How to Handle Your First Listing Appointment: A Texas Agent's Playbook
How to Handle Your First Listing Appointment: A Texas Agent's Playbook
March 2026 | Guides
You just got a call. Someone wants you to come look at their house. They might list with you.
Your stomach just did a backflip. That's normal.
The short version: Your first listing appointment isn't about having a perfect pitch — it's about preparation, pricing strategy, and listening more than talking. Texas agents who follow a structured approach convert listing appointments at 40-60%, while those who wing it hover around 15-20%. Here's exactly how to prepare.
Before You Walk In the Door
The listing appointment is won or lost before you arrive. Most new agents spend all their energy on the presentation and zero energy on the prep work that actually matters.
Research the Property (30 Minutes)
Pull these before every appointment:
- Tax records from the county appraisal district (every Texas county has these online)
- MLS history — has this home been listed before? When? At what price? Did it expire?
- Comparable sales — 3-5 closed comps within 0.5 miles, similar size, within last 6 months
- Active competition — what's currently for sale in the neighborhood and at what price?
- Days on market for the area — the January 2026 Texas average was 72 days, but this varies wildly by metro
Research the Seller (15 Minutes)
This isn't stalking — it's preparation.
- How long have they owned the home? (Tax records show this)
- Did they buy during the 2020-2022 price surge? (They likely have significant equity)
- Is this a primary residence or investment property?
- Why are they selling? (You won't know this yet, but think about likely scenarios)
Prepare Your CMA
A Comparative Market Analysis is your pricing weapon. For Texas markets in 2026:
- Pull 5-7 comparable sales (closed within 90 days, within 1 mile, ±20% square footage)
- Include 2-3 active listings (these are the competition, not the comps)
- Include 1-2 expired/withdrawn listings (these show what the market rejected)
- Calculate price per square foot for each comp
- Adjust for differences — pool (+$15,000-25,000 in Texas), updated kitchen (+$10,000-30,000), garage, lot size
Present a price range, not a single number. "Based on comparable sales, I'd recommend listing between $345,000 and $360,000" is more credible and flexible than "$352,000."
The Appointment Structure
You have roughly 60-90 minutes. Here's how to use them.
Phase 1: The Walk-Through (15-20 Minutes)
Do this first. Before any presentation, ask to see the house.
Why? Three reasons:
- It shows you care about their home, not just your pitch
- You'll spot features and issues that inform your pricing
- It builds rapport — people love showing off their home
During the walk-through: - Compliment specific things (not "nice house" — "this kitchen island is great for entertaining") - Take notes on upgrades, condition, and potential concerns - Ask questions — "When did you update the bathrooms?" "How old is the roof?" - Note the negatives silently — you'll address these in pricing, not during the tour
Phase 2: The Conversation (20-30 Minutes)
Sit down at their kitchen table (not the formal dining room — too stiff) and have a conversation. Not a presentation. A conversation.
Questions to ask:
- "What's driving your decision to sell?" (Motivation tells you everything)
- "Where are you moving to?" (Timeline and contingency info)
- "When would you ideally like to close?" (Urgency level)
- "Have you talked to any other agents?" (Competition awareness)
- "What's most important to you in choosing an agent?" (This tells you what to emphasize)
Listen to the answers. Really listen. Most new agents are so nervous they're rehearsing their pitch instead of hearing what the seller actually needs.
Phase 3: The Pricing Discussion (15-20 Minutes)
This is where you earn or lose the listing.
Present your CMA clearly:
- Show the comparable sales on a map (visual context matters)
- Walk through each comp — what's similar, what's different, why it sold at that price
- Show the price-per-square-foot range
- Present your recommended list price range
Handle the "my home is worth more" conversation:
Every seller thinks their home is worth more than comps suggest. In Texas, the average seller overestimates by 5-8% according to Zillow's 2025 seller expectations data.
Your response: "I understand — and there are definitely features here that set your home apart. Let me show you what happened with homes that listed above this range in your area."
Then show the expired listings. Nothing is more persuasive than seeing homes that sat for 90+ days because they were overpriced.
Never agree to an inflated price just to get the listing. You'll waste 90 days, damage your reputation, and likely lose the listing anyway when it expires.
Phase 4: Your Services (10-15 Minutes)
Keep this tight. You're not reading a brochure. Cover:
- Marketing plan — professional photos (non-negotiable in 2026), virtual tours, MLS syndication, social media promotion
- Communication — how often you'll update them, what to expect
- Showing process — how you handle showings, feedback, and security
- Negotiation approach — brief overview of how you handle offers
- Your availability — this matters more to sellers than your sales volume
What not to do: Don't trash other agents or brokerages. Don't make promises about price you can't keep. Don't talk about yourself for 20 minutes.
