Real Estate May 16, 2024

Top 10 Questions Sellers Ask on a Listing Appointment – How to Answer!

How to Ace Your Listing Appointment: Tips from Mike Ferrante


Welcome back, Cleveland Realtors! Today, we’re diving into one of the most critical aspects of our business: listing appointments. Whether you’re a seasoned agent or just starting, securing listings is the lifeblood of your career. I’m Mike Ferrante from the 21 Mike Team at Century 21 HomeStar. We are here to share essential strategies for nailing those listing appointments and increasing your listings!

The Importance of Preparation

One of the first steps in a successful listing appointment is preparation. I cannot stress this enough. Preparation sets the tone for your meeting and helps you establish credibility from the get-go.

Experience and Track Record: Sellers often ask about your experience and track record. This is a straightforward question if you’ve sold many homes in their neighborhood or city. But what if you’re a new agent or haven’t worked in that particular area? Tony Geraci, Broker/Owner of Century 21 HomeStar, suggests leveraging your office’s or team’s success. Go in armed with detailed market information. Know recent sales, addresses, and even sellers’ names. This approach shows you’re knowledgeable and dedicated, even if you lack direct experience in that area.  Dazzle them with details!

Key Questions Sellers Ask

Let’s break down the top ten questions sellers typically ask during a listing appointment and how to handle them effectively.

  1. What is your experience and track record selling homes in my neighborhood or city?
    • If you’re a new agent or haven’t sold many homes in the area, emphasize your market research and knowledge. Provide detailed information about recent sales, local market trends, and specific homes to demonstrate your expertise.
  2. How do you determine the listing price for a home?
    • Explain your process clearly. Discuss comparative market analysis (CMA), how you gather data, and why it matters. Always ask the seller for their price expectation first. It gives you a baseline and opens up a dialogue about realistic pricing.
  3. What is your marketing strategy for selling my home?
    • Have a written marketing plan. Highlight what sets you apart from other agents. Discuss your online and offline marketing strategies, open houses, professional photography, and virtual tours.
  4. How do you plan to communicate with me throughout the selling process?
    • Sellers hate feeling left in the dark. Outline a communication plan with regular updates, even if there’s no new information. This reassures them and keeps you top of mind.
  5. What are your fees?
    • Be upfront and confident about your fees. Explain the value you bring to justify your commission. Remember, they’re asking for information, not necessarily a discount.
  6. Can you provide references from past clients?
    • Have a list of past clients ready. Notify those clients beforehand to ensure they’re prepared to give positive feedback. Consider rewarding them for their support.
  7. What is the average time your listings spend on the market before they sell?
    • Come prepared with this data. Compare your average time to market with the local average and explain any discrepancies with concrete reasons.
  8. How do you handle showings?
    • Explain your showing process clearly. Address any concerns about safety or privacy and provide options for how showings can be conducted to make the seller comfortable.
  9. What improvements should I make to the home to increase the sale price or make it sell faster?
    • Offer specific advice on improvements. Suggest a pre-inspection to identify potential issues. This can help avoid surprises later and give the seller actionable steps to improve their home’s marketability.
  10. Do you have open house events and/or brokers’ opens?
    • Explain the benefits of open houses and broker opens. Even if the seller is initially against them, present data showing their effectiveness in attracting buyers. Use examples from past successful open houses to illustrate your point.

                                Final Thoughts

Practice, practice, practice. You need to be able to answer these questions confidently and without hesitation. Tony and I recommend role-playing these scenarios to refine your responses. Sellers can sense hesitation and uncertainty, which can undermine their confidence in your abilities.

Remember, the goal is not just to answer questions but to demonstrate your expertise and build trust. With preparation and practice, you’ll be able to handle any question a seller throws at you and increase your chances of securing that listing.

Thank you for reading, and here’s to your success in securing more listings in the vibrant Cleveland real estate market! If you have any questions or need further advice, feel free to reach out to the 21 Mike Team at Century 21 HomeStar. We’re here to support you every step of the way.

Stay tuned for more tips and insights on becoming a top Realtor in Cleveland!


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