Preparation Is Everything
The best listing presentations are won before you walk through the door. Research the property, pull comparable sales, understand the seller's timeline, and prepare a customized marketing plan.
- ✓Pull 5–10 comparable sales within 0.5 miles
- ✓Research the property's history (purchase price, improvements, tax records)
- ✓Prepare a market analysis showing current trends
- ✓Create a custom marketing plan for the property
Structure Your Presentation
A great listing presentation follows a clear flow: build rapport, demonstrate market knowledge, present your pricing strategy, explain your marketing plan, and close with confidence.
- ✓Start with questions - understand the seller's goals
- ✓Present market data before discussing price
- ✓Show your marketing plan with visual examples
- ✓Address the commission conversation directly
- ✓Close by asking for the business
Handling the Price Conversation
Sellers often want a higher price than the data supports. Use comparable sales to educate, not argue. Position yourself as the advisor who tells the truth - not the one who tells them what they want to hear.
Following Up After the Presentation
Always follow up within 24 hours with a personalized email summarizing the key points. Include your market analysis, marketing plan, and a clear next step.