I ask for their trust and tell them I don't want to list their house I want to sell it. Most agents just want the listing.

we do a two step listing presentation....the first step is to collect information about the home, the seller's plans and to give info about us ....the latter is done in a three ring binder that we leave for them to keep.... it has three sections....who we are; what we do and how well we do it....and that's all any seller wants to know....

I've always been of the opinion that it's gaining the trust and empathy of the sellers that is crucial to gaining a listing, no matter how powerful your listing presentation is.

Get the seller sign the agreement, instantaneously.

Our track record!

Stripers.   Ok, all joking aside try and make it more personsal.   People tend to remember when you can connect with them on that level.  Good luck.

I would publish at the sales retreat, with a great big, largest you can purchase banner, maybe a half dozen sign spinners to augment, add the Dallas Cowboy Cheerleaders and deliver the message

THERE IS NOT ONE THING.

If you need to stick with the 'One Thing' theme, then it should be, "Learn the craft, the art of sales," with also is much more than one thing.

Attempting the reduce the most crucial, most vital, most important job on the planet, sales, to just one thing is an injustice to all those who, without them, the economy, in all its facets, simply could not work.

Like Debbie Reynolds, I explain to them the difference between selling and listing their home and that I'm there to sell it, not to use it as a way to attract buyers who will buy someone else's home. Including my statistics for 10 years showing that my homes sell at least at twice the speed of the typical home in MLS is always very powerful to round out this point.

Low Key..People don't like stuff rammed down their throats and I find a pasive presentation keeps me in there a bit longer but gives time to start a relationship with the seller.