What this course covers
Sellers arrive at a listing appointment having already read your reviews, checked the comparables, and formed an opinion about what their home is worth. The presentation that worked when the agent held the information no longer works, because the agent no longer holds it.
This course rebuilds the listing presentation for that reality.
Preparation that shows
What to research before you arrive, what to bring, and what to send in advance. Sellers can tell the difference between an agent who prepared for their house and one who prepared a template, and the difference is usually visible in the first two minutes.
Structuring the conversation
A presentation is not a monologue with slides. This section covers opening with questions rather than credentials, listening for what the seller actually cares about, and sequencing so pricing arrives after trust rather than before it.
Pricing when the seller disagrees
The hardest conversation in the job. You will work through presenting market data without appearing to argue, handling the seller who has another agent’s higher number, and deciding when to decline an overpriced listing rather than take it and hope.
The commission question
Sellers ask directly and increasingly early. The course covers answering plainly, explaining what your fee buys, and holding a position without becoming defensive. It also covers the disclosure and agreement requirements that surround compensation conversations, which have changed and continue to.
Who this is for
Agents who take listing appointments and do not win as many as they would like, or who win them at prices they later regret. The material assumes you have been on at least a few appointments.