IGNITE: Win the Seller

All you do is win, win, win no matter what. Win the seller, win the listing, win your business.

Initial call - listen; give them an assignment, which means send them an email, but also ask them to send something back to you; have them promise not to list with someone else before you can get a chance to show them your marketing plan

The Walk-Through - ask who is going to show you the house because this reveals the decision maker of the process. Work with them in mind. Don't tell them what you think adds or takes away value from the house.

The sit-down at the table - ask: On a scale of one to 10, what has to happen today in order to leave you with no doubt that I am the agent you should hire? This question re frames their intention and plants the seed that if you hit the points they mention, they’ll hire you.

"There are approximately [X number] potential buyers that match the exact profile of the type of person that would buy this house. I’ve already prepared for you what the ad will look like, and my marketing team is ready to go the moment you decide to list with me.” If you do this, they will be much more likely to hire you because they won’t want to lose what they already feel like they have — your targeted ad that nobody else is using.