It’s an important part of the deal-finding process: the appointment.
They called, they showed interest, and you were able to schedule a time to come look at their property.
But how do you make a good impression at the appointment?
What type of things should you say? What demeanor should you have? What should you wear? How long should you stay?
Those are the kinds of questions we’re going to answer here.
So without further ado, here are 4 practical tips for nailing your seller appointments. You can watch the video or read the article!
1. Don’t Dress To Impress
Maybe it seems that to make a good impression, you should try to impress the seller.
You could drive a nice car, wear a nice suit, and show that you mean business…
Not only does this fancy attire run the risk of making the seller feel uncomfortable and underdressed, it can also backfire during the negotiation process as it did for Ryan when he drove a brand new Range Rover to an appointment and tried to make a low offer.
Yeah… *glances at the range rover*… I think you can afford more.
Instead, mirror the seller. Drive a basic car — nothing too nice, nothing too fancy — and wear business casual clothing. Your goal is to not be underdressed or overdressed. You want the seller to feel as comfortable and relaxed as possible when they’re around you.
A company-branded polo, jeans, and some loafers will go a long way.
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2. Focus on Building Rapport
Your first goal at seller appointments is to build rapport.
As much as possible, you want the seller to trust you as a real estate professional and you also want them to feel comfortable talking to you.
But how do you build rapport?
Well, the best way to do this is to focus on asking questions. Don’t give up your opinions too easily or quickly (the seller might not have the same opinions, after all). And every chance you get, frame the seller as the hero of their own story — they are taking steps toward solving their problem. They are doing everything they can. They are capable of making good decisions about the property.
You — as much as this may seem contrarian — are not the hero.
So focus on them, don’t comment too much on the condition of the house, let them talk as much as they want, and keep your opinions to yourself.
You’ll build rapport much faster that way.
3. Read The Room
How long should you stay at an appointment?
The answer to that question really depends on the seller.
Some sellers want to talk with you and get to know you a little bit. Others are on a tight schedule and need you to be as in-and-out as possible.
Your goal is to read the room and respect what the seller wants.
You definitely don’t want to overstay your welcome.
But you also don’t want to leave too quickly — if a seller wants to chat, let them chat.
If you’re not an extrovert or not naturally gifted at reading people, this might be easier said than done.
But here’s a rule of thumb: if someone isn’t filling dead space in conversation — if they’re just letting it sit awkwardly — then that’s a good indication that it’s time to bounce.
4. Don’t Get Desperate
Desperation is a bad look on, well, everyone… but especially on salespeople (which in this case, you are).
No one wants to work with a salesperson who seems desperate to land the sale.
So check yourself before the appointment.
Maybe this is your first appointment or maybe you haven’t closed a deal in a while. Because of that, you might be excited or hopeful to try and make a deal with the seller.
But that excitement can come off as desperation if you’re not careful.
Take a few deep breaths. Relax. And only get out of your car once you’ve reeled in your emotions.
Whatever happens, happens.
But one thing’s for sure: you’ve got a better chance of closing the deal if you don’t look desperate.