A referral - 1 step

A cultivated lead - 1 step

Unknown lead - 2 step

Direct call - 2 step

Humpty Dumpety recovery service - 3 step

I rarely have time for a second trip, best to get it done all at once.

It depends on the client.  For marketing it usually takes 3 times to be in front of someone before they remember you.

For a listing lead where I have never been in the home before, I would probably have to say 2 steps, 1-to preview home and collect all information 2-to present comps and present listing presentation.

I have used the 1-step when I have been out prospecting door to door and have had homeowners invite me in on the spot.  This is rare, but it DOES happen. 

Jeff, I've evolved from a one-step process to a two-step process, as the amount of paperwork has mushroomed.  

In most cases, the first appointment is a fact-gathering event to meet and greet the sellers and establish rapport, interview the sellers to determine their motivation, and tour the property to assess its size, condition, features, community amenities, etc. With this information in hand, I return with a powerful custimized pricing estimate, marketing plan, and recommendations. 

2. I leave the seed.... how can someone come in and judge your home before seeing it and already have a price?

I use the one step method most of the time.

One step - I want to be the first person in the door and wow my clients. If they choose to talk to someone else my only second step is to give a call and see if they say yes or no. I'm confident that my presentation will bring the right clients and if not that's fine. I just went up against a huge agent and I'm confident when I call tomorrow I will have a new listing. I went up against another huge agent/broker on a previous listing appointment and lost thre listing... the owner called me because I sold a home in their neighborhood fast (42 days), they called the other broker because they were a friend. The broker has WAY over priced the home and now has over 100 days on market. I'm confident they will call me back when they really want to sell.

I use a one step and ask many questions up front.  then present only when all parties are present for listing process.

Usually 1-step (or 0-step?) with referrals whereas with Internet lead, it may be 3 visits!

I'm always ready for the one-step but when after getting there I realize the customer will require a two-step approach, I hold off.

I think it does depend on the client.  Some want to walk the property and talk about things, and then come back and sign paperwork.   I don't get interviewed much, they call me to list their home.   

Jeff,

Ron has devised a three step approach based on the person we are dealing with.  My favorites are the ones who say yes right away...A

It really depends upon the client. There are some people that need time to process things, and don't make quick decisions. When I see that I've encountered someone like this, I don't push and follow up a day or two later.