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The Ultimate Guide to Listing Presentations + Templates & Examples

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Benefits of a Listing Presentation for Real Estate Agents

There are numerous advantages to developing a robust listing presentation as a real estate agent. 

Foremost, it’s an opportunity to exhibit your knowledge, professionalism, and track record to prospective clients. A well-crafted presentation can bolster your reputation and instill confidence in potential clients that you possess the qualifications to effectively sell their properties.

An outstanding listing presentation can help you distinguish yourself from other agents who may be lurking for the same business. By delivering a concise and persuasive marketing strategy, you can set yourself apart and illustrate why you’re the optimal choice for the task.

The objective of the listing presentation is to secure more property listings. A compelling and carefully constructed presentation can sway potential clients to opt for your services over those of other agents, ultimately resulting in an increase in listings and sales.

Lastly, an effective presentation can aid in cultivating stronger connections with prospective clients. By investing the time to comprehend their requirements and concerns and offering a tailored marketing blueprint, you can convey your dedication to their success and establish trust and rapport that may lead to enduring business associations.

• Establish credibility and professionalism with potential clients.
• Demonstrate your expertise and experience in the real estate industry.
• Stand out from other agents who may be competing for the same business.
• Communicate your unique who may be proposition to potential clients.
• Provide a clear and compelling marketing strategy for selling a home.
• Win more listing and sales.
• Increase your income and commissions.
• Create stronger relationships with potential clients.
• Build trust and rapport with potential clients.
• Provide a roadmap for the selling process, which can help alleviate concerns and anxiety.
• Outline your approach to marketing and advertising the property.
• Provide market data and analysis to help sellers understand the current real estate landscape.
• Demonstrate your attention to detail and professionalism.
• Show your commitment to the success of the client and their property sale.
• Boost your confidence and improve your overall performance as a real estate agent.

How to Create the Best Listing Presentation?

Drawing from my experience as a seasoned real estate agent, I can attest that crafting a successful property sales pitch demands dedication, hard work, and meticulous attention to particulars. Here are some recommendations to assist you in developing the most effective property sales pitch possible:

• Know your audience : Understand who your potential client is and what their needs and goals are. Tailor your presentation accordingly.
• Use visuals : Incorporate high-quality photos, videos, and infographics to showcase your expertise and the property.
• Showcase your track record : Highlight your experience and success as a real estate agent. Share case studies or examples of past properties you’ve sold.
• Be informative : Include a thorough analysis of the local real estate market, current trends, and buyer behavior.
• Explain your marketing strategy : Outline how you will market and advertise the property to potential buyers. Highlight your unique approach and marketing materials.
• Highlight your services : Let potential clients know what sets you apart from other agents. Share your unique value proposition and services.
• Be organized : Use a clear and logical structure for your presentation. Break it down into easy-to-digest sections.
• Practice : Rehearse your presentation to ensure that you’re confident and engaging during the actual meeting.
• Be authentic : Be yourself and let your personality shine through. Potential clients will appreciate your honesty and authenticity.
• Follow up after listing presentation : After the meeting, follow up with potential clients to answer any questions and provide additional information if necessary.

Katie Day, a top 1% real estate agent, successfully won a $12 million listing by using a Highnote listing presentation.

The tool allowed her to provide comprehensive, organized information to potential clients before meetings, leading to a more focused discussion and higher client engagement. Her use of Highnote helped her stand out in a competitive market, directly contributing to securing a 58-unit property project.

Learn more about how Katie Day achieved this success and how you can replicate it.

Listing Presentation Tools

Various presentation tools are available to aid real estate agents in crafting polished and convincing property sales pitches, which can ultimately secure the confidence and business of prospective clients. Here are a few examples of such tools, including Trafft, Highnote, Pixlr, Grammarly, and Jasper:

• Trafft – the best online booking system that helps agents streamline their booking process, making it easier to set up and schedule listing presentations with potential clients.
• Highnote – real estate presentation software that allows agents to create multimedia presentations that incorporate video, audio, and images. It’s a great way to showcase your expertise and provide a more engaging and interactive experience for potential clients.
• Pixlr – photo editing software that helps agents enhance and edit photos of a property, making them more attractive and compelling to potential buyers.
• Grammarly – a writing assistant tool , can help agents ensure that their presentation is error-free and grammatically correct, which can add to their professionalism and credibility.
• Jasper – helps agents generate content for their presentations, such as property descriptions, market analyses, and marketing materials. It uses artificial intelligence to create high-quality and relevant content that can save agents time and effort.

