Give a Stunning Presentation with this Listing Appointment Checklist

A listing appointment checklist is a sure way to make sure you are never missing anything you need…unless your checklist is missing something. 🙃

What’s your No. 1 priority right now? Let’s hear it… Yes, getting real estate listing appointments… But those appointments won’t do much if your listing presentations suck. That means having a listing presentation checklist you follow before, during, and after the meeting.

Truly productive agents love a good checklist because it allows them to give more effective presentations and stress less in preparation. If you’re one of those agents who sighs at the thought of checklists, you better knock it off now, because you don’t know how much easier your life could be. Use these practical listing appointment tips and build a repeatable listing checklist that keeps you sharp.

That’s why, to help you see the beauty of a masterfully done listing appointment checklist and help you give better presentations, I’m dedicating this blog to the five things you absolutely must have on yours. These are the listing appointment tips top performers use to remove guesswork.

This blog is dedicated to creating your listing appointment checklist and is packed with listing appointment tips for you to incorporate. 

Why Do You Need a Listing Appointment Checklist?

A listing appointment checklist is essential for several reasons:

  • Organization: Stay organized and ensure you don’t overlook important details during the listing appointment.
  • Preparation: Gathering all necessary documents, information, and materials.
  • Professionalism: Demonstrate professionalism and attention to detail to instill confidence in your clients.
  • Efficiency: Streamline the process to manage your time effectively during the appointment.
  • Consistency: Ensure consistency in your approach to listing appointments, which can lead to better outcomes and customer satisfaction.

A listing appointment checklist will help you enhance your real estate professionalism, efficiency, and success in securing listing leads. Treat it like your working listing checklist for realtors that you review daily, and pair it with a personal listing agent checklist for pre-appointment routines and post-appointment follow-up.

Your Listing Appointment Checklist Essentials

Checklist Box 1: CMA / Comps

To us in the industry, you are in the marketing and sales game. To the consumer, you are in the numbers game. You’re the pro, the industry expert, the data lover.

Printing out a CMA and having it ready isn’t enough to check off this box. You need to have it memorized and then some.

The agents that I coach don’t just know the value and history of the homes they’re going on appointments for, they know that stuff for every home in their area. They can tell you exactly how many homes are in their cities, how many of them are for sale, and just about everything else you can think of.

The point here isn’t just to show them what you know but to blow them away.

Now, am I saying that you shouldn’t go on a listing appointment until you know all this stuff for every home in the entire universe? Absolutely not. You need to be going on appointments RIGHT NOW, regardless of whether you’re ready or not. Just be sure you’re always improving your knowledge and learning how to get real estate listings more efficiently. Add this to your listing presentation checklist as a non-negotiable research block.

Listing Appointment Box 2: Know the Seller’s Needs

Of course, there are questions you’re going to ask at the appointment, but the seller’s specific needs are something you should already know before you get there. Some of this you’ll ask them. Some of it you’ll have to interpret yourself from running personal research.

Before the appointment, send your client an email with a list of questions, including:

  • Why are you moving?
  • Are you moving locally or relocating to a different city or state?
  • When do you need to move by?
  • When will you be ready to put your home on the market?
  • Who all is listed on the title of the home?
  • Have you ever attempted to sell your home before?
  • Have you spoken with any other agents about this?
  • What do you believe your home is worth?

The more you know going in, the faster you can connect with them face-to-face and the more you can tailor your presentation to their needs. Build a simple bank of listing appointment questions you always ask before the meeting and another set of listing appointment questions that you ask during the walkthrough. Add both sets to your listing agent checklist so you never forget them.

Appointment Checklist, Box 3: Know Their Communication Style

Just as everyone has different needs when selling their home, they also have different needs when it comes to having a successful interaction. You’re obviously familiar with the sayings, “We just clicked” or “We didn’t really click.” Well, your job is to click every time. That means adjusting your communication style.

You can feel out a lead’s communication style through the initial interactions you have with them, the questions they ask, and what they do for a living.

Are they super interested in the little details of things or are they more of a big picture person? Do they deal with numbers every day or is it their job to push things forward? Are they motivated more by social connection or the bottom line?

If you can’t get this info directly from them, check out their social media accounts and see how they post, what they’re interested in, and what motivates them.

A while back, I wrote about how to use DiSC profiles for this exact type of thing, and I recommend you check it out. Adjusting your style to theirs helps you connect and positions you to win every listing. Add a short note in your listing checklist for realtors to identify their style early and adapt your delivery.

Checklist Box 4: Presentation Slides

Watch this episode of my podcast to hear what having listing presentation slides does for Carolyn Young’s listing presentation game. Carolyn Young went on 200 listing appointments in one year. And of those, she landed the sale about 95% of the time!

Just wrap your head around that… Six million dollars in commission. And her secret weapon is the presentation of 70 beautiful, laminated, informative slides that she uses to wow her clientele.

In today’s market, where many agents wonder how to get listings with low inventory, the quality of your presentation can be the deciding factor. Build a slide sequence inside your listing presentation checklist and mirror it in a master real estate listing checklist so your visuals and your talk track always line up.

Listing Appointment Box 5: Role Play

If this entire thing has been about gathering your preparation materials, then this last step is about actually preparing.

Phil Jones always says that the worst time to think about what you’re going to say is when you’re saying it, and now I’m saying the same thing. You NEED to practice. So gather all the information above, get a partner, and make it feel real.

Real estate role play is also where you sharpen your ability to master your listing presentation. That way, when you’re face to face with a seller, you know exactly how to do a listing presentation that wins their confidence. If you need extra support, don’t forget there’s always a listing presentation guide you can reference to refine your approach. Put two practice sessions per week on your listing agent checklist and mark them complete just like a workout.

Here’s a quick refresher you can copy into your notes right now. Use these fast listing appointment tips:

  • confirm motivation and timeline
  • present comps with context
  • pre close on pricing strategy
  • outline your marketing plan
  • set clear next steps

Keep a printed listing checklist in your bag and a digital real estate listing checklist in your CRM so you never skip a step.

Want a simple way to remember your discovery flow? Bring a short list of core questions for pre-appointment calls and keep another set of questions for the moment you walk the property. Add both to your master listing presentation checklist so the conversation always moves toward a signed agreement.

Ready, Check, Go

A checklist can help you prepare material and information, but what about your energy and consistency? You can spit all the hot knowledge and suave words in the world and it won’t make up for lacking that spark, that fire in your belly…

With the right prep, you’ll not only attract more real estate listings but also build the confidence to consistently list and win. Close your laptop with a complete listing presentation checklist and a living real estate listing checklist and you will feel ready to perform. That is how a focused listing agent checklist turns into predictable results.

The market’s bad? I don’t care! GET EXCITED and rise to the occasion! 

Your business, health, and income depend on it.

Learn more about your free Tom Ferry Coaching Consultation and get a free strategy session that’s designed to help real estate agents like you succeed!