# Set-to-Sell Meeting Script

From Tom Panos (Real Estate Gym). Use in the last 10 minutes of the market appraisal after the vendor has agreed to instruct you.

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## The Script

> "Before I leave today, I want to let you know that over the next few weeks quite a few things are going to happen. I want to walk you through them now because it will help you understand what to expect."

### 1. The Early Quick Sale

> "We may be fortunate enough to have your property under offer within the first week or two. Some vendors worry that means they've priced too low. But actually, it often means there were buyers already waiting in the market. Remember — it's not how long your property has been on the market, it's how long the buyer has been in the market."

### 2. Managing Offers

> "Some of the offers we receive may not be where you'd like them. But I'm legally obliged to present every offer to you. When we get one that's lower than expected, please don't shoot the messenger — I'm simply relaying what the market is telling us. We'll work together on how to respond."

### 3. Other Agents Approaching You

> "When your board goes up, other agents may contact you claiming they have buyers. If that happens, just let me know and I'll make sure we arrange access for any genuine buyer. I'll handle it so you don't have to."

### 4. Communication Preferences

> "I'd like to ask — what frequency of updates would you prefer? Daily, every couple of days, weekly?"

> "And how would you like me to communicate with you? Phone call, text, email, or a combination?"

### 5. Property Presentation

> "You never get a second chance at a first impression. Please have the property looking its best for every viewing. And if possible, it helps if you're not at home during viewings — buyers feel more comfortable and start to imagine it as their home, which is the emotional connection that drives top offers."

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## Why This Matters

This script:
- Sets expectations upfront so there are no surprises
- Reduces vendor anxiety during the sales process
- Positions you as a professional who has done this many times
- Prevents common friction points (low offers, other agents, presentation)
- Establishes your communication rhythm from day one

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## Immediate Next Steps After Instruction

1. Agree the asking/guide price
2. Book professional photography and video
3. Arrange EPC if not already done
4. Prepare property particulars and descriptions
5. Set launch date (allow time for marketing prep)
6. Brief your registered buyers
7. Plan social media launch campaign
8. Confirm viewing availability with vendor