Staying on track during listing presentationscan be tough when sellers have so many things on their mind.  They are worried about how long the sale will take, what kind of a price their property will command, what direction the market is moving, how much will the sale cost, what is the net profit or loss figure and lots more. 

When a seller brings up an objection use the Three "R"s to keep the meeting on track.    The 3 R's let the seller know they have been heard and validate their participation in the listing process.   The 3R's are: "Repeat - Reassure - Resume" and make a great communication tool that brings you back to the next step in taking this listing. Repeating the issue or objections lets the seller know you have been listening.  Reassurance that their concern may have been shared by other sellers along with ways that others may have handled that situation helps the seller see potential alternatives.   Then remembering to resume your presentation moves the meeting toward your final close. 

P.S. This communiation technique even works outside of the listing presentation!  Try it next time you need to handle an objection!

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