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Two-Step Listing Presentations Are for Losers. June 24th, 2013 | Posted in General Real Estate

I bet you’re smiling now!  Seriously though, you can save the extra hour and get better results with one-stop at the house.

The incoming lead is asked the “$100 at Close Magic Questions.”  The answers are been checked by you to see if you really want to go.  Their core motivation is developed, and the appointment is made.  There has been no discussion of commission or price.  Use pages 16-20 in Beating the Competition Every Time.

Include your pre-confirmation package on your website (link and/or passcode can be emailed) or email the package to the client within hours of your initial conversation.  Use pages 83, 84, 95-99, 103-107, 112, and 114-116 in Beating the Competition Every Time. 

Confirm the appointment by phone, email, and/or text on morning of the appointment.  If you have not received the pre-confirmation package back, then also ask for the questions to be answered ASAP and sent to the rainmaker directly.  Have your staff prepare the listing presentation.  Review in the 10 minutes before you leave.  The two most important documents to receive back are the “IF” sheet and the “concerns” sheet given in the above listing.

Show up at the appointment 5 minutes early.  Take outside pictures, if it’s nice weather.  If you have the completed pre-confirmation package, go on a tour with the owners.  If you have not received the pre-confirmation package, pull out the most important pages and have them complete while you go on a private tour. 

Close on what you know from the answers of the pre-confirmation package.

If you do not have the huge book of forms used to master the one-step listing presentation at top commission, top fees, and top length at market prices, then you are losing thousands every month! 

Walter Sanford has been designing and implementing real estate systems for 30 years.  One of the most successful REALTORS® and now wealthy from his systems, Sanford teaches his systems and strategies through his products, seminars, and personal coaching producing the best results in the industry.  Do what works, do what is proven.  Hire Walter Sanford.  Call our office at 800.792.5837, email, or chat with us online at

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