Listing Appointment Checklist

To help you ensure that your presentation is comprehensive and effective, we’ve created a listing appointment checklist :

• Ask Thoughtful Questions Before Listing Appointment. You can ask the potential client about their goals and objectives for selling their property. Make sure you understand their needs and expectations. I’ve written an in-depth guide about questions to ask sellers at listing appointment that will be helpful
• Get To Know the Property. Explain how you’ll Include high-quality photos and videos of the property, as well as a detailed description of its features and benefits in the buyer presentation.
• Find Out Everything About the Neighborhood
• Perform Competitive Market Analysis (CMA). Provide a thorough analysis of the local real estate market, current trends, and buyer behavior.
• Learn How to Prepare for a Listing Appointment. Outline how you will market and advertise the property to potential buyers. Highlight your unique approach and marketing materials.
• Mention Relevant Results and Testimonials. Share case studies or examples of past properties you’ve sold. Provide references or testimonials from satisfied clients.
• Go Over and Beyond at Your Listing Appointment. Highlight any additional services you offer, such as staging, virtual tours, or professional photography.
• Follow Up After Listing Appointment. End your listing appointment with a strong closing statement that summarizes the key points and highlights the value you can bring to the potential client. You can do it as a follow-up listing presentation.

Listing Presentation Examples

If you’re looking for inspiration and guidance on how to create a winning listing presentation, there are plenty of great examples available on our website. Check out some of the top real estate listing presentation examples and create a winning one. Just remember to tailor your presentation to your audience and highlight your unique value proposition as a real estate agent. With a little research and creativity, you can create a listing presentation that sets you apart from the competition and wins the trust and business of potential clients.

Listing Presentation Template

If you’re looking for a comprehensive and customizable listing presentation template , look no further! We have prepared an amazing template that includes all the essential sections you need to create a persuasive presentation. Our template includes a cover slide, introduction, market analysis, marketing strategy, property details, pricing strategy, case studies, references, additional services, and a closing statement.

The best part is that you can easily customize and personalize the template to fit your unique style and brand. Whether you’re a seasoned real estate agent or just starting out, our template can help you create a professional and persuasive listing presentation that wins the trust and business of potential clients. So, what are you waiting for? Check out our listing presentation templates today and take your real estate business to the next level!

What You Need to Know About Luxury Listing Presentations

Luxury listing presentations require a different approach than regular listing presentations. Luxury properties often require a more sophisticated and personalized approach to marketing and advertising. As a result, luxury listing presentations must be tailored to the needs and preferences of high-end clients.

Luxury listings should be presented with high-quality photography, videography, and virtual tours that showcase the property's unique features and amenities. Additionally, luxury listing presentations should include a comprehensive analysis of the local luxury real estate market, including recent sales, current trends, and buyer behavior.

When it comes to luxury listing presentations, attention to detail is key. Every aspect of the presentation should be polished and refined, from the font and layout to the language and tone used. You should emphasize your expertise and experience in the luxury real estate market, as well as your ability to provide personalized and discreet services to high-end clients.

Luxury listing presentations should also include a detailed marketing plan that showcases the property to the right target audience, such as affluent buyers and investors. By taking a personalized and sophisticated approach to luxury listing presentations , you can successfully market and sell high-end properties and build a reputation as a trusted and knowledgeable luxury real estate professional.

How to Follow Up After a Listing Presentation

Following up after a listing presentation is a crucial step in the sales process. Here are 5 tips on how to follow up after a listing presentation:

• Send a thank-you email: After the presentation, send a personalized email thanking the potential client for their time and the opportunity to present your services. Mention a few key points that you discussed during the presentation to reinforce your value proposition.
• Address any concerns or questions: If the potential client had any concerns or questions during the presentation, make sure to address them in your follow-up email. This shows that you listened and care about their needs.
• Provide additional resources: Include any additional resources or information that may be helpful to the potential client. This can be anything from market reports to links to your online portfolio or social media channels.
• Send a follow-up listing presentation: If the potential client seems interested in your services, send a follow-up meeting to encourage further discussion.
• Keep in touch: Even if the potential client decides not to work with you at the moment, keep in touch and send occasional updates on the local real estate market or any new listings that may be of interest to them. This can help build a long-term relationship and may lead to future business.

