🏡 Pre-Consult Prep: What to Bring & How to Present Yourself for a Seller Appointment

J.R. Ramos
Jun 26
3 min read

By Risa Weiss-Kallis, VP of Agent Development – Kale Realty

Meeting with a potential seller is one of the most exciting (and high-stakes!) moments in your real estate business. How you prepare—and how you present yourself—can make the difference between simply touring a home and walking away with a signed listing agreement.

Here’s a proven framework to help you walk into every seller consultation confident, credible, and ready to win the listing.

📦 What to Bring to a Pre-Listing Consultation

1. Custom Listing Presentation

Create or personalize a branded listing presentation (printed or digital) that includes:

Your background and experience
The Kale Realty advantage (brokerage reputation, marketing reach, etc.)
Recent success stories or testimonials
Step-by-step overview of your selling process
Your marketing plan
Pricing strategy overview
Next steps / call to action

✅ Tip: Have both a printed and digital version on hand. Canva is a great tool for customization!

2. Comparative Market Analysis (CMA)

Provide a thoughtful, easy-to-understand CMA:

Similar active, pending, and sold properties
Discussion of market trends and local competition
Your price recommendation range (or, if you're not ready to give a final number yet, walk them through how you’ll arrive at it)

✅ Pro Tip: Bring printed comps, but also be ready to show MLS data on your laptop or tablet.

3. Net Sheet or Seller Estimated Proceeds Worksheet

Show them the numbers—include estimated selling costs, commissions, taxes, and their likely proceeds based on your pricing strategy.

✅ Use tools like ATNAgentOne or your MLS's net sheet calculator.

4. Seller Intake or Needs Assessment Form

Ask thoughtful questions that show you care about them, not just their property:

Why are you selling?
What’s your ideal timeline?
What’s most important to you in an agent?
Any improvements or upgrades we should know about?

✅ This makes the consult a conversation, not a pitch.

5. Pre-Listing Packet or Leave-Behind

Prepare a professional folder or booklet that includes:

Your business card
Summary of your listing plan
Testimonials or success stories
Company brochure or marketing overview
Sample marketing materials (flyer, social media ad, virtual tour screenshots)
“Next Steps” sheet that explains what happens if they choose to move forward

👩‍💼 How to Present Yourself: Presence Matters

✨ Dress the Part

Your appearance sets the tone—opt for professional, polished, and approachable.

🧠 Know the Market

Be ready to discuss:

Current local inventory
Average days on market
Seasonal trends
Buyer behavior in their price point

💬 Speak Their Language

Don’t just talk stats—talk goals. Use their answers from your intake form to show how your strategy aligns with their needs.

🗣️ Use Simple, Clear Language

Avoid real estate jargon. Make sure they understand the process, their role, and yours.

📱 Be Prepared Digitally

Have your laptop or tablet loaded with:

MLS comps
A branded home search site
Your social media pages
Any digital presentations or visuals

🎯 Your Goal: Build Trust, Educate, and Convert

Remember, the purpose of the pre-listing consultation is not just to “win” the listing. It’s to build trust, show professionalism, and help the seller feel confident in their decision to work with you.

Be clear, calm, and consultative—and don’t forget to ask for the listing if it feels right.

📩 Need a template for your listing presentation or help customizing your leave-behind packet?

Reach out to me at risa@kalerealty.com — I’d love to help you prepare to impress and convert!