The speaker outlines a repeatable, end-to-end listing process for seller leads: initial lead intake handled by an admin team, pre-appointment phone calls to collect green sheets and tax/MLS history, launching a Top Producer appointment action plan, sending pre-listing materials (packets/videos) to build rapport, using multiple market-stat sources (Claris, MLS showing reports) and a strong marketing presentation/valuation at the appointment, then executing paperwork immediately upon client agreement and asking for referrals right away. Practical scripts, examples, and tool names are emphasized.
You should have a sort of a perfect process from when someone comes in, you know, a lead comes in to you, signing them as a client and asking for referrals. So we don't have our listing agents make that, have that first seller phone consultation. We kind of position them as the skilled and the skilled surgeon, you know, that has an admin team and nurses that handle sort of those details for them. They do call before the appointment, so they get the green sheet, the tax record and if it expired or they were on the market before they get that information, they reach out, make a phone call. We have an appointment action plan that's launched in Top producer. There's like nine or 10 things that happen in that plan that we just want to consistently happen, including an email from me and we actually are in the process of changing that to a video email from me saying, hey, thanks so much for letting us come out to your property. You know, we appreciate the ability, you know, we appreciate the opportunity to earn your business. Here's what's going to happen at the appointment and we are going to take great care of you and do a great job, get you top dollar, all that good stuff. Pre listing materials. I think who doesn't send out pre list materials? I wholeheartedly believe in pre listing materials. If you're going on the listing appointments, you could probably make an argument for you're stronger than you're strong enough, where you can just go out and get the business. When you replace yourself and you commit to not doing any business, it's a different story. So you want them to get a whole bunch of stuff about Lars and the Lars Group and how great the team is and how billions of homes they sell every year and 100% of all their homes sell and their clients are giving them rave reviews and all that good stuff. So I believe that that additional leverage for your listing specialist to go into the appointment does a lot build rapport is sort of obvious. Mike Reese, when I was with Kender Reese two and a half, three years ago, one thing he said which made it like so much easier to do appointments because I just generally hated meeting with clients. It's the book how to win friends and influence people. But he said every time he was just going out to meet with a friend or just going out, what's the word for it, to make a friend. So I think that's a cool way to go into a house. You know, you're prepared, you've got your equity valuation, your high level market snaps, you got a killer marketing presentation. All your paperwork's in order. You know, you've asked all the right questions going into it. They've received the pre listing packet. All you're doing, when you go there, everything's teed up for you. The whole process is set around you. You're just going to build rapport because that's the person they're going to go with in addition to the fact that you dominate all these other areas. So market stats, anything two or three sources of high level market snats stats. We use Claris market metrics and like a showing report, our MLS allows us to pull showing stats for different zip codes. That helps us with bracketing for pricing, marketing, presentation. You guys have access to that. You know, when you are done with your marketing presentation, you ask the question that I said before. Hey, you know, Mr. Seller, assuming we can agree on a commission structure and a pricing strategy, you know, based on what we discussed here, are you comfortable with us handling the sale of your property? Yeah, you know, I guess if we can agree on a commission and a price. You know, obviously I want to know your price first, but yeah, yeah, I get that. So we're going to go into that. But are you comfortable with us handling the sale? They say yes, and you're literally opening your paperwork. Like, great, let's get started. So this is some, you know, some stuff I'll leave behind with you. Let me get information on how you want the appointment set up. Let me make sure I get a key and then you start filling out the paperwork. At least that's how I did it and it worked very effectively. And then ask for referral. So in our listing packets we've got that prop and you know, you're going to start the referral giving process right there off the bat.