Real Estate Listing Presentation Software

Highnote is an incredible real estate presentation software that will elevate your listing presentations. With its easy-to-use interface and robust set of features, Highnote can help you create stunning and interactive presentations that capture the attention of potential clients. 

Highnote allows you to easily add images, videos, and interactive widgets to your presentation, making it more engaging and memorable for viewers. Plus, you can easily customize your presentations with your branding and style, ensuring that they reflect your unique value proposition as a real estate agent. With Highnote, you can create a professional and persuasive listing presentation that helps you stand out from the competition.

Ready to elevate your next listing presentation? Try Highnote for free today and see for yourself how it can help you win more business. With a variety of real estate listing presentation templates and design options, you can quickly and easily create a stunning presentation that showcases your expertise and experience in the real estate industry.

The intuitive analytics dashboard is a nice addition that allows you to track how viewers are engaging with your presentations and adjust your strategy accordingly. Don’t wait any longer to take advantage of this amazing real estate presentation software. Try Highnote with this free resource all for free and start creating beautiful and persuasive listing presentations that help you close more deals!

FAQs About Listing Presentations

What is the listing presentation.

A listing presentation is a real estate agent’s opportunity to showcase their services, marketing plan, and expertise to potential home sellers in order to secure the listing agreement to sell the property.

How to present a listing presentation?

Present a listing presentation by clearly outlining your marketing strategy, demonstrating your knowledge of the local market, showcasing your past successes, and addressing the seller’s needs and concerns.

What to do during a listing presentation?

During a listing presentation, focus on building rapport with the sellers, providing a thorough market analysis, explaining your unique selling proposition, and answering any questions they may have.

How to win a listing presentation?

To win a listing presentation, differentiate yourself from the competition by highlighting your unique strengths, providing a compelling marketing plan, offering excellent customer service, and demonstrating your commitment to achieving the best possible outcome for the sellers.

See how Highnote instantly elevates your listing presentations and helps you land more clients.

More Resources

Selling San Diego: Randi Castle on the Importance of Reputation & Communication in Real Estate

Highnote awards – most creative presentation winners.

‘Move Me To Texas’ Real Estate Agent Katie Day on Selling Houses the HighNote Way 

Related posts, what’s the purpose of a buyer presentation: justify your commission and win over buyers.

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Listing Presentations | Comprehensive Guide for Real Estate Agents

Last Updated on February 2, 2024 by Luke Feldbrugge

A listing presentation can make all the difference in securing new clients and growing your business in a competitive residential real estate market. If you’re looking to stand out and attract new clients, this comprehensive article will help you create a compelling listing presentation that resonates with potential sellers.

What is a Listing Presentation?

A listing presentation is a formal meeting between you, a real estate agent, and a potential seller. During this meeting, you showcase your services, expertise, research, and marketing plan to sell their property.

What is the Goal of a Real Estate Listing Presentation?

The primary goal of your listing presentation is to secure the listing. Your job is to convince the homeowner, your potential client, that you are definitely the best choice to sell their property.

A helpful tool to assist with the win, is a well thought out listing presentation. How you present their home will start to build client trust and confidence in your abilities; while establishing and supporting a new and growing relationship with the client.

It’s not just about numbers; it’s about establishing a personal connection, understanding the homeowners needs and expectations, and showing them you’re their trusted partner in this significant transaction.

What Should I Prepare for a Listing Presentation?

By conducting thorough research, showcasing your expertise, and addressing potential questions and objections in your listing presentation, you’ll be well on your way to impressing potential clients. Here are our suggestions on what you should prepare for a listing presentation:

1. Research the Property and Seller

Before you step into the seller’s home, gather as much information as possible about the property and the homeowner. This will help you tailor your presentation and show the homeowner that you took the initiative to do your homework.

