My first listing appointment was a lay-down

Not one has been that easy since. Here's the script for the ones that aren't.

My first listing appointment was a lay-down.

That's agent talk for the easy ones. The seller has already made up their mind.

I was in my early twenties, living in Texas, didn't know anybody. It was a referral from my insurance agent, so I couldn't let him down.

I sat in my truck out front, terrified. Praying. Please let this one be a lay-down.

I walked in, set my briefcase down, and saw Missouri Tigers coasters on his coffee table. I grew up in Northwest Missouri. So did he.

He said, "You're from Missouri. You were referred to me. I don't need to hear anything. Where do I sign?"

I've been on a lot of listing appointments since that one. Not one of them has been that easy.

Most sellers don't hand you the pen. They look straight past your comps and name a number from 2022.

You either lose the listing or take it overpriced. Both are losses. One just takes ninety days longer.

The comps are rarely the problem. The problem is that most agents script the presentation and improvise the one moment that decides it.

So script that moment. Paste this into Claude or ChatGPT:

Here is the situation: [describe the seller's mindset. For example, "the sellers refuse to listen to the market and believe their home is worth $X when the comps support $Y"]. Give me the scripts, word for word, of what I need to say to get them to realistically price this property.

Word for word. Not talking points. The actual language.

Then learn it until you don't have to think about it. Willie Nelson doesn't read the lyrics backstage. He walks on and it happens. That's how the pricing conversation should feel when you walk through the front door.

And feed it what's real. The address, the comps, the seller's objection in their own words. Vague in, vague out.

If you want the whole appointment built, not just the hard moment, it's on the page. The prompt that builds the entire listing package (the CMA, pricing reports, and every chart and statistic you'd put in front of a seller), the slide-by-slide script for delivering it, and how to get it as a PowerPoint or a PDF that won't drain your printer.

Get the full listing package build

Saturday's a story, not a prompt. It involves a bank president and a yellow notepad.

Hoss

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Hoss Pratt International
6009 W Parker Road Suite 149-230
Plano, Texas 75093
United States
(800) 683-4677