09/03/2026
I was cleaning out my office and found my old listing presentation. Eighteen inches by twenty-four. I carried this thing to every appointment in 2004.
It didn't fit on most kitchen tables. I'd unzip it, and then there'd be this small negotiation about where it could go.
The page I have open here is about a contact center- staffed seven days a week to answer online inquiries. There's a globe. There's a woman holding a cordless phone. There's a bullet promising that online customers get "the same immediate personal attention as toll-free callers."
Twenty years ago, that was a selling point worth a full laminated page. Answering the internet. Imagine.
But here's what actually strikes me looking at it: everything in this binder was a promise. I'd sit down, talk for forty-five minutes about what I would do, and then leave the house. The seller had to decide based on how convincing I'd been.
That put all the risk on them.
These days, my sellers have seen the pricing strategy, the marketing plan, the photography, and what my recent sellers actually walked away with- all of it before we ever shake hands. The appointment isn't a pitch anymore. It's a conversation about a plan they've already read.
I call it winning before you go. Be prepared before you walk in.
Over twenty years later, I care about the same things. I just don't need a twenty-four-inch binder to prove it. 🤍
Thinking about making a move this fall? Send me a message- I'll get you the whole thing before we ever meet.