• Obtain property details, such as square footage, number of bedrooms and bathrooms, recent renovations, and any unique features. If you have time, do a drive by and note the curb appeal and the upkeep of surrounding homes.
• Research the local real estate market, recent sales in the area, and current market trends. If you have the ability, and believe in the importance and added-value that a CMA can provide a potential client (as we do), put one together as a supplement to your listing presentation. Remember giving more value to prospects than the other guy, leads to more clients.
• Research the home’s neighborhood and highlight the conveniences, amenities and other selling points that you plan to use to promote their home. If you have a conversation before you present, try to learn the homeowner’s motivations, timeline, and any specific concerns or expectations they may have.

2. Use a Listing Presentation Template to Build Your Presentation

Using a listing presentation template offers a practical and efficient way to create compelling and professional looking presentations. It also enables you to focus on the content and personalization instead of the general framework. It will save you time, offer consistency, and help to present your talents and professional brand in a visually appealing way.

Two great places to find nice looking, professional listing presentation templates are on Canva and Etsy. They have hundreds of options. You will need a Canva Pro subscription for the premium listing presentation options, but the options on Etsy listing presentation options can be ordered by anyone.

3. Include a Comprehensive Marketing Plan

Show potential sellers that you have a clear strategy for marketing their property effectively. Highlight your unique value proposition and differentiate yourself from the competition by showcasing what sets you apart. Convey your professional expertise and experience during the presentation.

• Create a detailed marketing plan that outlines your approach, including online and offline strategies.
• Highlight your use of professional photography, virtual tours, and staging to enhance the property’s appeal.
• Explain how you will leverage social media, online listings, and your network to reach a wider audience.
• Discuss your knowledge of the local market, including recent sales, pricing trends, and neighborhood amenities.
• Emphasize your negotiation skills and ability to handle complex transactions.
• Share success stories and testimonials from previous clients to demonstrate your track record.

4. Anticipate Seller Questions and Objections

Prepare answers to questions about your marketing strategies, pricing recommendations, and negotiation tactics. Have responses ready for objections related to commission rates or other potential hesitations. And, show your willingness to adapt and customize your approach based on the seller’s needs.

5. Practice and Rehearse (DO NOT SKIP)

Practicing your presentation trains your brain to deliver it the way you want. If you skip this step, you may get side-tracked, or need to shoot from the hip. Don’t put yourself in this position and leave yourself open to potential regret.

Practice and rehearse your presentation until you nail it! Then…do it again.

Practice your speaking points to ensure you are clear and confident about the points you really want to drive home. Time yourself to ensure that you can cover all essential topics within the allotted meeting time. To take it a step further, consider presenting to a colleague or friend for feedback.

6. Be On Brand, Respectful and Bring Leave-Behinds

As you know, your appearance and demeanor matter when meeting potential clients. Dress in attire that reflects your standards, and your brand. Potential clients will remember you above all, so be what you want them to remember.

Be punctual and respectful of the seller’s time, and maintain a positive and upbeat attitude throughout the presentation. Be real. Be you. Authentic optimism goes a long way.

And, always have professional materials available as a leave behind, or if the presentation is done virtually, have digital files available to share with the sellers.

How Do You Stand Out in Your Market Using a Listing Presentation?

By crafting a compelling value proposition, leveraging technology and visuals, demonstrating local market mastery, offering creative marketing strategies, prioritizing exceptional customer service, addressing concerns proactively, and establishing a memorable brand identity, you can differentiate yourself and leave a lasting impression on potential sellers.

1. Highlight Your Unique Value Proposition

A unique value proposition can set you apart from the competition. Your listing presentation is the perfect platform to showcase your value proposition.

Highlight what makes you different, whether it’s your local expertise, a specialized niche, or a unique approach to marketing properties. Emphasize your commitment to personalized service and tailored solutions that address your clients’ specific needs and concerns.

Don’t know what your value proposition is? Here are some examples to consider, but realize there are others you could surely entertain. These are simply to get your wheels turning for your own listing presentation.

Local Expertise – Highlight your in-depth knowledge of a specific neighborhood or community so you can provide insight into schools, local amenities, recreational facilities, conveniences and other hidden gems.

Sample Tagline: “Navigating Neighborhood Secrets, So You Don’t Have To.”

