Gary Pittard, real estate business adviser and author of Why Winners Win – what it takes to be successful in business and life, says, “It always worries me when I hear salespeople say things such as, ‘I didn’t get the listing, but I have a great relationship with them. If they are going to list with anybody it will be with me.’ I immediately think, ‘That’s one listing lost to the competition'”. Walk out of a listing presentation without a signature, no matter how you dress it up, you failed. In this short real estate training session, Gary explains that while a good relationship is a good start, the ultimate goal of every presentation is to leave with the order, a signed listing. It is a good reminder of the importance of closing.