As a real estate agent, walking into a listing appointment without an offer is like showing up to a party without a gift—it’s just not done. The key to standing out and building trust is preparation. Always show up with an offer in hand, demonstrating your readiness to help the seller move forward. Now, when a seller throws out an unrealistic price based on sentimental value or other non-market factors, the conversation becomes even more interesting. Instead of pushing back or rejecting their price outright, ask them how they arrived at that figure. By keeping the conversation positive and respectful, you can later present them with real data and numbers that reflect the actual value of their home.

Here’s where the strategy gets exciting. You don’t have to push for a formal listing agreement right away. Instead, offer a solution that gets them what they want—buyers. Suggest hosting a one-hour open house to bring a handful of potential buyers over, all while assuring them that you’re not here to list their home unless they’re comfortable with it. You position yourself as a partner, not just a salesperson, and open the door to future commission opportunities, even if they're hesitant at first. This non-pushy approach builds trust and allows you to market the home for a limited time while showing the seller you're serious about delivering results.

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