Digital Marketing Mastery – Highlight your proficiency in online marketing and communication, including SEO, social media, and virtual tours. It allows you to showcase your ability to reach home buyers and sell properties efficiently, plus when used well, effectively and efficiently create amazing client experiences.

Sample Tagline: “Harnessing Technology to Sell Homes Faster.”

Stress-Free Transactions – Promises you will take care of any and all issues and keep things hassle-free and transparent for your clients throughout the transaction process. Highlight examples of how you provide exceptional customer service, clear communication, and expert negotiation and problem-solving skills.

Sample Tagline: “Your Peace of Mind, Our Priority.”

Homes for Heroes – If working with first responders, active military and veterans, healthcare workers and educators appeals to you, consider signing up to learn more about Homes for Heroes and how their real estate agents can position themselves in their local market extremely well by helping their local heroes save an average of $3,000 on a buy or sell, and an average of $6,000 if the the agent handles both transactions.

Definitely worth considering if serving your local hero groups is important to you.

2. Showcase Stunning Visuals and Tech

In today’s digital age, captivating visuals and technology that makes things easier can significantly enhance your listing presentation. Invest in professional photography, videography, and virtual tours to make your listings visually appealing. Promote your use of the latest tech tools to create interactive and immersive experiences for potential sellers, such as 3D property tours or augmented reality home staging.

If you’re not using one, try a virtual tour app and figure out what works best for you and your clients. Below are a few examples agents have recommended, but there are literally hundreds to choose from:

• Ricoh Tours
• Scenics App

3. Demonstrate Local Market Mastery

To truly stand out, you must exhibit a deep understanding of your local market. Provide a comprehensive market analysis that includes recent sales data, pricing trends, and neighborhood insights. Share your knowledge of upcoming developments, schools, parks, and amenities to help sellers see your expertise in their community.

In-Depth Market Research

Stay up-to-date with the latest market trends, including property values, inventory levels, and average days on market. Analyze historical data to identify patterns and fluctuations in the local market. Try to determine the primary factors influencing your market, such as employment opportunities, schools, transportation, and development projects.

Regularly Attend Local Events and Meetings

Get involved in community events, town hall meetings, and neighborhood associations. Networking with local leaders, residents, and fellow professionals can enhance your knowledge and establish you as an engaged community member and local market expert in your profession. Plus, it will open doors for new prospects.

Go on Frequent Property Tours

Regularly visit properties in your area to gain firsthand knowledge of their features, condition, and unique selling points. Being familiar with local inventory enables you to make informed recommendations to your clients.

Build a Reliable Local Professional Network

Cultivate working relationships with local contractors, inspectors, appraisers, and other professionals. Having immediate access to a reliable, trustworthy network of helpful professionals can streamline transactions and provide valuable resources for your clients.

Create and Provide Impressive Comparative Market Analysis Reports

A well-prepared CMA report provides valuable insights and helps the seller make informed decisions regarding their property’s listing price and marketing strategy. So, take the time to assemble the appropriate data and present it in an easy to comprehend report that calls out the most important information.

Include information such as general property information, features, amenities and current condition. Also cover comparable sales in the area, active listings, pending sales and any current market trends or special market analysis you’ve done.

Outline your pricing recommendations, rationale in support of your recommendations and your marketing strategy to sell the property. And, it doesn’t hurt to call out any professional accolades, awards or success stories that highlights the value you can offer the home seller.

Stay Informed About Zoning and Regulations

Understand zoning regulations, building codes, and land-use policies in your area. Being well-versed in local regulations can help clients navigate potential property issues.

Start with a Listing Presentation Template and Build Your Own Winning Sales Pitch and Design

Creating an effective listing presentation is a crucial skill for real estate agents to succeed in a competitive market. By following the steps outlined in this article, you can differentiate yourself and leave a lasting impression on potential sellers. Start with a listing presentation template, do your research, and include a comprehensive marketing plan. Highlight your unique value proposition, leverage stunning visuals and technology, and demonstrate local market mastery. Practice and rehearse your presentation, anticipate and prepare for seller questions and objections, and always be on brand.

All of these tips will help you build trust with potential client prospects, win listings, and grow your real estate business.

