Real estate agents often celebrate getting an appointment then show up unprepared, causing sellers to ghost. Kevin Ray Ward says agents need to pre-qualify sellers and build trust before the meeting so the seller is ready to hire when you arrive.
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Here's what a lot of agents do, big mistake, is you finally get an appointment. You call somebody, maybe you're for sale by owner, and it's like, ah, I got the appointment. As soon as you get the appointment, you're so excited to get the appointment, you hang up and say, okay, I'll see you tomorrow at 4. And then you hang up and then you just think you're gonna show up at their house tomorrow at 4 and everything's gonna work out. So you're gonna be doing your CMA and you're gonna drive over there and you're gonna drive 25 minutes to get to their house. You're gonna walk up to the front door and you're gonna knock on it and ring the doorbell and guess what? Nobody's gonna answer, okay? When you don't build credibility, when you just set the appointment and then just show up, you're gonna get a ton of no-shows, you'll get a ton of cancellations, Or you'll just have somebody that's going to waste your time. Okay, you get there and then they're going to go like, well, you know, thank you, we want to think about it, because I mean, after all, this is the first time we've met. So what you want to do before you go on the listing appointment, from the time you set the appointment, you pre-qualify the appointment, to the time you get there, is you're doing a pre-listing process where you're building credibility and trust. So they get to find out more about you and your plan, your system that's going to help them get the results that they want. So then when you show up at the house, they feel like they already know you. And if you do it right, they already have basically said, "Yep, you're the one we're gonna hire."
