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The Ultimate Guide to Listing Presentations + Templates & Examples

If you’re a real estate agent, you understand that crafting an impressive listing presentation is a crucial aspect of your role. This opportunity allows you to showcase your skills, expertise, and track record to potential clients, convincing them that you’re the ideal choice to sell their property.

However, developing a winning real estate listing presentation is harder than it seems. That’s why we’ve compiled the Ultimate Guide to Listing Presentations, complete with templates and examples to assist you in creating a presentation that will leave a lasting impression.

Whether you’re an experienced pro or a new agent embarking on your career, this guide offers all the insights you need to produce a compelling and impactful listing presentation, ultimately securing more business. So, grab a cup of coffee and let’s get started!

What Is a Real Estate Listing Presentation?

A real estate listing presentation is a tool utilized by real estate agents to present their services to prospective clients interested in selling their homes. This opportunity allows agents to highlight their expertise, capabilities, and marketing approaches to gain the confidence and business of potential sellers.

The real estate listing presentation typically comprises details about the agent’s background, their methods for selling properties, and an in-depth examination of the current real estate market in the seller’s locality. 

It might also encompass instances of prior property sales by the agent, along with their promotional materials and strategies. Crafting a well-structured property sales pitch is critical, as it can be the deciding factor in securing or losing a potential client. 

Therefore, it’s vital to dedicate the effort needed to make it as engaging and influential as possible.

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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.

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.

Questions to Ask Sellers at the Listing Appointment

Wondering how to prove your worth? We’ve prepared questions to ask sellers at listing appointment to increase your chances of winning a listing!

Step-by-step Guide to Creating Buyer Presentation

Check out now the step-by-step guide to creating buyer presentations. Try Highnote and sign up for a free trial to elevate your buyer presentations.

High-Performing vs Ineffective Buyer Presentation Examples

Equip yourself with knowledge by diving deep into our high-performing vs ineffective real estate buyer presentation examples and win over your buyer clients.

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Home Blog PowerPoint Tutorials How to Prepare a Listing Presentation: Guide for Real Estate Pros

How to Prepare a Listing Presentation: Guide for Real Estate Pros

Do you want to close more leads on a regular basis?

In that case, you may need to level up your communication skills. To win more listings, move on from having a polite “pre-sales” chit chat with prospects to doing full-scale presentations of your services.

What is a Real Estate Listing Presentation?

A listing presentation is your pitch to a prospective seller to represent them in a Real Estate transaction. Succeeding with your presentation means that you will sign on a new client and receive a bigger commission this month.

But of course, there will be other agents knocking on the seller’s door, offering their services. In fact, 55% of sellers interview two or three agents before making the decision. So how do you get chosen among the sea of other agents? Wrong, if you thought that most prospects will stick with someone offering the highest listing price and asking for the lowest commission.

When putting up their homes for sale, most people want to partner with a competent, forthcoming and proactive agent, capable to broker the best arrangement for them. Obviously, the best Real Estate agents are rarely those charging the lowest commission.

In fact, the main goal of conducting a full-scale, deck-ready listing presentation is to persuade the prospect that you are their optimal choice.

The best listing presentation isn’t a brief oral interview on the porch; it’s a carefully staged, full-scale demo of your professional capabilities. Keep in mind that creating a listing presentation isn’t the only way to market effectively in your industry. There are dozens of other Real Estate marketing ideas that can help you beat out the competition and stand out from the pack. For example, if you can’t make time for an in-person listing presentation, consider recording a seminar and linking it to your email subscribers.

How to Prepare for a Listing Presentation: 7 Key Steps

Building a rapport with a new prospect is never easy. But there are a few quick neuroscience tricks you can leverage to appear instantly more likable to prospects, even before you pull out your Real Estate brochures and other collateral.

• Give a firm handshake . Scientists proved that a handshake preceding any social interaction has a strong positive impact on how the recipient will further evaluate this social interaction.
• Have some brew ready. Pleasant smells like those of fresh coffee make us act nicer to one another and be more cooperative.
• Appear interested and ask questions.  Again, science proves that people are more willing to engage with an interlocutor, eagerly posing questions, and also act in a more receptive manner.

Now with a few neat physiological tricks in your sleeve, let’s move on to how you should approach listing presentation design.

1. Open with a Brief Introduction

A Real Estate listing presentations can start with a short overview, recapping who you are, what you do and what’s your success record.

To save you time on design, we have lined up a few short Real Estate bio templates you can grab and customize.

Sellers want to be reassured that you can close the deal fast and secure them a fair price. They want someone confident in their abilities and capable to back up their skills with examples and data.

Here’s listing presentation sample questionnaire you can answer to fill in your first few slides:

What are your top skills? Are you a Real Estate marketing guru? Do you have exceptional graphic design skills and can create for sale by owner flyers that stand out from the crowd? Do you have a photography background and can shoot professionals photos without hiring any external help? Show exactly what you can do. Bonus point if you manage to align your key skills with your buyer’s needs.

How many houses have you sold in this area? It’s best to line up some fresh data e.g. the past 12 months. Specifically, mention what types of properties have you sold and whether any were similar to this particular buyer’s estate.

Now comes the tricky part: offer some numbers comparing the original list price versus the final sales numbers (if the latter are more favorable) and the average day on the market (DOM) numbers for the property.

Such numbers will also help you justify higher commission rates. Of course, every sane buyer would rather stick with an agent charging a higher rate (e.g. 6% commission for houses for sale), but who also secures them a higher sales price due to better marketing experience.

2. Toss in Some Social Proof

People are social creatures and thus, we are extremely prone to opinions shared by others. To learn what’s good, we observe what others are doing and this extends to our purchase decision making: 92% of consumers state that word-of-mouth recommendations carry the most value to them.

