What is most important on a listing appointment?

Question

As a real estate agent, what is the most important thing for you when going on a listing appointment? (Let's say this scenario is the first time you are meeting the individual)

For example, is it...

- CMA

- Confidence

- Appearance

- Establishing a relationship

- Etc

Edwin Yang · Answer

I completely agree with Mike Hern, the client has to know that you will be there for them and act in their best interest. Only after establishing that, do they have the confidence to work with you.

Peter Stewart · Answer

To truly be successful as a listing agent you have to have the total package. Sellers often interview more than one agent, so you have to bring your A game at all times.

But, to answer your question, I think confidence reigns supreme. If you lack that it'll show. You may have the most expensive suit on and have prepared the most in-depth CMA, but the lack of confidence will overshadow everything else and they won't believe what you are saying.

Appearance is #2. Closely tied in with confidence. You're going on a job interview so there is no excuse not to dress your best.

Establish a relationship is #3. This has some importance, as the sellers need to like you, and connecting on some level will help accomplish that.

CMA is #4. If you nail all the above, the numbers almost don't matter. If they like you and trust you, you can dial those in at a later time. You can even do a 2 step listing appointment where you don't even discuss #'s at the first meeting.