How to prepare for your first listing appointment.

Pull the property records, past listing history and recent sales nearby. Call the seller beforehand and ask why they are moving, when they need to be gone, and what matters most to them. Now the meeting is about them.

Build a comparative market analysis with three to five strong comparables and explain each one. Give a range and the reasoning, then recommend where to list. Sellers trust reasoning more than confidence.

Photos, pricing, marketing, showings, feedback, and what you will do if it does not sell in a set time. A clear plan with dates beats a glossy brochure.

Out loud, before the meeting: "Why should I hire someone new?" "Another agent said we could get more." "Will you lower your commission?" Know your answers, and know what your brokerage allows you to agree to.

• Ask your broker to review your pricing before you go. Many will, and it is the single best thing a new agent can do.
• Your brokerage sets the listing agreement, and often the minimum it will accept on commission. Know both before the seller asks.
• Some offices let a new agent bring a senior agent along. Ask; there may be a split, but your first listing is worth it.
• Advisors on RealAly agree, before they are listed, never to use a session to recruit you to their brokerage or team. You keep your broker; you just get a second opinion from outside the office.

What if the seller asks about my experience?

Be honest, and point to your support: your broker, your plan and the time you will give them. Newer agents often win on attention and preparation.

Should I tell the seller the price they want to hear?

No. Overpricing to win the listing usually leads to a stale listing and an unhappy seller. Show the comparables and your reasoning.