Discover how to start a listing presentation with confidence and win more seller appointments. Learn the exact script to avoid awkward small talk, take control at the door, trigger the Zero Moment of Truth, and build instant authority. Perfect for agents who want a strong listing presentation opening and higher conversion rates.
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How to Start a Listing Presentation (Withoutthe Awkward Chit-Chat)
Most agentslose the listing in the first 3 minutes—and they don’t even know it.
Why?
Becausethey walk in the door…
…compliment the curtains…
…comment on the weather…
…and drift into a weak, rapport-chit-chat death spiral.
Here’s thefix.
This week’sscript will show you exactly how to take control the moment you step inside.
Step 1 –At the Door
Memorizethis line:
“Hey[Name], nice to meet you and [spouse/partner]. Looks like we booked some timeto see if we could help you get your home sold (and move to your next chapter).Does that sound right?”
Why itworks: No fluff. You’re framing yourself as a professional with a purpose.
Step 2 –Strategize First
“Where canwe sit down and strategize?”
You’resteering the meeting.
They’re following your lead.
This builds instant authority.
Step 3 –Zero Moment of Truth (ZMOT)
Smile. Ask:
“Before weget started, are you guys ready to list with me today?”
If they’renot, they’ll tell you what matters most to them.
That’s your ammo for the rest of the meeting.
Step 4 –The Top Secret Package
If theyopened it:
“You’re thetype that likes to know what’s coming—let’s dive in.”
If theydidn’t:
“You trustthe process. Love it. Let’s get into why these matter.”
Thisreveals personality types and gets them engaged.
Step 5 –Gap Building
Quicklyuncover:
1. Why they bought the home
2. What they love about it
3. What they’d change (and why that matters)
Theseanswers become your emotional leverage points.
Here’s thebig takeaway:
This script eliminates the ‘what do I say?’ panic and positions you as thetrusted guide from second one.
Want to win 9 out of 10 listing appointments?
You’ve seenhow to open strong now learn more of the presentation.
If you want to learn more feel free to book a free strategy call HERE
Cody May& Vikram Deol
:: Founders of Sheridan St.
:: Founders of The TRIS Method
:: Get Free Top Agent Power Pack
:: Get Your TRIS Sales Conversion Scorecard
:: Get The TRIS Training Vault
What could be better than a knowledgeable, lively group of people who have a passion for what they do and are good at it, too? We have put together an extraordinary team of innovative, committed members who put client success first.
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