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A strong campaign begins before launch. The Set to Sell meeting is a crucial step that creates structure, alignment and clarity for your vendor.
A Set to Sell meeting is one of the most powerful tools an agent can use to set a campaign up for success. When done properly, it strengthens trust, removes uncertainty and significantly increases your list to sell ratio. It ensures both you and the owner begin the campaign fully aligned, which prevents confusion and stress once buyer activity begins.
Timing is essential. The meeting should take place twenty four to forty eight hours before the campaign launches. This allows the owner to make any final adjustments and gives you space to walk them through the strategy while everything is still fresh. Any closer to launch creates unnecessary pressure, and any earlier risks losing clarity.
Ideally, this meeting is held face to face. If that is not possible, Zoom or FaceTime is the next best option. The purpose is connection. You are setting the tone for the entire campaign, and the owner needs to see that you are fully engaged and prepared.
A high quality Set to Sell meeting should include:
- Reinforcing the campaign process and outlining expectations for week one
- Confirming how communication will work and when updates will be delivered
- Preparing the owner for the pace and style of buyer enquiry
- Explaining how you will manage conversations, questions and requests from buyers
- Discussing the value of early momentum and why one to three buyers may preview the home before launch
- Clarifying open home structure, follow up, feedback and negotiation flow
- Making any final presentation or preparation recommendations
Most owners have limited experience with the sales process. They often do not understand how fast things move, how early feedback should be interpreted or what the next steps look like. By guiding them through the journey before launch, you remove guesswork and place them in the right headspace for the campaign.
The Set to Sell meeting is not an optional extra. It is a non-negotiable step for agents who want consistency, control and strong service. It positions you as the trusted adviser from the first day of the campaign and builds confidence in the process you are about to lead.
If you want smoother campaigns, stronger alignment and a higher list to sell ratio, the Set to Sell meeting must be part of your routine every single time.
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