As a real estate agent, you know that a listing appointment can be a goldmine - but how exactly do you guarantee success every single time?
As a young agent, I would spend days preparing for a chance to sit face-to-face with a potential buyer. One day, as I nervously prepared for a client meeting, a mentor of mine told me something I’d never forget. “If you walk into that house,” he said, “you already have the listing. It’s yours until you open your mouth.”
As the years went by, his words proved true again and again. Once you secure the appointment, the opportunity is yours to lose. Don’t be fooled - you can still lose it. While preparing your presentation for the meeting is essential, you also want to prepare yourself mentally and physically.
Here’s what to avoid when you step into that home:
1. Never look down at your phone.
How do you feel when someone looks down at their phone in the middle of an important conversation? Likely, not great.
That person is telling you that you're not their priority. Would you want a potential client thinking that?
The simple act of glancing at your phone or smartwatch can kill a deal before you even have a chance to close it.
My advice: keep your phone and watch on airplane mode — or leave them in the car. Walk into the home with your undivided attention on the meeting at hand.
2. Avoid negative body language (crossing your arms, biting nails, fidgeting).
Actions speak louder than words, and body language may speak even louder. Your goal is to come off confident and your body language should match. While there are entire books written on this subject, I’ll give you the short of it:
Stand up straight with your arms to your sides. Make eye contact. Avoid fidgeting and crossing your arms. These often unconscious ticks can not only make the sellers feel like you’re uncomfortable or unsure of yourself, but can distract them from what you’re saying.
3. Don't speak negatively about other homes and agents.
It’s not unusual for a seller to bring up another agent — or another property on the market. While it’s tempting to trash the others in an attempt to elevate yourself, this says a lot about your character. And not in a good way. If you’re asked your opinion about another agent, keep your comments positive and brief. Everything you do and say in this meeting will show your competence and abilities. You can win the opportunity on your own merit — and don’t need to bring anyone down to get there.
4. Be truthful.
It may feel preposterous to think you might lie in a listing appointment. Not so fast. It’s easier than you think to bend the truth to give the clients the answers they want. This might feel helpful in the moment, but will hurt in the long run.
Remember this: 30 seconds of courage to speak the truth is much easier than days and weeks of going back on what you initially promised. Don’t be afraid to tell the seller what they need to hear, even if you feel it might risk you losing the opportunity. Start the relationship on an honest, authentic note.
5. Avoid arriving too late or too early.
Not sure how long the drive is to the appointment? Schedule extra time, and slot it in your calendar.
If you are an early bird, find a coffee shop nearby where you can kill some time before arriving at the front door.
This is a great opportunity to show your professionalism and respect for their time. You are entering into a long-term relationship with the seller and these details matter. Show them (don’t just tell them) that you are reliable and prompt.
6. Dress to impress.
What’s worse than being over-dressed for a listing appointment (or any other event for that matter)? That’s easy: being underdressed. Prepare your wardrobe ahead of time, and make sure it’s climate friendly. You never know how warm or cold a client keeps their house, so keep that in mind as you plan.
Above all, do more listening than you do talking! You’ll find out everything you need to know to win the clients over from the clients themselves. As always, if you need more inspiration, consider trying out the Sellwell Coaching Club where we have an entire on-demand library of videos devoted to how to land new listings.
Aaron Hodson
Aaron Hodson is a keynote speaker, business strategist, and CEO of SellWell. He’s spent 25+ years in the real estate industry in various capacities — from selling homes, to becoming CEO of one of the fastest growing real estate companies in the world, to coaching high-level sales agents and executives. Fair warning: Aaron originally hails from New Zealand, so Kiwi-isms are to be expected.
If you like this post, check these out:
A Realtor’s Guide to Quick & Effective Listing Presentations
Nov 21, 2022
5 Outfit Ideas to Impress at Your Next Listing Appointment
Jan 25, 2023
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