Week 1: The First Seller Call From Initial Inquiry to a Confirmed Listing Appointment
Class Overview This first class begins the Working With Sellers series by focusing on what happens before the listing appointment is ever scheduled. Agents will learn how to think through seller leads, how to prepare for the first conversation, what information to gather, and how to begin building trust with a potential seller from the very first interaction. The goal of this session is to help agents feel more confident when a seller lead comes in and to understand that a successful listing appointment often begins with the quality of the first conversation.
What You Will Learn In this class, agents will learn how to:
- Identify different types of seller leads
- Prepare before calling or meeting with a potential seller
- Ask better questions during the first seller conversation
- Understand the seller’s motivation, timing, and expectations
- Begin positioning yourself as a trusted real estate advisor
- Avoid rushing into price before understanding the seller’s situation
- Set the stage for a strong listing appointment
Watch the Class Recording Watch the complete Week 1 class recording below. Use the downloadable materials to review the key concepts and practice your first seller conversation.
Download Class Materials Use the materials below to review the key points from this session and prepare for seller conversations.
Download Week 1 Workbook First Seller Call Questions Seller Lead Conversation Checklist
Listen: List It With Alliance Listen - Sell it With Alliance
Key Takeaways The first seller conversation is not just about setting an appointment. It is about gathering information, understanding motivation, and beginning to create confidence. A seller wants to know that the agent is prepared, knowledgeable, and capable of guiding them through the process. The better the first conversation, the stronger the listing appointment will be.
Seller Lead Conversation Focus Before giving advice or discussing price, slow the conversation down and learn more about the seller’s situation. Key areas to understand:
- Why are they thinking about selling?
- Where are they going?
- When do they want or need to move?
- What do they believe their home is worth?
- Have they spoken with any other agents?
- What concerns do they have about the selling process?
- What would make this move successful for them?
Action Steps After This Class Before the next class, agents should practice having a first seller conversation using the questions and structure discussed in this session. Your assignment:
- Write out your first seller call script.
- Practice asking questions without jumping immediately to price.
- Create a checklist of information you want to gather before a listing appointment.
- Think about how you can create confidence before you ever walk through the seller’s front door.
Suggested Script Starter Where are you hoping to move? Do you have a timeframe in mind? Have you done any recent updates or improvements to the home? What are you most concerned about when it comes to selling? Have you spoken with any other agents yet?
Questions to Think About After watching this class, ask yourself:
- Am I asking enough questions before giving advice?
- Do I sound prepared and confident when a seller lead comes in?
- Am I positioning myself as a consultant or just another salesperson?
- Do I have a repeatable process for handling seller leads?
- What can I do to make the seller feel comfortable before the listing appointment?
← WORKING WITH SELLERS HOME Week 2: Research Before the Listing Appointment →
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