You shouldn’t hard-sell your services. Instead, just show that “others” already think you are that good . There are a few ways you can use “social proof” as a Real Estate agent:

Ask past sellers to provide quick testimonials (with photos) and use them in during your presentation. Here’s a quick example from one of our PowerPoint templates :

Add a separate slide highlighting your key achievements up-to-date (personal or agency-wide).  The good “boasting” figures to include are:

• Total number and value of properties sold.
• Total number of clients you have worked with.
• Average time to close a deal.
• Average customer satisfaction rate.
• “Big name” corporate clients and partners.
• Professional organizations you are part of e.g. National Association of Realtors.

Gather and display reviews online.  Of course, prospects will google you post-presentation. Your job is to ensure that they’ll find only positive stuff, rather than nothing at all. You can set up a dedicated profile on popular review services or display ratings directly on your website.

3. List The Benefits of Your Brokerage

Keep this one succinct and on-point. Most buyers are interested in just three things:

• Receiving a fair price for their property.
• Getting it sold off fast.
• Avoiding the associated sales hassle as much as possible.

Your Real Estate presentation should address how you will deliver them just that. You can also sweeten the deal here by including a few “promos” e.g. list special circumstances for when you will accept a lower commission or pitch them with some bundled promos your agency currently runs.

At this point, you should also explain how that communication will occur: what types of updates they can expect and when.

4. Walk The Prospect Through The Home Sales Process

Not everyone is experienced in flipping property. So be sure to customize your listing presentation template so that includes this optional slide – for when you are presenting to first-time buyers.

There’s no need to go into many details at this point. Just briefly mention the overall timeline, key milestones and what kind of actions we’ll be required from them.  All of this can be neatly packed into one slide like this one :

If needed you can separately walk them through the home inspection and appraisal processes; Real Estate presentations to the buyers; negotiations and closing process.

5. Present a Comparative Market Analysis for a List Price Range

Comparative Market Analysis (CMA) is another nugget to persuade the client that you know your deal.

The wrinkle, however, is that it’s not always easy to come up with good numbers if you are yet to see the property in person. That’s why most agents will do two CMAs. First, one using the comps and their educated guesses based on prices for similar homes. And the second, more refined CMA after seeing the property, talking to the owners and digging further into the data.

6. Explain Your Marketing Strategy

Image Source: StockSnap

What channels do you plan to leverage – digital, offline or a mix of both? Give the clients some general insights and explain why your approach works. They certainly don’t want to know all the nitty-gritty, but we’ll appreciate some general insights.

Show them a few video demos you have created; your standard property templates for websites; copywriting and other marketing collateral you plan to use and distribute during open house visits.

7. Wrap It Up with a Killer Case Study

The best listing presentation examples we have ever seen always included case studies. They are another form of “social proof”, and a direct illustration of your professional abilities.

You don’t need to make this one lengthy though. Just stick to a simple copywriting formula:

• Customer background (e.g. a mid-aged couple just like you based in NYC).
• Challenge: what kind of a problem those former customers had? (e.g. needed to sell a house in 1.5 months in an unpopular neighborhood).
• Solution: how your agency helped them?
• Results: some quick numbers illustrative the positive outcome you have helped them achieve e.g. house sold in 35 days for 5% higher than the initial listing price.

This way you are finishing your listing presentation with a bang, and encourage the prospects to take further action.

Listing Presentation Templates for Real Estate Pros

To ease up the processes of preparing for your listing presentation, our team has lined up a few neat templates you can download and customize in PowerPoint to match your current needs.

1. Commercial Real Estate Template for PowerPoint

A versatile template that could be easily adapted for both residential, commercial listings or for land sale listing presentation. It includes excellent slides (e.g. US Map slide ) to present your market analysis and pitch the approximate listing price.

Use This Template

2. Real Estate Industry PowerPoint Template

Another template that makes it easy to turn your scattered data into a coherent and persuasive story. Customize it in a few quick clicks in PowerPoint to match your corporate branding, add additional slides and elements from our collection and voilà – you now have a shining new listing presentation to dazzle even the most reluctant prospects!

3. Real Estate Listing PowerPoint Template

Work with all the assets required to showcase a property in a neat layout that contains tools such as market price comparison, team introductory slides, housing interior details, key features & more.

4. Residential Real Estate Illustrations PowerPoint Template

If you want to boost your listing presentation for real estate, get to know these professional-design vector images tailored for the real estate industry. A selection of slides that go through the entire process of acquiring a property from both realtor and customer’s perspective. High-end graphics to enhance the impact of your presentation.

5. Proptech PowerPoint Template

Get ready to introduce in-the-market properties with a high degree of smart home devices or sustainable housing solutions with a slide deck filled with visual cues for that talk. This tech-savvy listing presentation template is ideal for targeting properties to millennials and discussing the infrastructure in the neighborhood or building complex.

6. Real Estate Open House PowerPoint Template

Graphics can make or end a business deal, and that’s why your next real estate listing should count on carefully designed slides that boost the performance of your speech. This listing slide deck includes a selection of icons that help increase the retention rate of key information disclosed about the property while keeping the right balance between whitespace and content. With a striking color combination, go ahead and edit this template to meet the demands of your work.

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Agent, Listing, Real Estate, Realtor, Sales Process Filed under PowerPoint Tutorials

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25 Tips To Create The Ultimate Real Estate Listing Presentation

If you’re a new real estate agent, you might be intimidated by the thought of doing your first real estate listing presentation.

This post details 25 steps you can take to prepare for your presentation and give you the confidence you need to make the best impression. 

Tips For Preparation

1. build and maintain your online presence.

In today’s internet-driven world, people do their research on you before they even speak with you. Focus on building and maintaining your online presence across social media, Zillow and Realtor.com , and your website.

Interact with your audience across these platforms so that people get a sense of your personality. You want to attract people who are actually interested in working with you.

The more people know of you before you show up, the easier the appointment will go. They’ll already have an idea about your experience and your process, which gives you a great foot in the door.

