1)      Talk too much. A listing appointment is really an opportunity to listen. Usually the party that is not talking is in control.

2)      Don’t ask questions. Flip the pages of that ‘brag book’ or PowerPoint presentation as you smile down memory lane showing pictures of your trophies, terriers, and tots.

3)      Don’t dress professionally. People seldom judge a ‘book by its cover’. But they do judge salespeople by their attire, fingernails, and eye contact.

4)      Don’t use visuals. Assume people enjoy the sound of your voice. See the dog sleeping in the corner. He’s probably bored. Intangible products need to be tangibalized with colorful graphics.

5)      Forget the difference between features and benefits. Agents may be impressed with years of experience, or big teams. Sellers need to know what’s in it for them.

6)      Keep your cell phone volume high. Interrupt the presentation to answer the phone or send a text messages, especially with older sellers. Use words like hookup, twitter, and homey. Ask about a special gang sign.

7)      Don’t ask for the listing. Assume the seller should ask you to be their agent. Encourage sellers to ‘sleep on it’, get a second opinion, or wait for the market to improve.

8)      Don’t use neurolinguistics. If the seller speaks slowly, be different, speak swiftly. If they smile, you frown. Show them you are serious. If a seller speaks softly, you should shout and show who is in control.

9)      Don’t examine expectations. Never ask why they want to sell, when they want to move, or what they owe on the property.

10)  Don’t say thank you, or follow up with a thank you card. Courtesy is for sissies. Show up late for the appointment. It proves things take time.