Today’s topic was inspired by a listener request, and Matt and Garrett are very excited to finally  dive in and discuss the Sweet 16 Listing Presentation. Hailed as “The World’s Greatest Listing Presentation,” this process engages potential clients immediately, and provides all the tools you need to position yourself as a trusted advisor, get more listings (and sell them faster), identify your client’s greatest fears, and differentiate yourself from the competition. The 16 Step Selling Process creates clarity and sets you up to list a seller, not just a home. It allows you to make sure all parties are on the same page, and set expectations for your work together as a team. Join our hosts as they highlight the critical questions provided in the 16 Step Selling Process (you can find the entire list in the Ninja Selling Appendix). They revisit Garrett’s strategy to provide homework to his clients in order to gauge whether they are truly sellers, and explain the ‘One of three things’ conversation that so many agents unfortunately skip in favor of simply getting the listing at all costs. Matt and Garrett also talk about what to do if you feel your goals are not in alignment with a potential client, and debunk the myth that agents have to take every listing offered to them. You’ll hear about whether your clients are willing to list (not sell) their home for fair market value, the dangers of both underpricing and overpricing, and the importance of confirming your clients’ Plan B should their home fail to sell or get the price they were looking for. Garrett shares his favorite question to ask at the end of each meeting, and the show ends with an important reminder never to skip any of the questions in the Sweet 16 Listing Presentation, as each step is so crucial in demonstrating how great you are as an advisor, and putting yourself and your clients in the best possible position to actually sell their home. Thank you so much to Ana Patrice for her suggestion on today’s show. You can share your ideas for future episodes, ask questions, and get in on the conversation by joining the growing Ninja Selling Podcast group on Facebook at www.facebook.com/groups/theninjasellingpodcast. And a reminder that if you have not been accepted to the group yet, please check your messages for a follow-up from Matt. You can also leave a voicemail with your direct feedback at 208 MY-NINJA.   Episode Highlights: Sweet 16 Listing Presentation is the only and best way to start off the relationship with your clients Sets the stage for everything and gives you the right questions to ask Listing a home versus listing a seller People who are only listing due to favorable marketplace shifts  are not sellers Sweet 16 Listing Process can help you turn those people into sellers Speak to all the decision makers to clarify why they are selling their home and make sure everyone is on the same page Whether to make it a One-Step or Two-Step process is market specific Start with a home tour How to gently provide recommendations Owning your process and the importance of having control Making a home easy to buy - so desirable that buyers will consider it a no-brainer to put in an offer Following up on your listing packet - sellers will have read it and taken it seriously, but if you’re just listing a home, they will simply be waiting for you to give them a price The “One of three things” conversation to have when you first meet with a client This levels the playing field, shows that you’re honest, ensures that you are upholding your fiduciary duty, and establishes your commission guidelines Asking clients whether they are willing to list their home for fair market value Emotional value versus market value Positioning versus pricing Dangers in both underpricing and overpricing Asking clients about their Plan B if their home does not sell or they do not get the offer they’re hoping for Gives them clarity and allows them to move quickly through the process If you find yourse