Listing appointment practice
Rehearse the 100 questions sellers ask most at a listing appointment. A seller voice asks each one out loud, you answer out loud and play it back, then see what they’re really asking, a few tips and a strong sample answer.
AI voice The seller and sample-answer voices are AI-generated. Your recorded answers stay in your browser and are never uploaded.
See it in action
0:51 · soft musicPicking a topic, answering a seller’s question out loud, and checking the tips and a sample answer.
How it works
- Asked out loudA seller voice asks each question aloud, the way it comes up across the kitchen table.
- Answer out loudRecord your answer and play it back. The recording stays in your browser and is never uploaded.
- What they’re really askingEvery question explains the worry behind it, with tips and a strong sample answer you can hear.
- Six question decksWhy you, pricing, your fee and the agreement, marketing and showings, offers to closing, and tough moments.
- Practice your weak spotsMark each answer nailed it, okay or needs work, then practice just the ones that need work.
- Mock appointmentTen random questions in a row, with no peeking at the answers until the end.
Free for real estate agents
Sign in with a free OfferBacked account to start practicing.
The questions
Every question comes with what the seller is really asking, tips and a sample answer inside the practice tool.
Why you 17 questions · Experience, how you work and what makes you different.
- “So why should we hire you over the other agents we’re talking to?”They want a clear reason to choose, in their terms, not a list of awards.
- “How long have you been doing this?”They’re asking whether you can handle problems you haven’t seen yet.
- “How many homes have you sold in this neighborhood?”They want to know if you understand their market and their buyers.
- “Are you full-time?”They’re worried you won’t be available when it counts.
- “Will we be working with you, or with someone on your team?”They want to know who will actually pick up the phone.
- “How often will we hear from you?”Silence is the number one complaint sellers have about agents.
- “Can we talk to some of your past clients?”They want proof from someone who isn’t you.
- “What makes you different from every other agent?”Every agent says they’re different. They want something concrete.
- “What do you do that a discount agent doesn’t?”They’re weighing your value against a lower fee.
- “Do you have experience with homes like ours?”Their home has something unusual, and they want to know you get it.
- “What happens if we’re not happy with you?”They want an exit before they sign.
- “Why did you get into real estate?”It’s a personal question. They’re deciding if they like and trust you.
- “Do you work with buyers too? Won’t that be a conflict?”They’ve heard about agents representing both sides.
- “What’s your average days on market?”They’re asking how long their life will be on hold.
- “Are you a REALTOR®, and does that matter?”They’ve seen the term and want to know what it means.
- “What questions should we be asking you that we haven’t?”They’re testing whether you’ll be open with them.
- “Why should we trust your price over the others?”Different agents gave different numbers and they don’t know who to believe.
Pricing 17 questions · What it’s worth, online estimates and pricing strategy.
- “So what do you think our home is worth?”The most important question. They want a number and a reason.
- “Another agent said we could get a lot more. Why is your number lower?”They want to believe the higher number. You need to protect the relationship and the truth.
- “Zillow says our home is worth more than that.”Online estimates feel official. They’re not sure who to believe.
- “Can we start high and come down if it doesn’t sell?”They want to test the market without losing anything.
- “How did you come up with that number?”They want to understand, not just accept.
- “We paid a lot for our renovations. Won’t we get that back?”They’re emotionally and financially invested in their updates.
- “Should we fix things before we list?”They don’t want to waste money or leave money on the table.
- “What if we just list it and see what happens?”They’re avoiding a decision about price.
- “Why did that house down the street sell for so much?”They’re anchoring on the best sale they’ve heard about.
- “Is now a good time to sell?”They’re wondering if waiting would be smarter.
- “How do you know buyers will pay that?”They want evidence, not confidence.
- “What if it appraises for less than the sale price?”They’ve heard horror stories.
- “What’s our home’s best feature, in your opinion?”They want to know you see the value they see.
- “How much will we actually walk away with?”Net proceeds matter more than price.
- “Should we offer a credit or concessions to buyers?”They’ve heard buyers are asking for help with costs.
- “Our neighbor listed for more and it’s still sitting. Does that hurt us?”They’re worried about competition next door.
- “What happens if we don’t get any offers?”They’re afraid of failure.
Your fee and the agreement 17 questions · Commission, what’s included, buyers’ agents and the listing agreement.
- “What’s your commission?”They want a number, and they want to know it’s fair.
- “Would you lower your commission?”They’re testing your confidence and your value.
- “Do we have to pay the buyer’s agent?”Since the 2024 settlement, many sellers are confused.
- “What does your fee actually include?”They want to see the work.
- “Is there a fee if the house doesn’t sell?”They’re worried about paying for nothing.
- “How long is the listing agreement?”They don’t want to be locked in.
- “Can we cancel the listing if we change our minds?”Life changes. They want to know the exit.
- “Why shouldn’t we just sell it ourselves?”They’re thinking about skipping an agent entirely.
- “Another agent offered a lower fee. Can you match it?”They’re shopping on price.
- “Do you charge any other fees, like admin fees?”They’ve been surprised by extra charges before.
- “What if a buyer comes without an agent?”They wonder who represents whom and what it costs.
- “Will you put a sign in the yard and list it on the MLS?”They want to know they’ll get full exposure.
- “How do you get paid exactly?”They want to know nothing comes out of pocket.
