You cannot be totally on board for this consulting approach to a listing interview unless you agree that:
we market, but don’t sell homes, while we do sell ourselves; and
we should be asking the questions instead of the seller.
After all, when was the last time a doctor immediately showed you a computer slide show of what your surgery would be like? How about an attorney that provided samples of his court briefs? When seeing either of these professionals, you probably experienced something more like this:
a meeting across a desk with certificates and degrees on the wall;
you are asked to describe your situation or problem;
then you were asked a lot of questions;
once they knew the extent of your problem, they let you know how they could help.
In the next step, let's see how we can begin the differentiation process by becoming the interviewer.