Phase 5: The Close (5-10 Minutes)
New agents overthink this. Here's what works:
"Based on everything we've discussed, I'm confident I can get your home sold in the $345,000-$360,000 range within 45-60 days. Would you like to move forward?"
Then stop talking. Seriously. The first person to speak after the close question loses.
If they say they want to think about it: "Of course. What questions can I answer to help with your decision?" Then schedule a follow-up within 48 hours.
The Texas-Specific Details
TREC Forms You Need
For a Texas listing appointment, have these ready:
- Information About Brokerage Services (IABS) — required by TREC before any substantive discussion
- Listing Agreement (TAR Form) — don't sign at first meeting unless they're ready
- Seller's Disclosure Notice — required by Texas Property Code §5.008
- Lead-Based Paint Disclosure — required for homes built before 1978
Presenting the IABS first isn't just legal compliance — it's a professionalism signal. Hand it over early and explain it briefly: "Texas requires me to provide this before we discuss representation. It outlines how brokerage relationships work."
Texas Commission Realities Post-NAR Settlement
Since the NAR settlement changes took effect, Texas buyers' agents can no longer have their commission published on the MLS. This means:
- Sellers can still offer buyer agent compensation, but it's communicated off-MLS
- You should discuss buyer agent commission strategy with your seller
- A competitive buyer agent commission (2.5-3%) still helps sell homes faster in most Texas markets
- Document everything — TREC takes disclosure seriously
Pricing by Texas Metro
Average days on market and pricing dynamics vary significantly:
- DFW: 58 days average DOM, prices up 3.1% YoY. Competitive market — price at comps, not above.
- Houston: 65 days average DOM, prices up 1.8% YoY. More inventory means more negotiation.
- Austin: 78 days average DOM, prices flat to down 0.5% after correction. Be conservative on pricing.
- San Antonio: 70 days average DOM, prices up 2.4% YoY. Steady market with room for modest appreciation.
Common First-Appointment Mistakes
Talking Too Much
The #1 mistake. New agents are nervous, so they fill silence with words. The best listing agents talk 40% of the time and listen 60%.
Not Bringing Comps
Showing up without a CMA is like showing up to a job interview without a resume. It tells the seller you're not serious.
Agreeing to an Unrealistic Price
A listing that sits for 90 days at an inflated price costs you money (marketing, time, opportunity cost) and damages the seller's outcome. Price it right or walk away.
Focusing on Your Brokerage Brand
Sellers don't care which brokerage you're with. They care whether you'll sell their home at a good price in a reasonable timeframe. Lead with your plan, not your logo.
Not Following Up
50% of listing appointments that don't convert immediately can still be won with follow-up. Send a thank-you text within 2 hours. Email the CMA that evening. Call in 48 hours.
What This Means for Your Business
Here's where I'll be direct.
Your first listing appointment will feel like the most important meeting of your career. It kind of is — not because of this one listing, but because the habits you build now will determine your conversion rate for years.
Agents who prepare structured CMAs, listen more than they talk, and follow up consistently convert listings at 2-3x the rate of agents who wing it.
And here's the business math: at 12 listing appointments per year with a 50% conversion rate, you list 6 homes. At the Texas median of $340,000 and 3% commission, that's $61,200 in listing-side commission alone — before any buyer deals.
At a flat-fee brokerage paying $99/month? You keep $59,988 of that.
At a 70/30 split? You keep $42,840.
Same effort. Same skill. $17,148 difference based solely on your brokerage cost structure.
Bottom Line
- Preparation beats presentation — research the property, the seller, and the market before you arrive
- Listen more than you talk — the seller's motivation and concerns are your roadmap
- Price with data, not hope — use comps, show expired listings, present a range
- Know your Texas forms — IABS first, always; Seller's Disclosure ready
- Follow up within 48 hours — half of lost listings can be recovered with persistence
- Keep your costs low — the less you pay your brokerage, the more flexibility you have while building your career
Your first listing appointment won't be perfect. It doesn't need to be. It needs to be prepared, honest, and professional. The rest comes with repetition.
Sources: - Texas Real Estate Research Center, January 2026 Market Statistics - National Association of Realtors, 2025 Profile of Home Buyers and Sellers - Zillow Research, 2025 Seller Expectations Survey
RaiderX gives Texas agents 100% commission and real support — so you can focus on winning listings, not paying fees. Learn more →