Here are some tips and strategies for winning the listing even before meeting the seller! With the right approach, you can build a desirable impression that leaves a lasting impact and gives you an advantage over other agents. These tips and strategies are accumulated from the collective experience of many top agents, with the goal of increasing your chances of winning the listing right out of the gate.

It has been our experience that sending a Comparative Market Analysis (CMA) or Comps ahead of meeting the sellers can backfire for a few reasons:

1. Seller may be uncomfortable. The seller may be uncomfortable seeing a CMA or Comps before meeting the homebuyer. This could lead the seller to be less receptive to the homebuyer when meeting.

2. Seller may overprice their home. The seller may decide to overprice their home if they become aware of what similar properties have been sold for.

3. Seller may feel manipulated. If a homebuyer shows a CMA or Comps to the seller before the meeting, it could make the seller feel like they’re being manipulated in some way.

Many homebuyers want to get a sense of the local real estate market before they meet the seller in person. Sending a Comparative Market Analysis (CMA) or Comps ahead of meeting the sellers can help a homebuyer accomplish that goal—but doing so can also backfire.

You need to first understand what the sellers think the value of the home is. Their home must be unique and very special to them and they understandably want the best price for it.

If they have an inflated sense of what their home is worth, you know what it's going to be like to give them comps that are lower than their expectations...

You should see the home first. See the condition - maybe it's heavily upgraded, maybe it shows very well, maybe they have views that others in the neighborhood do not have, you just don't know. It's much worse to send a valuation that is too low!

When meeting a Seller, it’s important to show respect. This will help the homebuyer build trust with the Seller and make a good impression.

If a homebuyer understands the local real estate market and has built a connection and rapport with the seller, they should leave enough time for negotiation and counter-offers.

Winning a listing even before meeting the seller is essential in the real estate process, and these tips and strategies are a great way to be successful in this endeavor. You can become the Seller’s favorite candidate and gain an advantage in the negotiation process.

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