How Productive Agents Win Listings Before the Appointment

Real Estate Training & Coaching School

Careers, Business News, Business, News

4.4 • 705 Ratings

🗓️ 4 February 2026

⏱️ 22 minutes

🔗️ Recording | iTunes | RSS

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Summary

Most agents think listings are won at the appointment. Top agents know listings are won before they ever walk through the door. In this episode, we break down how productive agents consistently win listings before the listing presentation even happens — by mastering the first conversation, setting expectations early, introducing pricing correctly, and positioning themselves as trusted advisors instead of salespeople. You’ll learn how to: • Build trust before the appointment• Set pricing expectations without killing the opportunity• Position yourself as the clear choice early• Eliminate listing competition before it starts• Create a repeatable system that wins listings consistently If you’re tired of competing, defending commissions, and hoping to win listings at the table, this episode shows you how to flip the process in your favor. 📥 Get the scripts, systems, and strategies from today’s episode inside our free daily newsletter:https://HarrisRealEstateDaily.com 🚀 Free coaching. Instant access to a real coach. Start winning listings now:https://PremierCoaching.com 🔥 Ready to level up your business? Learn more:https://HarrisMastermind.com 🚨 Still choosing a broker for 2026? Join Libertas:https://WhyLibertas.com/Harris

Transcript

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0:00.0	I've got great news for all of you. Some of you, most of you have essentially only ever listed
0:05.5	homes if you've listed homes at all with people that you know love and trust, your centers of
0:08.9	influence and past clients. Why? Because you thought a listing appointment was all about pressure
0:13.2	closing, all about, you know, all these huge opportunities to make the seller or yourself uncomfortable.
0:18.7	That's the exact worst advice that has been given
0:21.7	to agents for generations that have prevented many of them becoming listing agents. And I'm here to
0:26.5	tell you, and we're going to explain to you why a listing appointment, when you've done the proper
0:32.6	preparation prior to going on the appointment, it's actually fun. It's easy, maybe the last 15 or 20 minutes
0:37.8	and you're out. So we're going to walk you through all the points today on how productive agents
0:42.9	win listings before they go on the appointment. Julie, let's roll right in. Welcome to Real Estate
0:49.0	Coaching Radio, starring award-winning real estate coaches and number one international best-selling
0:54.1	authors, Tim and Julie Harris. This is the number one international best-selling authors,
0:54.8	Tim and Julie Harris. This is the number one daily radio show for realtors looking for a no-b-s
1:00.0	authentic real-time coaching experience. What's really working in today's market, how to generate more
1:05.2	leads, make more money, and have more time for what you love in your life. And now your
1:09.9	hosts, Tim and Julie Harris.
1:12.2	Yes, that's right. So this may be different than how you have been accustomed to doing it.
1:17.0	And that's okay. Remember, your mission is not to be there for two, three, four hours.
1:21.5	Your mission is to take the listing. Your mission is to provide value for the seller very clearly and for them to say yes to you.
1:29.1	So how productive agents win listings before the appointment. Just that thought could be different to you.
1:34.6	Most of you are competing too late. You're competing at the appointment. The sellers already talk to
1:39.0	agents. They may even cancel your appointment before you even get there. Their expectations are different.
	...

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