transcript
show notes
Not every seller table is worth sitting at. Guest host Arthurine Johnson pulls from Shift page 107, where Gary Keller says that in a shifted market, unmotivated or unrealistic sellers can cost you time and money, and asks agents the question most of us avoid: how do you know whether a listing is worth the second appointment? Agents share the exact pre-listing questions they ask on the phone before ever driving to the kitchen table, like “If everything I say makes sense, is there any reason we wouldn’t move forward?” and “If now isn’t the right time, when would be?” One agent walked away from a seller who micromanaged everything through ChatGPT. Agents also talk about the difference between a listing appointment and a home visit when working with seniors, and why curiosity questions help sellers self-discover the right price. If you’ve ever taken a listing you knew in your gut wouldn’t sell, this one is for you.
Aired on October 12, 2026
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