- “Do we need to sign today?”They feel pressured.
- “What if we find the buyer ourselves?”They know someone who might buy.
- “Is your fee tax deductible?”They’re asking a tax question.
- “Can you guarantee the house will sell?”They want certainty.
Marketing and showings 17 questions · Photos, online exposure, open houses and living through showings.
- “How will you market our home?”They want to see effort, and where buyers will see their home.
- “Do you use professional photographers?”Photos are where buyers decide whether to visit.
- “Do open houses actually work?”They’re wondering if it’s worth the hassle.
- “Who will be in our house during showings?”Safety and privacy concerns.
- “How do we handle showings with kids, pets and work?”They’re dreading the disruption.
- “Will our home be on Zillow and Realtor.com?”They know that’s where buyers look.
- “Should we stage the house?”They wonder if it’s worth the cost.
- “Can we be home during showings?”They want to answer buyers’ questions.
- “What about a “coming soon” or private listing?”They want to test the market quietly.
- “How will you write the description?”They want to know you’ll get the features right.
- “Will you tell us what buyers say?”They want honest feedback, even when it hurts.
- “Do you do video or virtual tours?”They’ve seen them online and wonder if they matter.
- “What should we do to get ready?”They want a to-do list.
- “What about our neighbors? Should we tell them?”A small question that shows they’re thinking ahead.
- “Do you use social media to market listings?”They want modern marketing.
- “How do you handle lockboxes and keys?”Practical security question.
- “What if we get an offer before we go live?”They wonder if they should take an early offer.
Offers to closing 17 questions · Timing, multiple offers, inspections, appraisals and closing.
- “How long will it take to sell?”They’re planning their life around the answer.
- “Should we buy our next home first or sell first?”A stressful timing puzzle.
- “How do you handle multiple offers?”They want to get the best deal, fairly.
- “What happens after we accept an offer?”They don’t know the steps.
- “What if the inspection finds problems?”They’re afraid of a long repair list.
- “What will our closing costs be?”They want no surprises.
- “Can we stay in the house for a while after closing?”They need time to move.
- “What if the buyer’s loan falls through?”They worry the deal will collapse.
- “Should we accept a cash offer for less?”Certainty versus price.
- “What’s an escalation clause, and should we accept one?”They’ve heard the term.
- “What do we need to disclose?”They’re worried about liability.
- “What if the appraisal is low?”A common deal-killer.
- “How do you decide which offer is best?”They want a framework.
- “Do we need to be at closing?”Logistics question.
- “What can go wrong between contract and closing?”They want to prepare for problems.
- “Should we take the first offer we get?”They’ve heard the first offer is often the best.
- “Can we accept a backup offer?”They want a safety net.
Tough moments 15 questions · Objections, hesitation and hard conversations.
- “We want to think about it.”Often a polite no, or a concern they haven’t said yet.
- “We’re interviewing two other agents.”They’re comparing. You need to stand out without pressure.
- “My cousin is an agent. We might use her.”A family obligation, not a judgment of you.
- “Our home was listed before and didn’t sell. Why would you do better?”They’re burned and skeptical.
- “We had a bad experience with our last agent.”They’re telling you what not to do.
- “We’re not in a rush. We’ll sell if we get our price.”They want to test a high price with no plan.
- “Why did your last listing take so long to sell?”They did their homework.
- “We’re going through a divorce and don’t agree on much.”An emotional, delicate situation.
- “This was my parents’ house. It’s hard to let it go.”Grief, not just a transaction.
- “We think your marketing plan is the same as everyone’s.”They want something that feels special.
- “Online reviews say agents just put a sign out and wait.”They doubt the value of agents in general.
- “Can you promise us a higher price than the other agent?”They want you to buy the listing.
- “We don’t want strangers walking through our house.”Privacy and safety fears.
- “What happens if we need to back out of a sale?”They’re afraid of commitment.
- “Will you be honest with us even if it’s bad news?”They’re asking if they can trust you.
Common questions
How does listing appointment practice work?
Pick a deck or a mock appointment. A seller voice asks a question out loud, you answer out loud while your browser records, then you play your answer back, compare it with the tips and a sample answer, and mark how it went.
Is my recording uploaded?
No. Your answer is recorded and played back in your own browser and is gone when you leave the page. We never receive it. Your “how it went” marks are saved only in this browser.
Are the sample answers scripts I should memorize?
No. They show one strong way to answer. Use your own words, your own numbers and your own track record, and follow your brokerage’s policies.
What should I say about commission?
Commissions are negotiable and aren’t set by law or by any association. Since the 2024 National Association of REALTORS® settlement, offers of compensation to buyers’ agents can’t be made in the MLS, and buyers sign written agreements with their own agents. Explain what your fee covers, what the seller may choose to offer buyers’ agents or buyers, and how that can affect the sale, and check your brokerage’s rules.
Is it free?
Yes, for agents with a free OfferBacked account. Agents with a Spotlight or Directory ad can also choose the seller’s voice and add their own questions.
Do I need a microphone?
To record your answers, yes; a phone or laptop microphone is fine. Without one you can still listen to the questions and read the tips and sample answers.
OfferBacked is not affiliated with the National Association of REALTORS®. Sample answers are examples, not legal advice. More free tools: Simple client CRM · Design Studio · Buyer presentation builder · All agent tools