OK, you’re finally seated at the table. Before opening your listing presentation material, ask yourself the following questions before moving forward. If you’re not confident you have the answers, moving forward with the listing appointment is a waste of time. Take whatever time is necessary to know what you need to know in order to win the listing. 

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You have met the objectives of The Greeting answering these questions:

 

Can I identify safety issues that need repair in this house?
Can I identify cleanup/improvements/staging issues?
Do I understand the seller’s moving plan & timeframe?
Do I understand the seller’s valuation of their home?
After touring the house, is my CMA accurate?
Have I built a friendly rapport with the sellers?
Can I predict the decision-making style of each decision-maker?