As real estate professionals, the words we use hold significant weight. Recently, I started a series on how to win more listings, so check out part one here if you haven’t already. In part two of my listing playbook, I want to discuss the distinction between “appointment” and “consultation.”

When you hear the word “appointment,” what comes to mind? Perhaps a visit to the doctor, dentist, accountant, or attorney? These scenarios imply a formal, obligatory meeting. In our office, we avoid using “appointment” when scheduling a listing consultation with sellers. Instead, we prefer “consultation.”

“A consultation is an analysis of the seller's wants and needs.”

A consultation is an analysis of the seller’s wants and needs. It’s not just a meeting; it’s a two-way evaluation. We aim to determine if the seller will become a client and if we want to take on their listing. Remember, we are interviewing for the listing job, and they are interviewing us. We don’t accept every listing—only those where we can genuinely help and make a difference.

So, from now on, replace “appointment” with “consultation” in your listing script. This subtle change can impact your client interactions. If you have any questions, feel free to reach out. Give us a call or text!