Welcome back to America’s #1 Daily Podcast, featuring America’s #1 Real Estate Coaches and Top EXP Realty Sponsors in the World, Tim and Julie Harris. Ready to become an EXP Realty Agent and join Tim and Julie Harris? Visit: https://whylibertas.com/harris or text Tim directly at 512-758-0206.
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In real estate, your listing appointment doesn’t start when you sit down at the kitchen table—it starts the moment that client hears your car door shut. First impressions aren’t just lasting—they’re decisive. Sellers are observing everything: your timing, your professionalism, your energy. If you want to increase your chances of winning the listing, these 10 simple habits will give you a serious edge.
1. Show Up On Time—Or Better Yet, Early
You’re being judged before you knock on the door. Showing up on time—or arriving 10 to 15 minutes early—tells the seller you’re dependable, respectful, and organized. It also allows you to prepare mentally, review your notes, and avoid looking rushed. People form impressions of others within the first 7 seconds—and punctuality sends a loud, clear signal that you’re a professional who’s on the ball. Running late, on the other hand, creates unnecessary doubt before you’ve even started.
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2. Park Like a Pro
This one’s simple but often overlooked. Don’t park in the driveway or block walkways. Park on the street or wherever it’s easiest for them to come and go. It’s respectful, thoughtful, and keeps the visual focus on the house—not your car.
3. Master the Handshake
Your handshake matters. It should be firm, confident, and sincere—not crushing or limp. People draw conclusions about your confidence, warmth, and trustworthiness in an instant. Practice it if needed. The right handshake sets the tone for everything that follows.
4. Respect Their Space
If there’s a shoe rack by the door, follow their lead and take off your shoes. If you’re unsure, ask politely. It’s a small gesture, but it shows you pay attention to detail and respect their home—two traits sellers want in someone handling their largest financial asset.
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Also: Make sure you’re wearing socks or hose, or at least have a nice pedicure if you’re in a beach town kicking off your sandals. Don’t creep sellers out with icky feet.
5. Bring Positive Energy
You’re not just a real estate professional—you’re a guest in their home. Bring warmth, professionalism, and enthusiasm. Sellers want to feel like their agent actually likes their home. Compliment their décor, comment on a feature you genuinely appreciate, and smile. Positivity builds rapport.
Sellers choose agents who ‘believe in the house’. Even if it’s a rough property, find something positive to say about the neighborhood, the backyard, the fireplace, etc.
6. Don’t Assume the Head of the Table
When it’s time to sit down and talk, don’t just take the “power seat.” That can create an awkward situation. Instead, ask, “Where do you usually sit?” and follow their lead. This shows respect and makes the client feel comfortable and in control—without you having to give up any authority.
7. Say Yes to Cookies
Or water. Or coffee. If the seller offers a refreshment, say yes. Accepting hospitality builds connection. It may feel small, but people feel good when their gestures are appreciated. Say thank you, mean it, and move on confidently.
They may have spent the afternoon prepping the house and baking for you!
8. Send a Thank-You Note
Old-school? Maybe. Effective? Absolutely. Send a handwritten thank-you note whether you win the listing or not. Most agents won’t bother, which makes you stand out. It says, “I appreciate your time,” and leaves the door open for future business—even if they don’t choose you this time.
The thank you note could be the deciding factor if the seller or sellers are on the fence about who to choose to work with. Remember that you’re competing for business from the first time you speak to someone about buying or selling until you’ve all made it to the finish line and are at the closing table!
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9. Stay Out of the Political Danger Zone
No politics. No debates. No risky topics. Keep the conversation neutral, focused, and positive. You’re there to discuss their home, their goals, and how you can help—not to find out who they voted for, or show an opinion about it.
10. Dress One Level Up
You don’t need a three-piece suit, but you do need to look put-together. Dress one notch above the client—clean, polished, and professional. Your clothes reflect how you run your business. Sellers want to know they’re hiring someone who takes the job seriously.
Refer to the section in our best selling book Harris Rules about ‘upgrading everything’. Your haircut, manicure, shoes, watch and handbag all matter. Sellers even take note of the pen you’re using to present with.
Also: If you’re still using an iPhone 5 or your laptop keeps crashing during presentations, it’s time to upgrade!
Turn This Into Your Pre-Appointment Checklist
Print this. Post it on your office wall. Review it before every listing appointment. When you stack these small habits together, they send a powerful message: This is someone I trust to sell my home.
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