What to Bring on a Listing Appointment: A Complete Checklist to Win More Listings

If you took a Floyd Wickman Program, you probably heard Floyd say, 

“E-V-E-R-Y-T-H-I-N-G!”  So, let’s break it down and sharpen it up for the coming New Year.

Bring the right look.

Dress appropriately. You certainly don’t want a Seller thinking, “no way” because of the way you are dressed.  Take a look in a full length mirror before you head out the door and ask yourself, “Would I hire this person?” Keep in mind that a listing appointment is essentially a job interview.

Bring the right attitude by remembering your first objective, and that is to find out if you even want their listing. Worse than no listing at all is a listing that doesn’t sell and ends up disappointing everyone. In other words, going on a listing appointment with the attitude that you hope you can talk them into listing with you is the very reason why they probably won’t.

If you aren’t independently wealthy, or if you don’t already have a huge listing inventory, or if, God forbid, you don’t have any listings at all, this “see if I want it” attitude might require some work in advance. On the way to the appointment, repeat this affirmation out loud – I’m not going over to see if I can get the listing, I’m going over to see if I want the listing – until you begin to believe it.

Bring your best smile.

People have a tendency to mirror each other. All facial expressions are contagious, so be careful what you are spreading.

Bring your curiosity.

Make this a conversation of discovery about them. Ask about their plans and dreams and experience and feelings and concerns. And really listen. Ask your prepared questions and give them your full attention when they are talking. Make eye contact. Encourage them to expand their answers. And take notes. As the saying goes, “People don’t care what you know until they know that you care, and caring about what others care about is what caring is all about.” 

Finally, bring everything you might need, because it’s better to have it and not need it, than to need it and not have it. How do you know what you might need? Analyze your past appointments to discover if there was ever a time when you needed something and didn’t have it with you? What are the most common hesitations you encounter and what do you need to bring with you to handle them?

Attitude is everything. A little preparation and forethought on your look, your attitude and your materials will go a long way to helping you win more listings.

And don't forget your Listing Appointment Checklist - available in Student Resources in The Vault.