First of all, you NEED to check out our latest Claude for Agents tool. 

 

If your SOPs are sitting in a binder nobody opens, they're not helping anyone — and things keep slipping through the cracks. In this build, I take a real estate closing checklist and turn it into an interactive, self-tracking workflow inside Google Sheets: it drafts your review requests, reminds the right person to handle each task, adds clients to your card list, and holds your whole team accountable so nothing gets forgotten. And once you see how it's built, you'll be able to do this with any SOP in your business.

 

Watch today and subscribe so you never miss a video!

I walked into a listing appointment completely blindsided.

I'm going to tell you about the listing appointment that changed how I prepare forever.

 

I had done everything right. I called ahead. I spoke with the wife — let's call her Bethany. She was warm, motivated, ready to move. She told me they were downsizing because the kids were grown and the house felt too big. She wanted to be closer to her grandkids. She was excited.

 

I built my entire presentation around that story. Wouldn't you? It's a compelling reason to move!

 

I walked in, sat down at the kitchen table, and within the first 3.5 minutes… I realized something was very wrong.

 

Her husband, let's call him Brad, had a completely different set of motivations. He hadn't wanted to move in the first place. He wasn't ready. He was still attached to the house. He felt like the decision was being made for him — and the moment I started talking about fresh starts and new chapters, I lost him completely.

 

I spent the next 20 minutes trying to recover. Re-orienting my whole presentation on the fly. Reading the room. Adjusting my language. Trying to find the thing that would make him feel heard. You know, Chris Voss-ing on the fly!

 

I got the listing. But it was harder than it needed to be.

 

But I kept thinking — what if I had known? What if I had walked in already knowing that he was hesitant? I would have opened completely differently. I would have addressed his concerns before they became objections. I would have been in rapport with both of them from the first handshake like a boss.

 

It turns out, my friend and coaching client, Dawn Levy, was already doing something about this exact dilemma. 

Before you ever walk into a listing appointment, you send a short survey to everyone who will be in the room. Not just the person you spoke to on the phone. Everyone.

 

You ask them about their motivation for selling. Their timeline. Their biggest concern about the process. What they need from their agent. What success looks like to them. What's most important — price, speed, or certainty.

 

Then you take their answers and feed them into our newest best friend, Claude. 😁

 

And Claude builds you a complete pre-listing brief — a summary of each person's motivations, where they align, where they might conflict, and how to open your presentation in a way that puts everyone in the room at ease before you've even pulled out your CMA.

 

You walk in already knowing the room.

 

No surprises. No scrambling. No losing someone in the first 3.5 minutes because you didn't know they were on the fence.

This week, before your next listing appointment, send a pre-listing survey.

 

You don't even need the guide to start. Open Claude and type:

 

Send it to your next seller. Read every response before you walk in.

 

Then grab the full guide and build the whole system so it runs before every appointment from here on out.

 

You'll never walk into a listing appointment cold again.

Don't forget to watch our latest Claude for Agents video!  👇🏼

🎧 Our latest Take It and Run Podcast episode is gaining traction!

Most real estate agents are using AI completely wrong. They're stuck in ChatGPT, dabbling in Claude, and thinking they're "current." On this episode of Take It and Run, we sit down with Mike Renick — former General Motors global information officer turned top-producing Florida agent — who went ALL IN on Perplexity Computer and is now generating 10 pieces of content a day, automating his entire CRM follow-up, and closing more deals while spending LESS time at the keyboard.

😲 Don't sleep on these offers!

 

✨ This is my favorite tool for social media creation + scheduling!

Blotato is the GOAT. Start using it today!

 

Use my code KRISTI30 for 30% off. Applies to monthly AND yearly memberships.

 

Social media automation for the mortgage & real estate industry. One tool. Totally compliant. 

Taking the time to execute on these small tasks is what places you in a position serve more people and increase your earnings.

Don't forget

This exercise is primarily designed to 🗓️ SET APPOINTMENTS! Track your progress and pay attention to what’s converting. I’d love to hear what you discover.

Wanna make magic together?

I coach, consult, speak on stage, and occasionally break out into dance. Which one can we do together? ⤵️ 

**This is not a coaching solicitation to any current Tom Ferry coaching clients working with another coach**