Most agents say they want more listings. But when the opportunity shows up, they don’t do what’s necessary to actually secure them.
I’ve been in this business for over 25 years. I’ve sat at thousands of kitchen tables. And I can tell you, there are nine clear mistakes agents make when they’re in front of a seller. If you eliminate these, you’ll dramatically improve your odds of walking away with the signed contract.
Let’s break them down.
Mistake #1: No Follow-Up Before the Appointment
You book the appointment, and then… nothing.
If you’re not sending anything before you show up, you’re missing a massive opportunity. A pre-listing package, a professional video, a simple email with reviews and track record, these things matter.
We’ve had sellers respond to our videos with: “Thanks so much for this. Looking forward to working with you.” That’s a soft “yes” before you even step into the house.
Compare that to showing up cold with nothing. Who do you think has the advantage?
Mistake #2: Not Pre-Qualifying the Seller
Skipping pre-qualification is like walking into an ambush.
If you don’t know:
- Where the seller is going
- What price they have in mind
- What’s most important to them in an agent
…then you’re setting yourself up to get blindsided. Pre-qualify every single time.
Mistake #3: No Differentiation
Most agents have a three-point plan: put up a sign, put it online, and wait.
If you don’t clearly explain how you’ll sell differently, and better, you’re blending in with the crowd.
Points of difference matter. Sellers want to know why they should choose you over the other two agents they’re interviewing.
Mistake #4: Nothing Left Behind
Walking in with just a listing contract and some comps? That’s bush league.
Always leave behind something professional:
- A printed marketing package
- Your sales track record
- Testimonials and rankings
If you don’t get the signature right away, the materials you leave behind can keep you top of mind.
Mistake #5: Winging the Presentation
“I don’t need scripts, I’ll just wing it.”
That’s the fastest way to lose a listing.
Top agents know exactly what to say in every situation. They’re scripted. Not robotic, but prepared. Winging it leads to rambling and mistakes. A clear, practiced presentation wins.
Mistake #6: Overpromising and Underdelivering
If you say you’re going to call on Tuesday at 3:00 and you don’t, you just broke trust.
If you promise a full marketing plan and all you do is throw the home online, you just lost credibility.
Do what you say you’re going to do. That alone will put you ahead of 80% of the industry.
Mistake #7: Avoiding Tough Conversations
Pricing. Marketing. Timing.
These conversations aren’t easy, but they’re necessary. Sellers don’t hire you to tell them what they want to hear. They hire you because you’ll give them honest advice and a plan that works.
Avoiding these discussions might feel comfortable in the moment, but it costs you listings long-term.
Mistake #8: No Follow-Up After the Appointment
You met the seller, and then you ghost them?
That’s a bonehead move. Ask when it would be a good time to follow up. Stay in touch.
Most agents stop after one or two calls. The best agents keep going until the seller is ready to move forward.
Mistake #9: Talking Too Much
It’s not about you. It’s about the seller.
If you’re dominating the conversation, rattling off stats, and not asking discovery questions, you’re missing the point.
Top performers talk less and listen more. They ask, “How does this sound so far?” and let the seller do most of the talking.
The Bottom Line
Avoid these nine mistakes and you’ll instantly separate yourself from the average agent. And if you want to practice conversations like these with me, sign up for a free BAMx trial and join me for live role play every week.
