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Get the Listing Contract Signed Second-to-Last.
The agent below is in California - however the process can be applied anywhere!!! He has 41 pages in his standard listing package - we should consider ourselves lucky when listing Stamford Homes for sale!
Get the Listing Contract Signed Second-to-Last.
I just finished printing 41 pages needed for a standard Silicon Valley listing package.  It's for an appointment tonight.  I don't take listings nearly as often as I used to in my hotshot youth when 90% of my business was listing business.  Nonetheless, over 36 years I've gotten pretty good at it, I think, I want to share the procedure I use. 
The process is intended to help overcome a seller's resistance to various terms of a Listing Agreement.  This post is a suggestion on how to persuade a homeowner to agree with the Listing Agent about: (A) the amount of the Brokerage Fee; (B) the Duration of the listing, and (C) the List Price. 
The homeowner already agreed to hire me, and they know I want to complete all the paperwork we'll need to market their home.  I've already pre-warned them we'll need 2-3 hours for the paperwork. 
I organize the  sequence of the forms from easy to progressively more difficult ones.  I always put the Exclusive Authorization and Right to Sell (the listing contract) second-to-last.  I'll explain why below.
As I go through the forms with the seller, I don't simply ask for their signatures.  I summarize what ... more

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