• You've gotten the property information and seen it.
• You've asked questions and pulled out needs/concerns/questions.
• You've shown them how specific services will address specific needs and concerns.
• You've discussed and have consensus on listing price.
All that's left now is to ask them to list with you. If you did get in last, then this should be a slam-dunk. If not, you still may have shown that you are indeed different and they'll say yes without taking the other meetings. Either way, it won't happen unless you ask. By the way, if you don't get them to list on this visit, don't leave the CMA with them.
