Question 1

What questions should you ask to pre-qualify a listing appointment?

Accepted Answer

Kari Kohler follows the Mike Ferry pre-qualification. She asks whether the seller feels comfortable and confident with her, whether they plan to list at the price she recommends, and whether they will sign a listing agreement that night. Having those answers in advance is what lets her keep the appointment short.

Question 2

How long should a listing appointment take?

Accepted Answer

Kohler aims for 30 minutes or less and has signed a $1.1 million listing in under 15 minutes. The appointment is short because the seller has already received a pre-listing package and answered her pre-qualification questions, so she is confirming a decision rather than presenting to a cold room.

Question 3

How do you charge a higher commission than other agents in your market?

Accepted Answer

Kohler charges 5% and 6% where the standard around Chicago is 5%, and keeps 3.5% on a 6% listing. Moving from 5% to 6% adds a full point rather than half. She treats mastering four or five commission scripts as easier than winning and selling another listing.

Question 4

What time of day should real estate agents prospect?

Accepted Answer

Kohler prospects in the morning and says she feels like she has not brushed her teeth if she skips it. She is at the office at 7:00, role plays for 20 minutes, and is dialing at 8:00 for three hours. Evening calls she treats as a bonus rather than the main block.

Question 5

How do you stay motivated to prospect every day?

Accepted Answer

Kohler wrote out what happens if she does not get on the phone three hours a day. As the primary breadwinner it came down to the mortgage, the bills, her sons’ choice of college and family vacations. She describes the list as painful enough that she cannot dance around it.