We never forget a first impression. They are lasting. The pre-listing presentation is as important a step in the listing process as the final visit and presentation of the value of the property. If the personalities of the agent and the homeowner do not mesh, the final presentation is futile.
Real estate agents must be chameleons because we deal with so many different personalities and backgrounds. Everyone likes to work with people who act as they do and have qualities that are similar to theirs. We like us!! It’s important to find a common ground; an area of commonality with thoughts that are similar; and by the time we leave the property, a feeling of harmony. All of that needs to be accomplished at the first meeting.
The first visit is a preparation for the final visit. We’re setting the scene and establishing a positive attitude and a common ground. We’re preparing to create our team before we are granted that authority to begin the process of marketing for that team.
The agent and the seller must work as a team and the agent is the captain. If the seller is working against rather than with the agent, there is no team and there will be no listing. Within the first few minutes of meeting the seller, the agent must identify that personality and become one!! That's the "first real step" in listing property!!!