"If you’re not the last one in the room, you better be the most unforgettable."

- Dan Rochon

Episode Summary

Get the Commitment—Even When Another Agent Is on Deck

There’s one objection that still shows up regularly in conversations with sellers:

“I’ve got Bob coming over at 5 o’clock today, so I can’t commit yet.”

That one’s tough. And I’ll be honest—it’s near impossible to overcome once the appointment is locked in. I've only done it twice in my entire career where I got a seller to commit before meeting the next agent.

So here's what I've learned…

My Business Practice: Go Last

I used to go in first. Why? Confidence. I thought if I nailed the presentation, I’d win the listing no matter what.

But the reality?

• Being first often just sets the bar.

• Being last allows you to reframe, compare, and close.

So now, I always position myself as the final interview. And I say this directly:

“Mr. Seller, I have a business practice to meet with clients when they’re ready to make a decision. My clients have told me they appreciated meeting with me last, because I helped them make sense of everything that was presented. With your permission, I’d like to be your final interview.”

What to Say When They Still Want to Meet the Other Agent

When they still bring up the 5 p.m. with Bob?

Here’s the script I use:

“You may feel it’s respectful to follow through on your appointment with the other agent—and I totally understand that. But if you’re comfortable and confident in me representing you, it would actually be most respectful to let them know you’ve made your decision. I’d be happy to call them on your behalf, let them know, and even offer to share commission. That way, we’re not delaying the process—and we don’t risk missing today’s buyer while you're deciding who to hire. Would you like me to make that call for you?”

This frames the decision around urgency and service, not pressure.

Set the Frame Before the Meeting

Even better than overcoming the objection? Preventing it entirely. When setting the appointment:

• Explain that you want to meet after their other interviews.

• Let them know your meeting will be brief but valuable.

• Ask for one thing: a commitment not to sign with anyone until you’ve met.

Here’s how that sounds:

“What day would work best for us to meet after you’ve completed the other interviews? I’ll invest a lot of time preparing so our meeting will only take a few minutes. All I ask is your commitment to not sign with anyone until we’ve had a chance to meet. May I have your commitment?”

Why This Works

• You’re not just another presentation—they're anticipating yours.

• You demonstrate confidence and professionalism.

• You remove the emotional friction of canceling on another agent.

• You increase your control over the decision-making timeline.

Burn This Into Your Subconscious

The script only works when it’s natural. That means:

• Write it down.

• Say it out loud.

• Practice it until it’s second nature.

Because when that moment hits, and a seller says, “We’ve still got one more agent to meet,”—you won’t have time to think. You’ll need it ready, word-for-word.

Thanks for reading. Now go out, be grateful, make good choices, help someone have the best day of their life… and you’ll find a listing, too.

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