From ‘No’ to ‘Sell it!’ – How to Turn Seller Objections into Listings

Listing appointments can be intimidating as you face hard questions from potential clients as well as the possibility of failure. According to Dianna Kokoszka and Tony DiCello of KW MAPS Coaching, the key to overcoming objections and succeeding with listing appointments is all about mindset. Kokoszka, who last year secured listings from all of her 150-plus appointments, says that you must go into the meeting thinking: This listing is mine if I choose to take it.

“You’re already at a yes – they invited you into their home,” she explains. “Only you can make it a no. So think about this: When you’re there, will you leave at a yes or a no, and do you have the skills to make certain it’s a yes?”