Join Homes for Heroes – Be the Agent Heroes Want

Join Homes for Heroes and make it part of your value proposition in your listing presentation to give you a leg up in your market. Homes for Heroes can help you specialize and grow your real estate business when you work with local heroes to buy or sell a home. You can offer them something special, something beyond the transaction, by saving them significant money as a way to thank them for their service.

Simply submit your registration and schedule a time to learn more about the benefits of being a Homes for Heroes local market specialist, and become the agent your community heroes want to work with for their home and mortgage needs.

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The Real Estate Listing Presentation: A How-To Guide

A how-to guide for a real estate listing presentation.

The real estate listing presentation… The secret weapon of any successful listing agent. 

It might just be the MOST IMPORTANT factor in your business. That’s because a real estate listing isn’t just a single home or a transaction – it’s a chunk of the market that you control and can leverage for more – and a realtor listing presentation is THE way to get them.

We’ve helped scale the businesses of tens of thousands of real estate agents.

When you start with a free real estate coaching consultation, chances are we can help scale yours as well. Schedule yours today!

In this blog, I’ll walk you through exactly what a listing presentation is, what goes into it, and how you can make yours stand out from the competition to convince sellers to work with you and even attract new business. 

Let’s start with what a realtor listing presentation consists of…

What is a realtor listing presentation?

A realtor listing presentation is a formal meeting or presentation that a real estate agent conducts with a potential seller who is interested in listing their property for sale. The purpose of the listing presentation is to showcase the agent’s qualifications, expertise, marketing strategies, and the services they provide to help sell the property.

That’s the very direct definition of it. Put another way, it’s your shot to answer two questions: “Why should I sell my house right now and why are you, above anyone else, the person to do it?” 

Or, to put it another way… “How will you make me more money, achieve my goals, and make me feel safe and cared for in the process?” 

The Elements of an Effective Listing Presentation

During the real estate listing presentation, you’ll typically discuss:

• Background and Qualifications: Introduce yourself and provide information about your experience, credentials, and track record in the real estate industry.
• Market Analysis: Present a comparative market analysis (CMA) to help the seller understand the current market conditions, recent sales of similar properties in the area, and the appropriate pricing strategy for their home.
• Marketing Plan: Outline your marketing plan for the property, which may include strategies such as professional photography, virtual tours, open houses, online listings, social media promotion, and print advertising.
• Services Offered: What makes you worth the full commission? Set yourself apart by covering not only the basic services but some unique ones at well. You’ll of course mention staging advice, scheduling showings, negotiating offers, and managing paperwork.
• Agency Agreement: If you convince’em, sign’em! The listing presentation is the place to get that contract signed or at least let them know it needs to be signed before moving forward.

Preparing for the Listing Presentation

Every listing presentation is going to be slightly different, but the core elements will be the same. Your goal is to give this as often and effectively as possible, and that means coming into it prepared. 

At a certain point, you might want to have a team that takes care of every other element of your business so that you can do nothing other than go on listing appointments – because that’s where the money is. So take this preparation seriously.

Research the client

Notice how I’m not calling them a “lead” or a “prospective client” here? Go in with the idea that they are already your client – because you’re going to learn a lot about them before you even get the contract signed. 

First, send out a questionnaire or seller needs analysis asking them all the relevant questions you need to know (more on this below).

Next, dive into research. Start with Facebook, Instagram, and LinkedIn to learn about their preferences, the industry they work in, and previous business history. 

Your objective is to identify their specific needs. See what you can learn to customize your approach to the client.

Now… If you can… try to identify this seller’s DiSC profile . It’ll set you up for success moving forward.

Conduct a needs analysis with potential sellers

Wanna know how to know what a client wants and needs? Start by asking them. All it takes is a simple needs analysis. 

As we’ve already covered, your job in the preparation phase is to discern the motivation so you can tailor the presentation to the seller’s specific needs. 

Are they looking to:

• Sell the house as fast as possible
• Move out by a certain time
• Get more money for some urgent need
• Get more than the home might be worth
• Upgrade or downsize 

On this note, our coaching clients have access to 70+ case studies from top agents, complete with toolkits that include extremely effective needs analysis questionnaires for you to rip off and duplicate.

