The Listing Appointment Checklist
Most listings are lost because the agent never led, and leading is mostly preparation plus sequence. This is the whole appointment on one page: what to do before you knock, at the door, on the walkthrough, at the table, in the pricing conversation, at the close, and after you leave. Review it in the car, then walk in and run it.
The listing appointment, on one page
Everything to do before, during, and after a listing appointment, so you walk in with a system instead of a hope. Here's how it opens; the full door-to-close checklist is in the download.
Before you go
- Pull the CMA and know your three pricing scenarios cold.
- Send the pre-listing packet ahead so you're not selling from scratch at the table.
- Research the home, the owner, and why it may be selling.
- Prepare your agenda so you lead the meeting instead of reacting to it.
At the door (first 60 seconds)
Set the agenda so you control the pace from the start:
The full checklist is in the PDF
The complete one-pager covers the walkthrough, the six needs-analysis questions to ask at the table, the pricing conversation, the close, and what to do after, whether they sign or ask to think about it. Grab it below.
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Common questions
How early should I arrive for a listing appointment?
Ten or more minutes early, with an "on my way" text sent before you leave. Park in front of the house, sit in the car, breathe, and review your three comparable sales and the active competition one last time. Walking in reset and prepared is a choice you make in the driveway.
Should I do the walkthrough before or after sitting down?
Walkthrough first, and say so at the door within the first 60 seconds: walk the house together, then sit down and go through what you prepared. Setting that agenda up front means you lead the appointment instead of reacting to it.
What questions should I ask at the table?
Six, in order: where are you going, why, by when, what's your desired list price, what are your top three must-haves, and what are your biggest fears. Write the answers down visibly. Their answers are your close, and the fears question surfaces objections before they do.
How do I close without sounding pushy?
If the earlier steps are done right, the close is natural, not a pitch. Skip the permission question and use the assumptive statement: "Let's review the paperwork and get this started." If they hesitate, the gap is in an earlier step, usually needs analysis or pricing, so go back and address it directly.
This checklist is one page from a complete system.
Members get the full Field Guide, the 7-step appointment system, live training twice a week, and every script and playbook. Start for $20 and run the whole thing.
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