The Listing Appointment
So you finally got the listing appointment, now what?
All that you have trained so hard for has now accumulated
up to this final moment. You closed for the appointment
over the phone, but now you must close for the listing face
to face. Of all of the things you’ll need at your listing ap-
pointment, your sales skills demand the greatest focus.
When you’re sitting down with your sellers to close for
the listing, use the same sales techniques in combination
that you learned in the earlier chapters of this book.
What You’ll Need
- EVERYTHING!!!
- Presentation portfolio
- CMA (Comparative Market Analysis)
- Resume
- Listing agreements
- Disclosures
- Calculator
- Digital camera
- Measuring tape (preferably a laser measuring device)
- Note pad
- Business cards
- Pens
- Legal pad (for taking notes)
Confirm Your Appointment
When your FSBO finally agrees to the listing appoint-
ment make sure you are prepared. Call ahead of time and
The Real Estate Agent’s Guide to FSBOs