacked.

we are listing agents and I have a very comprehensive binder that answers this question.... in detail....

"You say that your last agent failed... why do you think that is?  What did they do wrong?"   

Get them to elaborate.  Chances are they (the Seller) didn't pay attention to the LA's list price suggestion and over-priced it, or they made it hard to show, or put up some other obstacle.

In order to answer that i do need some inforamtion on what was done the first time, so I do ask several questions.  Sometimes I get good information that is easy to show a differnetiation between that and what I do.  It could be as simple as scouring the MLS to make sure it says 3 car garage, not 2, or showing the price as it should be, not where htye started, etc.   

I have a recent listing (that I did not get) because they wanted to list higher than I suggested.  4 months later with several price drops, they are where they should have been all along, and should have sold in May.

"I don't fail!"

For us, it is all about doing exactly what we say we will do and not 'blowing smoke where the Sun doesn't shine'. Too many agents promise the Moon and deliver a Moon Pie.

It is smart to select a very successful agent.

Good ?. You should have given us the link also. 

This is like your elevator speech, you better know how you are different.

Sounds like a RISMedia article.

Oh let me count the ways .... 

Congratulations on your new client. 

I love that question, because nobody has my USP story, nobody but me. It's fun to see the look on their face, as my USP so unexpected.

I try to meet the expectations of all my clients. You don't know if you don't stop and ask and try to get back on track with them.

Bob Crane Although the agent always get the blame for a property not selling, it isn't always the agent. Develop a plan with the seller's involvement.

These are some of my favorites because I can generally have no problem demonstrating why I'm different and better.

Excellent question Bob Crane and every answer is right on point. Thanks.

I hear this from time to time but I find it opens a good line of communication...

Indeed .. .great cup of coffee to today and success with your follow up.....

I'll have to go look for that article

Am closing a home today where the Seller told me upfront, the last REALTOR they had in NJ was awful.    I had to ask why they said this about her.

Today I heard an agent say "You want to be their first love, second spouse and third agent."  At least this homeowner is serious - I would discuss what happen with the last listing agent. Are they motivated? Willing to listen? Then discuss both of your expectations and explain the value you bring.

Others have answered 

Let me list the ways since my listings sell!

I would say because "I don't fail".

We are all different and that is definitely a very good thing.

Bob Crane - a marketing email? If so, it is quite an encouragement....lol.

I don't know your agent so how can I compare apples and oranges

I have a 28 point marketing plan and will talk to you every Monday with the good the bad and the ugly and what we arfe doing in the next 7 days!

Good replies here. I'll say, "tell me about the situation and let's figure out a solution that works."

I want to understand the situation as best as possible, since it might not have specifically been the agent, and the seller's perspective on that perceived failure. Sometimes the seller can't see how they contributed to the failure.

Bob,

I like your reply.  A

All options will be known upfront...

Sometimes being the second agent is a great place to be. I am always amused when i see a price reduction by the second agent not the first.