2. Practice Your Presentation

Remember, it’s ok to feel nervous. Try practicing your real estate listing presentation out loud before going to the client’s home. Repeat it enough times until you feel confident in your delivery. Having a firm grasp on the main points of your presentation will help tame your nerves.

3. Visit Active Listings in the Client’s Neighborhood/Area

A unique tip that most agents don’t take the time to do is to visit other active listings in the client’s neighborhood before your listing appointment. 

This will give you more knowledge about the area, and you’ll see the prices of other homes in the area. Sellers will appreciate this extra work because it shows your dedication.

5. Drop Off A Pre-Listing Package

One tip that will start you off on the right foot before the listing appointment even starts is to drop off a real estate pre-listing package . The package should include any marketing materials you have created, including a description of your unique value proposition and marketing plan.

When you drop off your real estate pre-listing package, make sure that it is presented professionally. Use binders, folders, and be sure it’s personally branded.

Tips For During the Presentation

5. share your story in under 2 minutes.

Clients want to get to know you and your business, but make sure you keep it short. The main goal in your real estate listing presentation is to get the client talking more about themselves and their goals in selling their home.

Tell a brief story about what you do and what makes you different from other realtors. If this isn’t your first listing, talk about successful listings you’ve handled in the past.

6. Have Good Posture and Body Language

Most experts agree that 70% to 93% of all communication is nonverbal . So whether you’re touring the home or sitting down with your clients to get to know them, be sure your back is straight, you aren’t slouched, and you don’t cross your arms. And of course, give all your attention to your client as they are speaking and practice basic listening skills.

7. Use Social Proof to Your Advantage

If you have some previous listings under your belt, be sure to leverage them as social proof and use them to your advantage. For example, add in quotes from satisfied past clients, or share a success story regarding a previous transaction.

Having social proof in addition to what is online goes a long way in impressing your potential client. It will also help to establish you as a real estate professional with authority and knowledge in the real estate industry.

8. Personal Statistics

Along with social proof, be sure to include some personal statistics about your previous listings, such as:

• Average days on market
• Average list price to sales price ratio
• How you compare to the market average

9. Create a Slide Deck to Stay on Task

A classic slide deck or PowerPoint presentation is the best way to keep your pre listing presentation organized and flowing smoothly. It’ll help you stay focused from one point to the next, so you don’t end up rambling throughout your presentation.

10. Have a Marketing Plan

Come up with a comprehensive  real estate listing marketing plan  for listing your client’s home. Be sure to include the following marketing material:

• How you will leverage social media
• Which websites their listing will be shown on
• Advertising strategy
• Any broker groups or email lists you plan to use
• If you plan on holding open houses , and if so, how often
• Professional photos  and video

Don’t skimp on photos in your marketing strategy. Even if it seems expensive, professional photos will showcase the home much better than personal photos. In addition, you’ll build a beautiful portfolio to show future clients. They will take notice of how much better your photos look compared to your competition and want to work with you as a result.

11. Introduce the Power of Your Brokerage

If you have a brokerage, be sure to talk about what makes your brokerage unique. Highlight past experience and successes, and focus on how your brokerage will add value to your client’s listing as well.

12. Ask Questions, Build Trust, and Identify Motivation

Before you tour the home or jump into your own background, sit down and ask the client some questions to get to know them, build rapport, and understand their goals for selling their home. Some good questions to ask include:

• The reason they want to sell their home and what date they need to move by
• What area they are looking to move to, and if they’ve already found a home there
• What’s more important to them: selling their home quickly, or for the best price
• What their alternative plans are in case their home doesn’t sell
• What their ideal listing agent would look like
• How much they still owe on their mortgage and whether or not the property has any liens
• If there are any hidden issues with the home
• Their experience level with selling homes, and what those other experiences were like

The more you can connect with the client in these first 15 to 20 minutes, the better the listing presentation will go.

13. Tour The Home

Next, after you’ve gotten to know the seller, ask them if they can give you a tour of the inside and outside of their home before you begin your presentation.

As they’re showing you around, have them point out details about their home. For example, any work they’ve done and any work they know needs to be done before they sell the home.

Your goal is to get them to point out that their house isn’t perfect. This will give you a couple of details to lean on later when you’re discussing the price.

As you’re walking through the house, be very observant and take your time looking at every aspect, including the ceilings.

14. Tailor Your Presentation to Relate to Sellers Motivation

Use the client’s answers to the questions above to create a story in your real estate listing presentation. Go through a comparative market analysis ( CMA ) and show them the listings that have and haven’t sold in the area.

For example, you might find a listing that was priced way too high, sat on the market for 125 days, and sold for 10k below its listing price. Explain to your client all these details, and then show them a listing of another home that was perfectly staged and photographed.

Show them how it got a contract in seven days for above the asking price, which may also be their goal for their own home. This way, you’re creating a more relatable story for your client, and they will want to follow the same strategy as the second home.

Tips For Research

15. do your research.

Everyone knows that knowledge is power, and power breeds confidence. Doing your research ahead of time will give you the knowledge you need to keep the ball in your court.

One strategy is to call recently sold listings in your client’s neighborhood and ask those agents how they thought the sale went and if they can give you any tips on selling in the area.

16. Automated Values

Be sure to cover Zestimates and tax values in your presentation. The prospective seller probably came across these numbers already and will want to know if they are accurate or not.

A couple of questions you can ask your clients to get an estimate of what they think their home is worth include:

• What do you think your home is worth, based on the research you’ve done?
• What number do you think is a good starting point for your home?

17. Local Market Statistics

During your real estate listing presentation, have some statistics on hand for the local market so that the client can compare their home to others in the area. These should include:

• Average days on the market for homes in the area
• Average sales price
• Price per square foot
• Inventory level

18. Neighborhood Comp Analysis

Be ready with a comp analysis. Choose four to five other homes in the neighborhood that are similar to the client’s home and become familiar with the ins and outs of those properties.

After you’ve toured their home, you’ll have a better idea of which comp to show them.

