You Had Me at ‘Hello’

Most agents walk into a meeting cold. They show up, shake hands, and start selling themselves from scratch.

The best agents? They’ve already won before they walk through the door. They’re not coming in to show what they can do. They’ve already illustrated how committed, organised and professional they are.

Long before they enter the room, they have set it up so the conversation starts at 70 per cent ‘yes’.

It all happens via pre-framing – where you set the tone, context, expectations and experience before you even meet your potential client in person.

What is pre-framing?

Pre-framing is all about setting the scene. It’s the process of shaping a customer’s expectations, emotions, and mindset before they sit down with you in person.

In many ways it’s the difference between someone thinking: “I’m not sure what this agent will be like” and “I already know what they offer and how they work and I’m excited to hear what they have to say”.

Why pre-framing works

Pre-framing works because it helps potential clients feel comfortable and confident in a decision they’re already in the process of making.

• It tells the client who you are and how you operate, before they have to ask.

• It positions you as the guide, not just another option.

• It builds trust before price, marketing, and commission ever come up.

But how exactly do you put pre-framing into practice so you’re not walking through the door of your next listing presentation cold?

Three ways to pre-frame

There’s a host of ways to implement pre-framing into your daily interactions, allowing you to become the agent that customers choose long before they meet you in person.

1. The ‘I’m on it’ SMS

If you have buyers who are hot to trot in your database, consider sending this SMS to a potential seller prior to your listing presentation:

Hi [Name], really looking forward to meeting in person on [day]. I’ve also taken the liberty of shortlisting our team’s pre-approved, market-informed buyer hot list - I’ll share their situations with you at our meeting.

If you don’t have buyers, consider the following text:

Hi [Name], really looking forward to meeting in person on [day]. I’ll be sharing our strategy for showcasing your home to the largest database of now buyers in the area and also discuss how we create marketing exposure that drives competition to achieve the best sales result.

(That largest database obviously is realestate.com.au)

2. Short Video Message – The Personal Touch

This video takes just 30 seconds to produce on your phone:

"Hi [Name], just wanted to introduce myself before we meet on [day]. I’ve put together some recent results, a marketing outline, our registered buyer list and a few ideas tailored to your property. Looking forward to running through everything in person."

Send via SMS or WhatsApp. It’s instant, human, and sets you apart.

3. Hard Copy Pre-List Kit – The Leave-Behind Before You Arrive

Drop a branded pre-list kit to the seller, containing the following:

• Recent sales in their area

• Case studies with photos and results

• Your marketing calendar, and service promises

• A short bio with personal connection points

• ‘Help Us Help You’ document

• 'Make Your Home Their Dream' Booklet

Have it land before your meeting so they’re already flipping through your work.

The pre-framing advantage

Pre-framing is a great way to make yourself familiar to and memorable with prospective clients. It shows you’re ready to go, and keen to deliver an experience that’s second to none.

When you pre-frame:

• You walk into a warm meeting.

• They’ve already decided you’re prepared, professional, and on their side.

• You’re not selling cold - you’re confirming a decision they’ve half made.

Don’t leave first impressions to chance. Set them up before you show up.

About the Author

Manos Findikakis is the CEO of Agents’Agency, Australia’s first multi-brand real estate network, ‘the only fully integrated solution for you and your people to create an unforgettable experience.’

For all enquiries and more information on how the Agents’Agency can help you take your career to the next level, click here to get in touch.