Final Selection List (+ Tips & Articles)

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Successful listing agents know that the key to getting a listing is preparation. Effective agents do the work ahead of time and know what to expect going into every listing appointment. Check out our comprehensive checklist, tips and articles, and ten important questions to ask. We cover what to do before, during, and after your next listing appointment to help you list more properties!

10 important listing questions to ask your potential sales customers

Whether you answer these questions before or during your listing appointment, it’s important to know the answers in order to conduct an accurate property assessment, understand the seller’s unique conditions and terms, and win the listing.

1. “Tell me about your situation and your intentions to sell your home.”
2. “When would you like to be taken out and when to be closed?”
3. “Have you made any improvements or repairs at home?”
4. “Is anyone else involved in the sale?”
5. “How much money do you have in mind?”
6. “How did you find me/my team?”
7. “Is there anything you were hoping we could talk about that we haven’t met yet?” (ask this at the end of the appointment)
8. “I understand that you are negotiating with several agents. What are you looking for in an agent, and what features will help you make your decision?”
9. “What are some of your favorite things about living here?” (use their responses in your marketing)
10. “Are there any lighting items, electronics, or medical supplies that we should take off the list?”

Listing Appointment Checklist

We put together a handy checklist to help you prepare for listing time. It includes elements that we feel are essential to a successful listing presentation.

How to prepare for a listing appointment

• Have a quick call with the sellers to ask them about their motivation, timeline, and price in mind. Do this before the appointment, and refer to our questionnaire for specific details.
• Prepare your first comparative market analysis (CMA). Before you arrive, it is important to have as much information as possible about the area. Look up old MLS listings and public records and check the appraiser’s website.
• Confirm the listing appointment the day before by text or phone.

What can you bring to your listing

• Detailed list of recent comps (comparable properties sold), printed or on your iPad or laptop.
• Your list packet, printed or electronic.
• A printed list of questions you want to make sure you ask. This is to help you remember your presentation and have paper handy to take notes.
• Several pens.
• All contracts, disclosures, and paperwork your lead will need to sign in order to hire you as their listing agent. You can send everything electronically if they like, but I always like to have hard copies just to make it easier for sellers.
• Business cards. If a salesperson asks for your business card, you’ll want to have a valid one.
• A clipboard or folder, something to make it easy to write as you walk around the house.

What you need to submit after you are listed

• Editable net sheet (I like to use Google Sheets for this).
• A thank you note, preferably handwritten, sent via snail mail.
• Directory – if they have not signed copies at the time of listing.
• A digital comparative market analysis or CMA (after you’ve updated it to reflect the state of the subject area).

We love the Highnote for its beautiful, well-designed presentation capabilities. Designed by Mark Choey, an experienced, successful brokerage owner, Highnote is the perfect drag-and-drop digital tool to replace all others (including PowerPoint, .pdf files, and hard copy presentations).

7 tips to win more real estate listings

1. Arrive early. Don’t rush to the door, but get to the street early. Take a drive to get a feel for your area if you don’t already know it well, and take a few minutes in your car to breathe and focus. You want to arrive at their door calm and cool.
2. Practice and role play. The more you practice what to say and how to say it, the more you will win listings. I recommend setting up a role-playing game at someone’s home and practicing as if it were a real appointment. Use your colleague’s or friend’s house!
3. Listen. Listen. Listen. Ask more questions and listen more. This is not the time to sell, contrary to what you might think. This is the time to decide if you and the seller are a good fit.
4. Create rapport and build trust very quickly. Be happy, positive, friendly, and complimentary (stay on the genuine side, though; don’t be too quick) — and get things in common with the seller. Use clues around the house, like sports items: “Oh, my boyfriend is obsessed with the Patriots! He would love your framed picture of Gronk!”
5. Sit at the kitchen table, not the sofa. This may be an old wives tale, but I find it very accurate. The kitchen table feels functional and organized, the best place for a business meeting. A few times when I was sitting on the sofa, I lost track.
6. Be specific in your price recommendation. Offer a range instead of an exact price, or better yet, encourage the seller to choose a price. Chances are, you won’t book a house the next day. There will likely be at least a week or two between the appointment and going live on the MLS, and the market changes daily. So give the range and tell the sellers that you will schedule a call to determine the pricing strategy the day before the listing.
7. Take an outdoor photo and indoor video. If the seller allows you to take photos and videos of the property so you can better prepare for any staging needs later. Once the seller hires you, the exterior image can also be used in your pre-marketing campaign.

Full Image: Crushing your next listing appointment

Appointment listing is an important part of our business, and there is a lot that goes into it. But if you plan and prepare ahead of time using our listing appointment checklist, you’ll see your listing business grow, and your appointments will be easier and more hassle-free. After all, sellers are just people with a specific need that you can help them with!

About Ashley Harwood

Ashley Harwood began her real estate career in 2013 and built a six-figure business as a solo agent before launching. Move over Extroverts in 2018. He has created training materials, classes, and training programs for his fellow beginners. As of 2020, Ashley has served as Director of Agent Growth in three Keller Williams offices in the Boston metro area. He is now the Lead Listing Agent for the Fleet Homes group in Massachusetts and is a regular contributor to Vetted by HousingWire. He created The Quiet Success curriculum and has taught thousands of real estate agents across the country. He has also been a guest speaker at top industry events and has been named a top real estate coach by prominent industry publications.

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