You can let them know how long they can expect the selling process to take based on the average list price to sales price, sold comps, available comps, and days on the market.

Tips For Moving Forward

19. refine value.

Once you have a good feel for the home, let the home seller know if you think the home’s value should be higher or lower than your initial assumption based on the market data.

At that point, you can tell them that you recommend listing their home for X amount to have the most realistic chance of selling it.

In order to figure out a good price, you can use the MLS to find out the average list price to sales price ratio for a certain neighborhood.

20. Outline Your Pricing Strategy

Go through your pricing strategy and let your clients know how you determine if a home is above, fair to, or below the market value.

21. Explain Your Sales Process

Your real estate listing presentation is a great chance for you to go through each step of your sales process, from pre-listing to closing. Explain every detail, so your clients can know what to expect when working with you.

22. Additional Included Services

Offer the client any other services that you and your team provide. This could be transaction management, a preferred vendor list, or buyer services.

23. Don’t Be a “Yes” Agent Just to Win New Business

Stay firm on your process and pricing. Some sellers will see if they can get you to negotiate on your own terms. However, this isn’t advisable. Stick to your process and price, and be confident in your knowledge and research.

24. Prepare For Some Objections and Lots of Questions

To that end, be prepared to face some  real estate objections  and questions about your experience, process, and pricing. Some of the questions might include:

• What makes you different from other realtors in the area? How are you better?
• Why do your credentials make you the right person to sell my home?
• How familiar are you with this market? Have you sold homes in this area before?
• What is your opinion on my home, and what do you think we can do for it to sell better?
• Do you have an ideal list price in mind for my home? If so, is it lower or higher than what I think it is?
• What are your sales and marketing strategies for listing a home?
• How many other clients are you working with, if any? Will your workload affect your ability to work on my home?
• I’ve spoken to another real estate agent who said they would list my home for a certain percent. Can you match that?

25. Follow up with a Thank You Note

Even if you don’t walk away with a  signed listing agreement  in hand, be sure to send a thank you note. Mail this out the day before your appointment, so it arrives soon after the appointment is over. This will ensure you make a good impression on everyone you meet.

Final Thoughts on 25 Steps to Win a Real Estate Listing Presentation

Whether it’s your first real estate listing presentation or you are a seasoned Realtor, these 25 steps can help you build a successful real estate business and bring the most amount of value to your clients.

Keep in mind that in the end, how you treat people will be more impactful than anything you say or do.

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Persuasive Real Estate Listing Presentation Examples & Tips

See top real estate listing presentation examples and templates. Learn from insider tips how to create a listing presentation and pre-listing packet that wins deals.

8 minute read

helped business professionals at:

Short answer

What is a real estate listing presentation?

A real estate listing presentation is a pitch by realtors to persuade owners to sell their property through them. It includes market analysis, marketing plans, pricing, and the realtor's success history, crucial for building trust and showcasing expertise.

A boring listing presentation can cost you more than commission

Real life isn't quite like "Selling Sunset" - you can't rely on stunning properties and personal charm to win listings.

But the truth is, most real estate presentations out there are boring, yawn-inducing, static PDFs, lacking any real excitement or engagement.

In the competitive real estate market, a weak listing presentation can lead to lost high-value listings and a dent in your professional reputation.

But there's a way to turn this around.

In this post, I’ll teach you how to create persuasive real estate listing presentations.

I'll show how to infuse life into your property presentations, making them so compelling that sellers can't resist signing with you, and follow up with the best listing presentation examples to inspire your efforts.

Get ready to ditch the dull slides and step up your game!

What makes an effective real estate listing presentation?

An effective real estate listing presentation combines engaging storytelling, clear data visualization, and personalized content to connect with clients.

It persuasively showcases an agent's expertise, market knowledge, and unique marketing strategies to convince sellers to entrust them with their property listing.

What should you include in a real estate listing presentation?

Just like a first date, your seller presentation is your chance to make a memorable first impression. It's the perfect opportunity to build a strong foundation for your client relationship and show your dedication to their success.

Here's what you should include to make your realtor presentation engaging and effective:

1) Introduction

Start with a strong introduction showcasing your experience, professionalism, and unique qualities. Highlight any awards you have received, your years of experience, and local expertise to establish trust and credibility.

2) Comparative advantage

Explain what sets you, your team, or brokerage apart. Use relevant statistics to demonstrate your market performance and include testimonials to provide social proof of your success.

3) Market analysis

Present a detailed Comparative Market Analysis (CMA) to show your knowledge of the property and its value. This analysis should convincingly justify your recommended pricing strategy.

4) Marketing strategy

Outline a customized marketing plan for the property . Include tactics like professional photography, video tours, and social media promotion to show how you'll attract buyers.

5) Professional advice

Offer guidance on preparing the home for sale, such as decluttering, cleaning, and making necessary repairs. Suggest potential renovations that could increase the property's value.

6) Your role

Clarify your responsibilities as the listing agent and set expectations for the selling process. This helps in building a transparent and trustworthy relationship with the seller.

7) Call to Action

Conclude with a persuasive call to action, encouraging the seller to sign the listing agreement. Be prepared to handle any objections and reiterate the benefits of choosing you as their agent.

How to create a real estate listing presentation?

Creating a realtor listing presentation is much like preparing for a key performance. It's your stage to demonstrate your expertise, build trust, and persuade sellers to choose your brokerage.

You need to showcase your skills while aligning perfectly with the needs and goals of your sellers.

Here's how it's done:

1) Personalize your introduction

Start by introducing yourself and your brokerage, focusing on your experience and how it benefits the client.

Highlight your relevant experience, such as years worked as a listing agent and homes sold, especially those similar to the client's property.

Explain what your brokerage offers, emphasizing its unique selling propositions. Remember, the introduction should be about the client, not just you.

Here's an example of a personalized slide:

2) Tell a compelling story

Instead of just listing features, weave a narrative about the property that highlights its potential and the lifestyle it offers. This storytelling approach can help sellers see the unique value you bring in marketing their property, making it more appealing to potential home-buyers .

