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HARRIS AI REAL ESTATE TEAM
LISTING APPOINTMENT BRIEF — GUIDED EXAMPLE
Prepared with the listing-presentation-prep workflow.
Fictional business details. This is an illustrative output, not a record of a client appointment or a live provider session.

APPOINTMENT
Saturday, September 12, 2026, 10:00 a.m.
Sellers: Jordan and Casey Morgan
Property: 18 Maple Lane (fictional example address)
Goal supplied: relocate by October 30 for a new job.
Competition supplied: interviewing one other agent.
Property notes supplied: sellers report roof work in 2022 and a kitchen renovation in 2019. Supporting records have not been supplied.
Price, comparable sales, estimated days on market, showing volume and net proceeds: not supplied. Do not invent them.

1. YOUR 50-MINUTE AGENDA
10 minutes — Walk the property with the sellers. Ask about improvements, condition and anything a buyer should know. Separate seller statements from verified records.
10 minutes — Understand their move, timing, decision process and concerns. Ask before presenting.
5 minutes — Explain the selling process and agree on how decisions will be made.
15 minutes — Review verified comparable sales and pricing choices if available. If they are missing, agree on when you will return with the evidence. Do not improvise a valuation.
5 minutes — Discuss the marketing and preparation that fit this property and their timing.
5 minutes — Confirm the decision and next step. Ask for the listing when price, plan and representation terms are ready for an informed agreement.

2. PRICING DISCUSSION — INPUTS STILL NEEDED
Gather verified comparable sales, relevant current competition, property condition and the sellers’ expectations. Prepare evidence-based pricing scenarios only after those inputs are available. Leave estimated marketing time and showing volume blank unless you have a defensible source.

Words to practice:
“You want to be ready for your move by October 30. Let’s look at the evidence buyers will be comparing so the price and timing work together. I’ll explain the choices and the tradeoffs. We’ll decide on the launch price after we’ve reviewed that information.”

If the comps are not ready:
“I don’t want to give you a number I can’t support. I’ll complete the comparison and we’ll review it together. What time tomorrow would work for that conversation?”

3. TEN QUESTIONS TO ASK
1. What needs to happen between now and October 30 for this move to go smoothly?
2. Have you arranged the next home, or does selling this one come first?
3. If an offer came quickly, how much flexibility would you have on possession?
4. What would make you feel that this sale had been handled well?
5. What have you appreciated—or disliked—when working with an agent before?
6. What price do you have in mind, and what information led you to it?
7. Is anyone else involved in the decision or required to sign?
8. What will you use to compare me with the other agent you’re meeting?
9. What concerns you most about selling while preparing for the move?
10. If we agree on the evidence, the plan and the representation terms, what else would you need before moving forward?

4. EIGHT OBJECTIONS TO REHEARSE
“Can you lower your fee?”
“Let’s look at the work and the terms together. I’ll explain what I’m proposing and why. Which part would you like to discuss before deciding whether this is the right representation for you?”

“An online estimate says it’s worth more.”
“Let’s put that estimate beside the comparable properties and the facts about your home. We need to understand the differences. Once we’ve reviewed the evidence, can we decide on a price we can support?”

“We want to try a higher price first.”
“Tell me what would make that the right choice for you. We should compare the evidence and the possible effect on your October 30 move. Shall we agree on the pricing approach and the date we would review the response?”

“Another agent said they would list it higher.”
“Ask them to show you the evidence behind that recommendation. I’ll do the same for mine. After you compare the reasoning, what else would you need to choose your agent?”

“We might wait until spring.”
“Has the relocation plan changed? If waiting is a real option, let’s look at what you would need to arrange in the meantime. What information would help you make that timing decision?”

“We want to think about it.”
“Of course. Which part needs more thought: the price, the plan or working together? Let’s answer what we can now and set a specific time to talk through anything that remains.”

“We have a friend in the business.”
“I understand. You should be comfortable with the person representing you. What would help you compare the service and approach fairly before making that choice?”

“We may try selling it ourselves.”
“What appeals to you about doing it yourself? Let’s talk about the work involved and what you want handled during the move. Then you can decide whether the representation I’m proposing fits your needs.”

These are practice drafts. Adapt them to your voice, the conversation and your brokerage’s standards. No fee or representation term has been agreed in this example.

5. THE CLOSING CONVERSATION
When the missing information has been resolved:
“You’ve said that the October 30 move and a clear communication plan matter most. We’ve agreed on [supported price], [launch date] and the representation terms. The next step is to review and sign the listing agreement so we can arrange [confirmed preparation]. What questions should we resolve before we do that?”

If they need another conversation:
“Let’s set the next time now. Would [specific available time] work? I’ll bring [the information they need] so we can make the decision.”

6. SELLER LEAVE-BEHIND — PROPOSED FIRST SEVEN DAYS
Launch price: to be confirmed after the market review.
Launch date: to be agreed.
Day 1: confirm representation, pricing, access and the seller’s preparation priorities.
Days 2–3: arrange agreed photography and preparation, subject to actual availability.
Days 4–5: review the listing facts and marketing drafts. Secure seller and brokerage approvals as required.
Days 6–7: launch when the agreed prerequisites are complete, or revise the schedule together.
Communication: propose a Friday update and an agreed process for sharing meaningful feedback. Confirm what you can deliver before promising it.
Agent name and contact details: add your own.

7. BRING AND VERIFY
Broker-approved listing agreement and applicable disclosures.
Verified comparable-property information and source dates.
Net-sheet inputs if you intend to discuss proceeds; do not invent expenses.
Your actual service and marketing plan.
Questions about ownership, signing authority, condition and improvement records.
Your available follow-up times.

YOUR NEXT ACTION
Supply the verified pricing inputs, check this brief and rehearse your close and two likely objections. Ask Steve: “Practice with me. Play the seller and ask one question at a time.”

Harris standard: prepare the work, verify the facts, keep the relationship human.
See the complete team: https://ai-team.timandjulieharris.com/team