Most agents lose the listing before the conversation even starts. Learn the 5-step opening script that grabs control, builds instant authority, and positions you as the clear choice in the first 3 minutes of every listing appointment.
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Most agents lose the listing in the first 3 minutes—and they don’t even know it.
Why?
Because they walk in the door…
…compliment the curtains…
…comment on the weather…
…and drift into a weak, rapport-chit-chat death spiral.
Here’s the fix.
This week’s script will show you exactly how to take control the moment you step inside.
Step 1 – At the Door
Memorize this line:
“Hey [Name], nice to meet you and [spouse/partner]. Looks like we booked some time to see if we could help you get your home sold (and move to your next chapter). Does that sound right?”
Why it works: No fluff. You’re framing yourself as a professional with a purpose.
Step 2 – Strategize First
“Where can we sit down and strategize?”
You’re steering the meeting.
They’re following your lead.
This builds instant authority.
Step 3 – Zero Moment of Truth (ZMOT)
Smile. Ask:
“Before we get started, are you guys ready to list with me today?”
If they’re not, they’ll tell you what matters most to them.
That’s your ammo for the rest of the meeting.
Step 4 – The Top Secret Package
If they opened it:
“You’re the type that likes to know what’s coming—let’s dive in.”
If they didn’t:
“You trust the process. Love it. Let’s get into why these matter.”
This reveals personality types and gets them engaged.
Step 5 – Gap Building
Quickly uncover:
1. Why they bought the home
2. What they love about it
3. What they’d change (and why that matters)
These answers become your emotional leverage points.
Here’s the big takeaway:
This script eliminates the ‘what do I say?’ panic and positions you as the trusted guide from second one.
Want to win 9 out of 10 listing appointments?
You’ve seen how to open strong now learn more of the presentation.
In our Listing Presentation Workshop coming up next week, we’ll show you exactly what to say - and we are breaking apart 3 sections of the listing presentation for our private TRIS clients and wanted to extend an invite to you.
You can reserve your seat here: https://funnel.sheridanst.io/tris-listings
Cody May & Vikram Deol
:: Founders of Sheridan St.
:: Founders of The TRIS Method
:: Get Free Top Agent Power Pack
:: Get Your TRIS Sales Conversion Scorecard
:: Get The TRIS Training Vault
What could be better than a knowledgeable, lively group of people who have a passion for what they do and are good at it, too? We have put together an extraordinary team of innovative, committed members who put client success first.
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