3) Use data visualization

Incorporate local housing market data to set realistic expectations. Use clear, understandable visualizations to present information like local inventory, selling prices for comparable homes, and average time on the market.

This helps clients grasp the market dynamics and aligns their expectations with reality.

Here's a great example of a data visualization slide:

4) Guide through the home selling process

Explain each stage of the home selling process , from pre-sale activities to closing. This includes discussing paperwork, home inspections, marketing strategies, and the negotiation process.

5) Prepare the home for market

Discuss how to prepare the home for sale, focusing on decluttering, depersonalization, and necessary repairs or updates. Emphasize the impact of a well-presented home on buyer perception and potential selling price.

6) Outline your pricing strategy

Explain the importance of an accurate listing price and how overpricing can hinder the selling process. Discuss the client's priorities and how they affect the pricing strategy. Use a comparative market analysis (CMA) to guide your pricing approach.

7) Detail your marketing plan

Walk through your marketing plan, covering aspects like direct marketing, home staging, professional photography, and social media strategy. Be clear about which services you provide and any associated costs such as hiring a real estate software development company , for example.

8) Set expectations for open houses and negotiations

Discuss your approach to open houses and managing negotiations. Set clear expectations about your role and how you will support the client through these stages.

9) Guide sellers to the next steps

Provide an overview of the closing process and discuss the next steps, ensuring the client understands the timeline and any actions they need to take.

Here's a great example of a next step slide:

Real estate listing presentation examples that secure clients

In the world of real estate, a listing presentation is more than just a set of slides; it's a key to unlocking new opportunities and securing clients.

The best listing presentations for real estate agents go beyond mere facts and figures. They tell a story, resonate with the audience, and showcase a realtor's unique strengths.

Let's dive into some standout real estate listing presentation examples that have proven their worth in clinching deals.

Jump ahead to page section

Dark mode real estate listing

Engage potential sellers with this dynamic real estate listing template, featuring a clear sales process, market statistics, and immersive property tours to showcase your effective selling strategy.

What makes this listing presentation great:

The presentation provides a comprehensive overview of services , showcasing versatility in handling various real estate needs.

It includes a detailed and transparent sales process timeline , building trust by setting clear expectations.

Engaging property listings with high-quality images and thorough descriptions demonstrate attention to detail and commitment to attractive presentation.

Modern real estate listing

This example is tailored for residential realtors, focusing on a clear, step-by-step sales approach. It highlights community features and local market trends, making it ideal for convincing homeowners to list their properties by showcasing the area's appeal.

The presentation starts with a warm, personal greeting from the agent , creating a welcoming and professional first impression.

It emphasizes a tailored marketing strategy , including virtual tours and social media promotion, showcasing a modern approach to property marketing.

The presentation includes client testimonials , providing social proof and reinforcing the agency's reputation for successful and satisfying transactions.

Light mode real estate listing

Designed for the suburban market, this presentation emphasizes the unique lifestyle and community benefits of suburban living. It's crafted to persuade homeowners by highlighting the serene and family-friendly aspects of suburban areas.

The presentation emphasizes a personalized consultation process , showcasing the agency's commitment to understanding and meeting each client's unique goals.

It features a narrated slide for each current property listing, providing an engaging and detailed exploration of the properties, enhancing the overall appeal and understanding.

Data visualization elements in the year-by-year sales performance section, demonstrating the agency's growth in the market through engaging graphics.

Luxury listing presentation

This presentation is tailored for the luxury real estate market, emphasizing the unique allure and premium aspects of high-end properties.

It's designed to captivate homeowners by highlighting the opulence and distinctiveness of their luxury homes, showcasing them as not just residences but as embodiments of a lavish lifestyle.

The presentation includes multiple smart CTAs (Call to Actions), strategically placed to encourage immediate engagement and response from potential clients.

It features image placeholders for each property listing, allowing for a visually appealing and customizable showcase of properties.

The deck effectively uses data visualization to present sales statistics, making complex information easily understandable and visually engaging.

Commercial listing presentation

Focused on commercial properties, this presentation showcases investment potential and key market data. It's designed to appeal to commercial property owners by highlighting the financial benefits and opportunities of listing their properties.

What makes this real estate sales presentation great:

The presentation utilizes tiered slides , offering a structured and engaging way to present information, making it easy for clients to follow and understand.

It includes the ability to embed videos directly into the deck , providing a dynamic and immersive experience that brings properties to life.

It comes with a built-in analytics panel , allowing for real-time tracking of client engagement and effectiveness of the presentation.

Real estate seller presentation

Perfect for properties in lively urban settings, this example captures the essence of city living. It's aimed at convincing urban homeowners to list by showcasing the dynamic and exciting lifestyle that city properties offer.

What makes this real estate seller presentation great:

An intuitive editor simplifies the process of creating and customizing the deck to suit specific needs and preferences.

It is designed with an adaptive layout that automatically adjusts when changes are made, ensuring the design remains cohesive and visually appealing without extra effort.

The deck allows for modifications even after it has been sent , offering flexibility and the ability to update information in real-time to keep the presentation accurate.

Real estate listing

This presentation is all about bringing a fresh, modern approach to property marketing. It demonstrates to homeowners how innovative and interactive techniques can make their listings stand out in a competitive market, appealing especially to those who appreciate a contemporary and dynamic selling approach.

What makes this seller presentation great:

The presentation allows for direct integration of the agent's calendar , streamlining the process of scheduling meetings and enhancing client convenience.

You can use an AI assistant to help with generating images and tweaking copy to ensure a high-quality and efficient presentation creation process.

The ability to add dynamic variables lets you easily personalize the presentation for each client, which adds a personal touch and increases engagement.

How to design a seller presentation?

In the digital age, the design of your real estate agent presentation is as crucial as its content. Gone are the days when static PDFs and basic PowerPoint slides could capture and hold a client's attention.

