Getting the listing appointment is only half the battle. Most agents show up unprepared, leave behind a folder, and pray for the best. Top agents walk in already knowing they have the business — because their system did the selling before they arrived.

In this episode, Tim and Julie Harris break down their proven 7-step listing process — the same system they used to list and sell thousands of homes and that their coaching clients have used for decades to build predictable, profitable real estate businesses.

This is not a theory episode. This is a step-by-step breakdown of exactly how to prepare for, present at, and close listing appointments at the highest level — and why the opportunity to do exactly this has never been greater than it is right now in 2026.

With 43 to 50 percent of spring listings expected to expire in most markets, the pipeline of motivated, receptive sellers is about to flood the market. The agents who understand how to pursue expired listings with a structured process will build more momentum in the second half of 2026 than most agents will generate in two full years.

What you will learn in this episode: how to pre-qualify sellers before you ever step foot in their home and why skipping this step is the single most expensive mistake in the listing process; what belongs in a pre-listing pack and why it does most of the selling for you before the appointment even begins; why sending the CMA, the net sheet, the listing paperwork, and the Seller Survival Guide in advance removes objections before they become conflicts; why going last on a listing appointment gives you a massive structural advantage over your competition; why paper outperforms digital tools in the listing presentation and what it costs you to put a screen between you and the seller; why under-commissioning and overpricing are not competitive strategies but career-ending habits; and why your 2027 business is being built right now, in the third quarter of 2026 — not in October.

If you are serious about becoming a listing-focused agent and building a business that creates real freedom, this episode is required listening.

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