10 Steps to Painless Listing Appointments

  1. Smile. Put on your friendly face, even if you're feeling grouchy that day.
  2. Pay the home owners a compliment. “Your garden is so pretty!" "That's a beautiful statue/painting/rug" etc.
  3. Take them to the kitchen table. Strangers go to the living room; friends go to the kitchen.
  4. Break the ice with chitchat. Use the casual conversation to learn more about the prospects' personality and communication style.
  5. Let the prospects warm up to you as a person. If they say, “We’re not going to list today,” say, “No problem.” You'll put them at ease if you promise not to ask for the listing without their permission, and then make a confident presentation.
  6. Preview coming attractions. Tell the sellers how you work. Provide examples from past sales to help them understand your style and why it's effective.
  7. Mix open-ended questions with those that require a “yes” or “no.” Open-ended questions, which begin with why, who, when, where, and why, give you more information and help reveal attitude.
  8. Use showmanship as you walk around the house. Balance good and bad comments, however. Too many positives may make sellers think that they can ask for a higher price than their home may be worth in the marketplace.
  9. Establish your presentation as a solution to their homeselling needs. Rather than trying to convince them to hire you, convince them that your services will help them achieve their goals.
  10. Help the sellers forecast how long their property will be on the market. Tell them the length of time correlates with the price they choose, and show them recent listing times from the MLS.

Adapted from Floyd Wickman of Floyd Wickman Associates, South Easton, Mass.

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