These traditional formats, while once the backbone of presentations, now fall short in a world where interactivity and visual engagement are key. They lack the dynamism and immersive experience that modern clients expect.

Here’s how to design a pre-listing packet that not only informs but also captivates:

1) Embrace interactive presentation tools

Interactive presentation makers are a game-changer, especially for those without a design background who would normally outsource a website design .

These tools allow you to create presentations with embedded videos, clickable content, and virtual tours, offering an engaging and immersive experience that static PDFs and PPTs simply can't match.

2) Utilize scroll-based design

Scrollytelling , or scroll-based storytelling, is an innovative way to engage viewers. As the audience scrolls, the story and information unfold in a visually appealing and interactive manner.

This technique keeps the viewer engaged and eager to discover more.

Here's an example of Storydoc scrollytelling:

3) Ensure your presentation is responsive

With the increasing use of smartphones and tablets, your presentation must look great and function seamlessly across all devices. Responsiveness has shifted from being a luxury to an essential requirement.

4) Move beyond outdated formats

The limitations of PDFs and PPTs – such as their static nature and lack of engagement – make them less effective in today's fast-paced, visually-driven world. Exploring dynamic, interactive formats can set your presentation apart and demonstrate your adaptability to current trends.

Here's the difference some interactivity can make. Which deck do you find more engaging?

5) Maintain a clean and organized layout

Avoid clutter. A well-organized presentation with a clean design makes it easier for clients to follow and absorb the information.

6) Consistent branding is key

Your branding should be evident throughout the presentation. Consistent use of logos, colors, and fonts builds brand recognition and trust. Interactive presentation makers can take care of that for you, extracting branding information directly from your website or brand book.

How to deliver a compelling real estate listing presentation?

Delivering a compelling real estate listing presentation is like telling a captivating story where you are both the narrator and the hero. It's your opportunity to demonstrate how your unique skills and experiences can transform a seller's journey.

Here's how to make your presentation not just informative, but truly engaging and persuasive:

1) Start with an engaging introduction

Kick off with a captivating story about a previous sale or a current property you're working on. This sets the stage and showcases your experience.

2) Outline the sales timeline

Clearly explain each step of the sales process, from pre-sale events to closing the deal. This helps clients understand what to expect and prepares them for a quick turnaround in today's fast-moving market.

3) Ask insightful questions

Engage with your clients by asking questions about their goals, challenges, and expectations. This not only shows your interest in their needs but also helps tailor your presentation to them.

4) Showcase personal statistics

Use your sales data to demonstrate your success and expertise. Include metrics like your sales compared to market averages and average days on the market for your listings.

5) Detail your marketing plan

Explain how you'll market their home, using current trends like virtual tours, HD photography, and social media promotion. This shows your commitment to using every tool at your disposal to sell their home.

6) Handle pricing objections

Be prepared to address concerns about pricing, especially if clients have heard higher estimates from others. Use data and your market knowledge to justify your pricing strategy.

Here's a video on how to handle tough seller objections:

7) Build trust before the presentation

Use the time leading up to your presentation to build trust. Send personalized videos and emails, showcasing your marketing plan and success stories.

8) Reverse your presentation

Instead of a traditional approach, start with the end result of a successful sale and work backward. Show the steps you took to achieve that result, demonstrating your process and effectiveness.

9) Speak to all decision-makers

When you're heading to a listing appointment, it's crucial to chat with all the decision-makers involved.

You wouldn't want to miss out on securing the listing just because you only connected with one person. Keep in mind, especially when dealing with couples, that all individuals have their own ideas and expectations about selling their home.

As Jeffrey Kosiorek , a real estate expert with 22 years of experience, says:

"You must consider both parties' perspectives when making your pitch to win the listing. If not, you will most likely not get the listing."

Interactive real estate listing presentation templates

Starting from scratch on a real estate listing presentation can feel overwhelming, especially if you're not a design whiz. Imagine trying to convey the charm and value of a property, but the blank screen in front of you just doesn't cooperate.

This is where interactive real estate listing presentation templates come in. They take the guesswork out of design and structure, providing you with a professional, polished framework that you can easily customize.

These templates are designed with the real estate market in mind, ensuring that each slide, each interactive element, is tailored to showcase properties in the most engaging way possible.

Grab one and see for yourself.

Hi, I'm Dominika, Content Specialist at Storydoc. As a creative professional with experience in fashion, I'm here to show you how to amplify your brand message through the power of storytelling and eye-catching visuals.

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21 Steps to a Stellar Listing Presentation

It’s all here. Twenty one great ideas for building your listing business from the ground up, all neatly packaged in a step-by-step action plan. Let us know how it goes.

Set a Strong Foundation

1 build an online presence.

Use your website, blog, or social media channels to publish articles that demonstrate your core competencies. Do you specialize in upscale properties? Do your staged homes sell 30 percent faster and closer to list price than market averages? Your articles could also include seasonal tips for home maintenance, tips to prepare your home for sale, or market data for buyers. Share the content on your Facebook page.

2 Monitor your online appearance

What is showing up when someone searches your name? One of the easiest and most effective ways to monitor your reputation comes from Google Alerts, a free Google service that allows you to enter a search term (i.e. your name, company, etc.) and then receive email alerts as the system finds matches.

3 Practice your presentation

“Can you cut your commission rate?” and “I was going to try and sell it myself” are common objections heard by Realtors®. To prepare, ask a colleague to role play with you, maybe even serve your pitch at a sales meeting.

Supplement your standard listing presentation materials

A listing presentation isn’t complete without your bio, testimonials, marketing strategies and more. If these documents are in PDF format, quickly upload them to your RPR account and then easily include them in your RPR reports. Here are a few things you might want to include:

4 Bio “Your Story”

Tell your story in 75 words or less, just enough to cover the highlights of why someone would want to work with you. Are you a lifelong community member? Do you do volunteer work? How long have you been a Realtor and are you a Top Producer?

