Listing appointments are always a psychology test. How did you fare in psychology? Half the battle of closing a listing appointment is the future listing agent’s ability to become a chameleon. People like to be in the company of other people who act and think as they do.
All of the "other elements" of a listing appointment can be negotiated. If the agent who is giving the presentation does not appear to be “cut from the same cloth” as the seller, the appointment is over in the mind of the seller.
Agents who are not successful at being a chameleon are usually not top producers, and if they are top producers, they need to work longer hours because they do not work smarter!! They need to work more appointments; they need to work a wider radius; and the majority of their time is devoted to business in order to maintain that production.
A chameleon is a closer; a person who can mirror another and within minutes can reach a common ground. This is another reason to offer a two step listing presentation. The first appointment is needed to listen and decide how your second appointment must be presented. Did you ever think of real estate agents as being “profilers?” There’s a strong correlation!!!
Just another thought for the moment.....