Before we sit down, I thank them for having me to their home and I ask them to take me on a tour of their home and to "sell" me the home.

Joseph, we thank them for the opportunity to meet with them is the first thing we will say.

Joesph Padovich - 'Great Home. This will sell if we do everything right! As I settle (near kitchen table usually), shall we take a tour of your home before I start?)

(All Brian Buffini, sir!)

We will sell your home - I am confident!

We will sell this home! Quickly and the best possible net to you!

May we please walk through your home? 

I comment on what they have exhibited, what is on display, to be important to them. 

A front yard rich of blooming flora, a flag flying high, a library full of books, images of Mom and Dad, children and grand children, evidence of sports, clear evidence of personal craftsmanship, all provide the best access to what is of great value to the home owner and the enthusiastic invitation to see the rest of the home.

"Can you show me what else you have done?"

Hi Joseph - I say hello and a few pleasantries and ask(or re-confirm) the time we will have for our meeting and ask them what they would like to accomplish.  I ask that because I have people say --- we want you to sell our home and we want to get started.   That makes the meeting much more efficient.  

One of the very first things I ask is have you ever sold a home before? Also I ask about their time frame and moving plans. This gives them time to talk and lets them know I am interested in them.

I introduce myself and hopefully I can compliment them on something, like their home or a piece of furniture to break the ice and get them relaxed.

I smile and thank them for inviting me into their home.

I thank them for having me over and try to find something to "ping" on in the house.  If I am really lucky, they will have a dog or cat around. 

I always try to find something around the house/room to compliment them on or to start a good conversation.  I find it impersonal to jump right to business. 

I ask the seller about their day and also ask them to show me their home. I use this time for rapport building and general conversation.

Start with many questions.

I try to tell them on the phone ahead of time what we'll do when we meet; ie: "When we meet, I'd love to have you walk me through your home and point out its features. Then we can sit down and go over the information I've brought for you." One benefit of this, is that it's not a surprise to the person when you ask to walk through their home. Believe it or not, there are people who think  you're just going to sit at the table with them. Maybe they haven't cleaned up the rooms and would be embarrassed to have you see them.

When I arrive, I thank them for taking the time to meet with me and I try to find a something to compliment about the house or an item in the house. After that, I'll ask if we can start by having them show me through their home. 

What do you think my home is worth?