How to Score the Listing Every Time

It is important to listen to every detail when you first call a prospective seller. Selling a house is a stressful time in a person’s life, so the effort you put into the smallest details will make them feel more comfortable to work with you. After all, it’s the little things that matter most.
Don’t get off the phone with your prospects until you’ve given them an assignment. Let them know you’ll be sending an e-mail with some testimonials and other important information about your services, but it will also include a couple of things that you need them to send back before you meet. When you put someone to work, it subtly asserts your control while also building trust because you are working on something together.

At some point when you arrive at the seller’s home, say, “So who’s going to show me around this beautiful home? The walk-through is the time to talk about the notes you took during the initial call. Look for the things — both large and small — they mentioned about their house, whether it’s the color of a room or a bathroom remodel.
Don’t ever tell them what you think adds value or takes away value. When you see things that you know add value or take value away, if you tell them then they are going to assign their lack of value to your opinion. Instead learn to say, “Research tells us that…” This will change everything.

Frame the conversation and set the expectation. When you sit down, start off the conversation by saying, “On a scale of one to 10, what has to happen today in order to leave you with no doubt that I am the agent you should hire?”. This question re-frames their intention and plants the seed that if y