Win The Listing: 10 Ways to Earn the Seller’s Confidence

You’ve worked hard to secure your next listing appointment, whether it came from a referral, a hot open house lead or a social media connection. Now, you’re prepared and ready to shine.

You’ve used your pre-qualification script, gathered the seller’s answers and previewed the competition. You’ve rehearsed your objection handlers and are ready to address any concerns.

Your well-researched and beautifully prepared Comparative Market Analysis (CMA) is ready for an in-person presentation.

After all your hard work, don’t let simple missteps stand in the way of securing the listing. Use this easy checklist to shine in your presentation and walk away with a signed agreement, earning the seller’s confidence that you’re the best choice to sell their home!

1. Be on time, every time

Being fashionably late doesn’t apply to real estate appointments. The saying is: Early is on time, on time is late; and if you’re late, you lose. Budget extra time, just to be safe. If you get there early, drive the neighborhood, observe other listings and have even more knowledge when you arrive!

2. Park like a pro

Don’t play driveway dominos with the homeowner’s car. Park on the street, allowing them to come and go without a vehicular obstacle course.

3. Achieve handshake harmony

Aim for a handshake that’s just right. It should be neither too strong (avoid being a bone crusher) nor too weak (no limp fish impressions, please).

4. Energy is contagious

Bring your A-game with energy and enthusiasm. When touring the home, be positive and complimentary. Maybe you don’t love their wallpaper, but they do. Don’t lose the listing by being boring or critical. Leave that for the stager to tackle.

5. Secure a seating strategy

 It’s the great debate—dining room or kitchen table? Should you sit at the head of the table or let someone else? Let them call the shots and take the seat that feels like home, sweet home, to them. Avoid the awkwardness and ask where they usually sit.

6. Graciously accept hospitality 

When your prospective seller hands you water and cookies, say thank you and enjoy the treats. It’s a small gesture that can make a big difference in building rapport. Maybe they baked those cookies just for you.

7. House rules rule; shoes off

If you spot a shoe tray by the door, it’s a sign to slip off your kicks. Respect their floor etiquette. Don’t be the one who leaves a trail of mud or sand on their pristine travertine.

8. Gratitude is the attitude

Whether you clinch the listing or not, send a thank-you card. It’s like sprinkling gratitude confetti over your client’s day, and you may be the only one who’s that thoughtful. You’re competing from the moment you set the appointment to the time they sign the agreement.

9. No politics, please

Keep the conversation neutral. Avoid political minefields, and keep the focus on real estate.

10. Dress to impress

Rather than go in workout clothing, err on the side of dressing a tad nicer than your prospects. Striking the perfect balance between professional and approachable attire is key. Develop three or four ideal outfits that are your go-to presentation ensembles.

Turn these 10 tips into your pre-appointment checklist. Print and read it before each listing appointment until your good habits are solidified, and your appointment-to-listing taken ratio will be closer to 100%. #

Tim and Julie Harris are Puerto Rico-based real estate coaches and host a daily real estate podcast.