Four questions you should prepare for at your listing appointments.
What are the four questions you need the answers to before stepping into a listing appointment? These are questions we get from sellers all of the time, and this list comes from experience. Our team does over 800 listing appointments each year. Let’s go over these four questions so you can be prepared for your next listing appointment:
1. What do I need to do to sell my house? Be careful when you answer this. You don’t want to give away all of your advice for free, and you also don’t want to point out things that they have no intention of doing. Wait until the very end to answer this.
2. What is my home worth? Every seller out there is going to look at Zillow before you come into their house. Make sure you do a ton of research and bring all the stats, data, and comparables with you. Show that you’re the professional and know the market way better than a Zillow search.
“Make sure you’re prepared to defend your commission.”
3. How do I sell before I buy? You need to be able to give sellers options for how to navigate this. Give them stories of how this process has worked for other sellers. A few of our fallbacks are asking for an extended close, a one-move program, and making their next offer contingent.
4. What is your commission? Make sure you’re prepared to defend your commission. You have to separate yourself from the competition. How are you different from the next agent? What’s your marketing, how much experience do you have, and who are you partnered with? As a tip, give the seller options on your commission structures. Everyone loves options.
Hopefully, you found this list helpful. If you have any questions, feel free to call or email us. We would love to hear from you.
