You only have one chance to create a good first impression. That chance lasts 100 milliseconds, according to Princeton University researchers. In a study of 200 volunteers, psychologist Alex Todorov and Janine Willis, a student researcher, found that people judge a face to be trustworthy or not in one-tenth of a second.

Knowing this, and knowing that homeowners typically only spend one day interviewing listing agents, puts the pressure on to make your listing presentation massively impressive.

Presentation Groundwork

Whether you prefer the one-step or the two-step listing presentation, the original phone call from a homeowner is the place to gather as much information as possible about the homeowner and the house.

The National Association of REALTORS® suggests you have a list of questions at the ready when a prospect calls you about the possibility of listing her house. Some of the suggested questions include:

• How did you hear about me/who referred you?
• Why are you selling?
• When do you need to sell?
• Do you have a price in mind?
• What can you tell me about your home? Any renovations, additions, major repairs?
• What makes your home stand out from your neighbors' homes?
• Would it be possible for all decision-makers to be present to meet with me?