How Your Consultation Can Lead to a New Listing

"Emotion makes them act, and logic makes them think."

- Dan Rochon

Episode Summary

How to conduct a real estate consultation for better listings

Conducting a successful consultation is about more than just gathering details—it's about building rapport, guiding the conversation, and positioning yourself as the trusted expert. One of the most effective ways to do this is by understanding when and how to share feedback on the home’s condition and potential improvements.

The Art of Timing Feedback

When discussing a property’s condition with a seller, intuition plays a key role. If a seller seems receptive to feedback, addressing key improvements upfront can help set expectations. However, if they appear hesitant, it’s best to hold off on critiques until the end of the conversation to avoid resistance.

For example, after touring a home, you might sit down with the seller and start by highlighting the property's strong points:

"Hannah, thank you so much for showing me around. That open kitchen is definitely something we should highlight in our marketing. What else do you think should be emphasized before we dive into the data?"

This approach immediately engages the seller in the process, making them feel involved in how their home will be presented to buyers.

The Small Details Matter

Many sellers have lived in their homes for years and don’t notice the little things that can turn buyers away. As the expert, it’s your job to point them out.

• Cobwebs in the garage rafters – A quick sweep can freshen up the space.

• Missing caps on toilet bolts – A simple $5 fix can make a bathroom feel more polished.

• Outdated paint or worn carpet – These two elements have the biggest impact on a buyer’s first impression. A fresh coat of paint can transform a space, making it feel newer and more inviting.

Staging: The Final Touch

Once the small fixes are addressed and the listing is secured, staging can take the home’s appeal to the next level. While light staging may be included, a full staging service can make a significant difference in how buyers emotionally connect with the home. The key is introducing this step at the right time—after the listing is signed.

The Path to a Successful Listing

By guiding sellers through these subtle yet impactful changes, you demonstrate your expertise and help them see their home through a buyer’s eyes. A well-structured consultation builds trust, making it easier for sellers to commit to listing with you.

Every listing starts with a great conversation—so make yours count.

Do you doubt yourself? 

If yes, then I invite you to borrow our belief. You are unstoppable, and with CPI, you will achieve your goals!

You just need to find YOUR Way. 

I wrote Real Estate Evolution - The Ten Step Guide to Consistent and Predictable Income to help you discover YOUR Way and offer it as a gift for free. 

The book is a step-by-step manual that will guide you to understand how I have had No Broke Months (with an average of 10 monthly sales) since 2008 - and it will show you how you can do the same moving forward.

You can Claim Your Copy HERE.

Imagine that you are successful as an agent in six months, have figured out how to do the business and have monthly closings, and are reaching your potential, which means you will have the courage to stick to selling and make more money. 

Others will admire and value you. 

And don’t forget to join the Facebook group to network with the top agents:

https://www.facebook.com/TheCPICommunity