Gather market statistics and data

Let’s jump back to the topic of DiSC profiles… Some sellers are more motivated by social connections and the trust they build with an agent. Others are motivated by hard data and understanding the numbers. 

It doesn’t matter which one it is – thorough market research is the way to both. It will establish you as the expert who is willing to put in the time to gather this information and then explain it in a way they can understand. 

Where do you get your market data from? Are you combing the MLS? Do you subscribe to Keeping Current Matters or some other real estate trends source? Figure it out and be sure you can show that your information is objective and verifiable.

You’ll want to go armed with:

• A thorough knowledge of the property details
• National and local market statistics
• Comparable sales
• Local rules and regulations (working this in will really establish credibility)

Most importantly, be able to synthesize this information, letting them know that you can both elaborate on any point or break down what is most important for their needs. All of this info will be used in your pricing strategy and help them achieve their goals.

Create a compelling presentation template

If you know me, I’m all about using technology to maximize efficiency and impact, but there is A LOT to be said for the old-school route of physical presentation materials. Either way, you decide to go, be sure you have a real estate listing presentation template to work off of and customize. 

One of my clients, Carolyn Young , is one of those team leaders who has cleared herself up to focus almost solely on going listing appointments (going on almost 200 appointments a year) – and that’s because she’s created a listing presentation that is 95% effective in closing the deal. And the centerpiece of her appointment is a set of 200 beautiful, laminated slides that she spreads out across the table to show just how thorough she is. It blows people away.

On the other hand, a digital approach will give you a much more customizable template. Some of my clients are absolutely killing it with HighNote , which will offer you pre-built templates to upload your material into. You can include professionally edited explainer videos to send to the client before the actual appointment and then open into the full presentation once you’re together.

Just be sure that your presentation is comprehensive and includes all the necessary elements mentioned above, including past sales performance, market data, your marketing plan, and why they should sign an agreement.

The Listing Appointment

Now that you’re all prepared, let’s move on to conducting the appointment itself.

Setting up an effective listing appointment

Where is the best place to conduct a listing appointment? Ideally, it’s in the home you’ll actually be working to sell. Be sure to mention that when setting the appointment, but if it doesn’t work for any reason, don’t wait to set that appointment. Do it in a coffee shop or your office or wherever, because an appointment done anywhere is better than no appointment at all. 

No matter where it is, you MUST do a technology and tools check before showing up. If you need anything, be sure you have it:

• Charged laptop
• Presentation slides
• Agency agreement
• Scripts (memorized)

This is where a listing appointment checklist can come in handy. If you need more help with this, you can download this free offer full of listing presentation scripts and strategies . 

Build rapport and establish trust

There’s a very specific reason to practice your listing presentation over and over until you can do it effortlessly, and it’s not so that you get it perfect… Actually, it’s so that you can relax and be calm and receptive to what the seller has to say. 

You’re more than just someone who is going to do this one job for them and be gone; this is an audition to be a part of their lives, and that means you have to be confident, friendly, and likable. Let them know that you’ll be there for them in anything they need in a genuine way before diving into your past client success stories. 

When you’re showing your real estate photos, before and after videos, or CMA findings, it’s about establishing trust and providing value, and your expertise and credentials are a part of that but not the only factor.

Your Listing Presentation Will Make or Break Your Business

I cannot stress how important your real estate listing presentation is. It’s the crux of your business and the key to your financial success. 

Hopefully, these tips have been helpful ways to help you master your listing presentation but if you’re really serious about creating a listing presentation that blows people away and establishes your dominance in your market, the place to get it is Roadmap. 

I’ll be breaking down the best and most advanced listing presentation strategies working today – and best of all, I’ll be doing it in an area near you. So find a location and sign up soon.

But until then, start putting the pieces in place.

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About the author

As founder and CEO of Ferry International, the real estate industry’s leading coaching and training company, Tom’s ever-growing influence impacts professionals in a wide variety of ways – including rigorous accountability coaching, his popular YouTube channel delivering free, fresh and relevant real estate tips weekly, highly engaging training events, two best-selling books, and his legendary keynote speeches. Tom has more than 35,000 hours of coaching experience and works daily to help agents and brokers grow a prosperous business while simultaneously balancing — and loving — their personal lives.

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