Listing Appointment- REALTOR

[Devin Mann]

I have my first appointment with an expired listing.  we spoke on the phone, he said he might be ready to list, not sure with me or not.  i told him i would like to stop by either way incase i have a buyer that might be interested....

I have the appointment today and am wondering how i should go about this.  i have my listing presentation ready.  but i'm kind of wondering how i should go about the whole appointment as far as getting the listing. what has worked for you in the past?  how pushy should i be, etc..

[Joel Owens]

We were given 2 ears and one mouth for a reason. Listening is KEY. Ask the seller about their past experience and why they think it didn't sell?? What did they like and NOT like about the last broker/agent??

Ask them WHY they are thinking of selling today?? You will find out from their answer if: To test the market? OR Do they have a very compelling reason they MUST sell? Death, divorce, downsizing, up sizing, job relocation, health issues, job loss, facing foreclosure, back taxes owed, etc.

You want strong motivators for your investment of time. You do not get paid until the property closes and sells. You are not in the business of listing properties but selling properties. Anyone can list them but it does nothing for you the broker/ agent or the seller.

If they want to start a little high on price work on getting them down. If they say " You are just in this to get a quick commissions fast at  a low price! " then you can use this strategy.

Say mam or sir " I believe in my valuation for your property due to these and these factors. I am willing however to try your slightly higher price for a period of XX days if we go ahead and build in a price reduction if no offers come in or activity is weak." Usually you try their price for the first 4 to 7 days. You want the built in reduction so there is no more push back later on.

Many expired's are not motivated but their motivation changes over time due to life circumstances. A lot of this is timing. You can take a presentation with you if they are more visual in nature. If you get there and they are more talking, showing you around, and asking a bunch of questions then they are more interactive. You could hardly show them anything and listen and answer and gain the business that way. 

If you are not the head broker than make sure your presentation is approved by your brokerage in advance. No legal advice given.