A seven-step framework to convert seller appointments into listings: establish authority on the phone, pre-sell with your team resume and marketing materials, build rapport during the home tour, show market data and preparation, present your marketing plan, have paperwork ready to move fast, and ask for referrals. The first step uses a phone consultation script to capture property details, motivation, and readiness to list.
Foreign. Okay, let's get into the seven step listing appointment process and some of this I'm going to go through quicker than other sections because we've covered it a little bit here, but kind of give you the overview you need to decide if these steps are going to be your steps and if they're not, tweak this in some way. But this is the framework that my team follows as we get opportunities to work with sellers and help them sell their properties. So step number one is to establish authority before you arrive at their front door and that's the seller phone consultation. I'll go through that. Step number two is to pre sell them on your services with preference with pre listing materials. In my opinion, the more the better. I'm adding two pieces to. I went through Tim Hiles ISA training he brought up. He had a very cool piece. It was his, it was like his team resume. So I'm actually putting a team resume together. He had a list of all the properties his home his team has sold like in the back, like almost like a resume. Like here's all the people that we did a fantastic job for. I just thought it was a very cool piece. So I'm going to be adding that piece to the pieces that we currently send out. So pre sell them on your services. Very, very important. Number three, build rapport. Become their friend during the home tour. And you know the best book is Dale Carnegie's how to Win Friends and Influence People. But build rapport. Number four is demonstrate expertise by knowing your market stats and being prepared. So man, when I was running and gunning and going on appointments, you know, I a lot of times I would literally show up at the front door. I didn't put any prep into it. I had a couple comps and I was looking at the folder to see what their names were. You know, I could pull that off some of the time. But if you're looking to step out of of this side of the business and ultimately sort of be an owner and run your business and be a true rainmaker. You need to have a system in place where everything is done the right way, the same way every time. And knowing your market stats and being prepared is critical. Step five is show them what you could do for them with a killer listing marketing presentation. Number six is have your paperwork in order, get out fast once you have the order. So we really minimize the amount of paper that our listing specialists go through when they're at the property. And number seven is ask for referrals. This is a must. I Say, ask early. Ask often over and over, especially when they sign the paperwork. Say, listen, I'm so excited to sell your property. We're going to have an awesome experience, you know, so I'm going to ask you to keep me in mind as we do great things for you as far as selling your home. And this is a form that you can, you know, fill out when you think of someone that has to buy or sell a property. You know, just send me an email or fill out this form and drop it in the mail to me. You'd be surprised at what that, what that little prop will do for you. Okay, so let's get a little bit deeper on these seven steps. So here is a seller phone consultation. I think you have the word doc version of this. And you can make this your own. You can simplify, you can add some questions to it. But this is the basics. You know, their name, their address, their phone number, their email, how did they hear about you? And then this is, this is your script. So if someone's calling you, you say, oh, hey, you know, I missed your name. Oh, your name's Jack. What's. Hey, Jack, what's the address of the property you're calling on? And just in case we get disconnected, you know, what's, what's your phone number? Where you look at your caller id Verify that's phone number Jack before, I've got a couple questions on your home. So it sounds like you got a letter from us. Was that the. Your home just came off the market. Okay, so you're expired. Tell me, you know, why are you moving? What's the plan, where are you moving and when you hope to be there? You know, you knock out the first two questions. Tell me about your property. You know, what style, when was it built? You know, bedrooms, baths, what's the square footage of the property? You know, what do you feel the value of the property is? You know, if they're expired or fsbo. This is an easy question to ask how much you owe on the property. Some of those you get a little bit of pushback on. If you have an admin do this form for you. If they don't answer those questions, it gives you or your listing specialist a reason to call and follow up and confirm the appointment. Are you looking for market evaluation with other agents as well? How many agents, when and who? Let me ask you, Jack, if you love our marketing plan and we agree on a pricing strategy and commission, are you ready to move forward? When we get out to the property? Tuesday, 2pm you know, actually get it on the market. You know, when's a good time for me to come by and take a look at the property? So anyways, that's real, real easy. Phone consultation. Decide on what you want yours to look like and print them out. A coach of mine, Corcoran, Bob Corcoran, had a real cool. And we use it to this day. We print all of our seller info sheets. We call them green sheets. They're all printed on green. So we have all these blank green seller phone consultation forms, and they follow that file around through closing, so we have that green sheet. So if anyone picks up a file, they can know what the initial contact was, how they heard about us and whatnot.