5 Social Proof

Do your clients love you? Get proof! Take the time to collect testimonials from your past clients in print or video format. Also, collect any news clips that back up your professionalism or credibility.

6 Personal Statistics

Your success record is worth sharing. Sellers want to know you’ve done this before and for similar homes. Consider creating a map that highlights your past sales activity. Do your staged homes sell 30 percent faster and closer to list price than market averages? Let your prospects know with a simple chart.

7 Service Levels

Differentiate yourself from other agents in the market by showing how your service levels will exceed seller expectations. Do you have an assistant or are you part of a team? What kind of communication can the seller expect, both in scheduling showings, and follow-up and feedback from the showing agent? How often will they receive market updates? (See the section below on Using Creative Delivery Systems.)

8 Marketing Plan

There’s a lot of competitive marketing in the real estate industry. How will you go above and beyond to capture the attention of home buyers? Your plan should include strengths offered through your MLS, website, advertising strategy, staging resources, special virtual tour/video marketing, photographers, local Broker tours, etc. Be creative.

9 Take a photo of the property

Make the extra effort to drive by and snap a photo of the property, then upload it to the cover of your RPR report . It will demonstrate your commitment to individual attention and give you an opportunity to check out the condition of the property. That insight will be helpful when you refine the value of the property using RPR.

The Phone Call

10 ask questions.

Every question you ask, big or small, demonstrates interest in the homeowner’s personal well being. And what’s more personal than selling the biggest investment of your lifetime? Find out what makes your client click.

• Why are they moving and when?
• Are they relying on the sale proceeds to fund a retirement?
• Does the house need too much work and they want something maintenance free?
• Are they downsizing in preparation for retirement?
• What did they love and “not love” about the house? The neighborhood?

No other CMA tool will do…

11 do your research.

Did you know that Realtors® have the power to analyze and manage a platform of unparalleled data to the extent that no other search mechanism offers? In fact, no other real estate data sharing website offers side-by-side, listing vs. public record comparisons like RPR. Here you’ll find current and historical property information, the home’s basic facts, photos, maps, mortgage records, tax info, the Refined Value Tool, comp analysis tool, and more.

12 Automated Values

No matter what, consumers are going online to look at the value of their homes. Yet, we know that not all of these sources are reliable. Use this as an opportunity to include the exclusive RPR Realtors Valuation Model® (RVM®) in your pricing discussions. Your clients will be impressed by its level of accuracy.

13 Create a CMA

Not all CMAs are cut from the same cloth. RPR’s CMA wizard walks you through five simple steps to generate a Comparative Market Analysis unlike any other offered in today’s real estate industry. You’ll confirm the home’s facts, search for and adjust the comps, land on your own list price by refining the property’s value, and then generate an RPR Seller’s Report. All in one place and with the highest level of accuracy afforded to today’s Realtor.

14  Refine Value

Every homeowner wants to know the return on investment for their home improvements. Here, savvy agents will tap into RPR’s Refine Value Tool . With up to 30 predefined home improvements to choose from, the tool accurately calculates the depreciated value of home improvements. The tool also enables users to refine a home’s value by confirming/adjusting basic facts about the property, as well as other factors such as an assessment of local market conditions, the interior and exterior of the home’s condition, lot size, view, privacy, and more.

15 Market Stats

Our mindsets move far beyond our own particular home. Both buyers and sellers want to know everything about the neighborhood, local economy, quality of life, and economy. All of that and more are a few quick clicks away at RPR.

No other CMA tool will do …

16 rpr reports.

Don’t let your lead get away without sending the seller something before your actual listing presentation. Use what you’ve garnered from RPR to create and send RPR’s Market Activity and/or Property Report. Be sure to let the sellers know that you have the power to refine the value of their home (using RPR) once you’ve had a chance to tour the property and see their upgrades first hand.

17 Use Creative Delivery Systems

Oftentimes, the opportunity to meet prospects or clients face to face is hampered by distance, personal schedules, or even preference. Yet, you know that nothing conveys professionalism and expertise more than personal interaction. There must be a way to virtually, if not literally, meet your clients “where they are. ”

BombBomb , a video marketing platform, helps REALTORS® prove their “client first” commitment by offering intuitive, low-cost digital communications solutions. With BombBomb, you can create a personalized video message and email it to clients within minutes. And because the app is integrated with RPR, REALTORS® can seamlessly include an RPR report. Then by way of real-time alerts, see when your client has interacted with the email. These live notifications are key in determining the best time to follow up.

18  Create Your RPR Seller’s Report

Pull your analysis all together into a customized RPR Seller’s Report , complete with an updated photo of the property, as well as your photo and contact information. Inside, the Seller’s Report highlights details of the subject property, your comp analysis with side-by-side property comparisons, local market trends, a pricing strategy, and a worksheet for estimated seller proceeds. RPR’s Seller’s Report can also be displayed and/or emailed from your laptop, phone, or tablet.

19  Identify the Seller’s Motivation

While with the homeowners, be sure to listen closely to what the sellers are saying. Selling a home is a deeply emotional experience for most and they want a Realtor who understands how personal it is. Revisit some of the questions you asked earlier. Why are they moving and what is their timeline? Are they using the proceeds to fund a retirement plan? Are children involved? What improvements are needed to sell the home?

20 The RPR App

Showing is always better than telling, so here’s where your impressive tech skills come into play. Respond instantly to your seller’s questions with RPR Mobile™ on your handheld device . Show the prospect how their home compares to those on the market. Click on the magnifying glass to display a map of the nearby area. Then, select any home’s icon to go to the property’s full details, including price, history, photos, and more.

21  Follow up With a Thank you Note

The five minutes it takes to write a personal thank you card to prospects is worth it’s weight in gold (or actual listings). Very few of our contemporaries take this route in our digital world. So set yourself apart. In fact, send flowers.

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Great ideas here! I love that you can produce a report in seconds. Keep up the great work RPR!

