7 Step Listing Process to Drive Listing Appointment Conversions Way Up


Let's get into the 7 Step Listing Appointment Process.

You need to decide if these steps are going to be your seven steps, and if they're not, you can tweak them in some way. This is the framework that my team follows as we get opportunities to work with sellers and help them sell their property. 

  1. The first step is to establish authority before you arrive at their door. You can do this through the seller phone consultation. 
  2. The second step is to pre-sell them on your services with pre-listing materials. The more you have, the better off you will be here. I'm adding two pieces to mine. Tim Heyl had a great team resume, which is a very useful piece.
  3. Number three is to build rapport and become their friend during the home tour. A good book about this is Dale Carnegie's How to Win Friends and Influence People
  4. The fourth step is where you demonstrate expertise by knowing your market stats and being prepared for any and all questions. When I used to go on appointments all the time I didn't put much prep work into my listings. This worked some of the time, but if you're looking to be an owner and a rainmaker, you need to know your market stats and be prepared ahead of time.
  5. Step five is where you show them what you can do for them with a killer listing marketing presentation. 
  6. Number six is to have your paperwork in order, and then to get out fast once you have the order. We want to minimize the amount of paper our listing partners go through when they're out at the property.
  7. Lastly, you have to ask for referrals, because this is when they are the most excited and most willing to give them to you. Ask early and ask often. Just ask them to keep you in mind as you sell their home. 
Now, back to the Seller Phone Consultation. You can simplify this and make it your own, but the one here is the basics of it. Use this as your script and stick to it. We have eight questions that we like to ask that give us a much better idea.

A coach of mine, Bob Corcoran, used to print these sheets on green paper, and that's what we do to keep track of them.  

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