# Pre-Listing Discovery Checklist

Use this checklist before and during every market appraisal to ensure complete discovery.

## Before the Appointment

- [ ] Research the property (portal history, previous sales, council tax band)
- [ ] Check comparable sales and current competition
- [ ] Review buyer demand data for the area
- [ ] Prepare local market report
- [ ] Check if vendor has sold before (existing client history?)
- [ ] Prepare competitor destroyer questions handout
- [ ] Pre-prepare marketing examples relevant to this property type

## During the Appointment — Discovery Questions

### Motivation (Must Know)
- "Why are you moving?"
- "When ideally would you like to be there?"
- "What happens if the home doesn't sell?"
- "If the home sold tomorrow, what would that allow you to do?"

### Experience
- "Have you ever sold a property before?"
- "How did it go?"
- "What did you like about the process?"
- "What didn't you like?"

### Agent Selection Criteria
- "When selecting an agent, what are the top 3 things you're looking for?"
- "Are you deciding based on things the agent can't control (price) or things they can control (marketing, strategy, negotiation)?"

### Price Expectations
- "What price would you love to achieve?"
- "What price would you be comfortable with?"
- "What price would make you say 'let's not sell'?"

### Authority & Decision Making
- Who are all the decision makers?
- Is there a chain (onward purchase)?
- Solicitor already appointed?
- Mortgage situation on current property?

### Timeline
- Ideal completion date?
- Any fixed deadlines (school terms, job start, lease expiry)?
- Flexibility on timing?

### Competition
- Have you spoken to other agents?
- When are you planning to make a decision?
- What will you be comparing between agents?

## Phil Jones Openers to Use

- "I'm not sure if it's for you, but…"
- "How open-minded would you be to…"
- "Just imagine…"
- "What do you know about how homes are selling here right now?"

## Chris Voss Techniques to Deploy

- **Accusation audit** at the start: "You're probably thinking I'm just another agent trying to get a listing…"
- **Label emotions**: "It sounds like you want certainty about the outcome."
- **Mirror** key phrases to get them to expand
- **Aim for "That's right"** — summarise their position until they confirm

## Discovery Complete Checklist

Before transitioning to closing, confirm you have:
- [ ] Motivation understood
- [ ] Timeline confirmed
- [ ] All decision makers identified
- [ ] Price expectations mapped (love / comfortable / walk-away)
- [ ] Onward move situation clear
- [ ] Agent selection criteria understood
- [ ] Competitive landscape known (other agents being seen?)