What’s the one thing you should never do on a listing appointment? The potential client is going to want to know what you can sell their house for. That’s the first question they’ll ask. However, you should never answer that right away because you’ll pigeonhole yourself without having any chance to explain the benefit of your services.
Acknowledge it and say, “I understand that price is extremely important to you, but what’s more important is that I show you how we’re going to get to that price. Then we can discuss it, and I will help you understand what that price is. Is that fair?”
Don’t ever tell them the price when you walk into the listing presentation. You will be DOA, and they’ll probably ask you to leave in five minutes, especially if your price is lower than what the agent immediately before you came in and told them. Get really good at explaining and articulating your value and how you’re going to reach the top of the market.
If you have any questions, don’t hesitate to text, email, or direct message me. I’m here to help you.