Great info. Would love to see this all put together so I could customize for my market or listing appointment. A template.

Me as well. I love the RPR product.

Great information.Would love to see if we can customize these for listing appointments

I knew RPR will seal the deal for me. Kudo to RPR.

When I first became a REALTOR five years ago, a veteran agent showed me how she completed a CMA for an upcoming listing appointment. SIX HOURS later, and we still weren’t done! I thought to myself, “I’m just going to stick to BUYERS”! Fast forward, I now use RPR exclusively for creating in-depth reports for my potential Sellers AND for my Buyers preparing offers. I wouldn’t consider using any other program! Thank you for these great ideas, I’m going to start to implement them immediately.

I woukd like to sign up

I would love to see a template, also.

I would like to add just the type of home such as reverse 1 1/2 or ranch only as not to compare to 2 story homes

Do you have a tutorial showing each of these steps? I read it and understand in theory but I am a visula learner and once I SEE how it’s done I can modify it. I cannot visualize each of these steps. It seems logical but a bit overwhelming without any examples. A video tutorial step by step would be helpful. A template might work but it would not show the step by step of HOW it was done but it would be good also to see a finished product. It seems that RPR is a tool that a computer presentation w/ video capability is best. Is your CMA best on a phone on a computer screen? or is it printable. So many questions… I really need to see it in action.

[…] This post was published by Realtors Property Resource. It covers everything you need for a stellar listing presentation. It includes everything from what to include in the presentation to pro tips about how to give the presentation.21 Steps to a Stellar Listing Presentation […]

I appreciate the information given in this article about the marketing strategies a realtor should follow to improve his business. The internet is one of the most important sources of information and a realtor should follow different types of blogs related to real estate business to learn more effective marketing strategy. Besides, effective utilization of the internet could also give a realtor a competitive edge and helps to find more clients.

Sign me up please [email protected]

Hi Jorge, create your account here: https://www.narrpr.com

Great! If you don’t have your RPR account started, go here and click “Create Account” https://www.narrpr.com

Good information. can I customize these information

Very interested, is there live support?

Hi Alice, Yes, get help any time by calling (877) 977-7576.

Outstanding program. Great improvement.

I would like to take classes and learn more

[…] This incredible article by RPR has several suggestions for how to create a stellar listing […]

Great article!, I love all this, because I was able to gain information and also some tips. Thank you for posting this very informative article.

[…] Related reading: RPR – 21 Tips for a Stellar Listing Presentation  […]

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9 Critical Components Every Real Estate Listing Presentations Needs in 2024

• Open Houses
• Lead Nurture

March 26, 2024

You’ve generated leads, networked with potential sellers, and found a prospective client. You must position yourself as the ideal agent to represent your prospective client’s home, and to do that, you’ll need to present a real estate listing.

A real estate listing presentation is a powerful business tool that demonstrates your expertise, impresses sellers, and increases your close rates. We understand the impact a powerful presentation can have on your business––so much so that we’ve built a tool into our platform to help you craft your own standout presentation.

Luxury Presence’s listing presentation tool is designed to help you increase your close rates with stunning professional presentations. We make the design process as simple as possible so you can focus on what really matters––your clients.

Find It Fast

The 9 components of a winning real estate listing presentation

Our experts have compiled a list of everything you need to create a stellar real estate listing presentation. Following this guide can create lasting impressions that will turn prospective sellers into clients.

1. A Self-introduction

This section is vital––you want to establish your expertise and experience, build familiarity with your client, and then bring the focus back to them. Explain how your experience serves your client, clearly lay out what you and your brokerage can do for them, and seek common ground that builds trust and rapport.

Your listing presentation introduction should be statements of value––no fluff. Start by sharing your relevant experience, which includes how many years you’ve worked as a listing agent, the number of homes sold, and a brief anecdote about your success selling a similar home.

Then, move on to explain what your brokerage can offer these sellers. 

This is your opportunity to give an overview of the unique selling proposition you, your team, or your brokerage can provide. Sellers will be interested in knowing your brokerage’s level of success in the market, its reputation, the network of professionals that support and streamline your work, and specific metrics or standards that set your brokerage apart. 

This process can be overwhelming for clients, but your expertise and composure during the listing presentation will put them at ease.

2. Local housing market data

Sellers are frequently under-informed or overly optimistic about the current real estate market conditions. This is your opportunity to set expectations by preemptively correcting assumptions about the market in your area. Providing realistic generalizations at this stage can help temper disagreement or disappointment when you get to the pricing strategy. If the market is rocky, you can demonstrate confidence in expertly navigating through the current turbulence.

Your market overview should include data on local inventory, listing and selling prices for relevant comps, average days on market, and typical home improvements. Remember that while you see these numbers daily, home sellers don’t—everything you share with them should be clear and relevant to their situation. 

3. An explanation of the home selling process

Outlining the process sets expectations and showcases your value. Be flexible during this part of your real estate listing presentation. Some sellers may need more hand-holding and detailed answers, while a veteran home seller won’t need a detailed explanation of each process step.

Explain these process stages:

• Pre-Sale Activities : This includes filling out paperwork like the Seller’s Disclosure, arranging a home inspection, having marketing photographs taken, making repairs, and arriving at an agreed-upon price before the home goes on the market.
• Marketing : During this stage, you’ll create the listing and add all the details, prepare digital marketing content, stage the home, and get everything lined up for the day it goes on the market.
• Active Listing Period: Open houses, agent showings, and hopefully receive some offers.
• Accepting Offers : Walk your client through different strategies for this stage, such as accepting an offer they like or arranging for “best and final”—the day when all offers are due. Explain how you’ll present every offer and assure them that you’ll help them understand the pros and cons of each.
• Closing period : Sellers might not know what happens after an offer is accepted. Explain the option period, which has the potential for renegotiations, what happens in a month or so between accepting an offer and closing the deal, and options for leasebacks.

Be sure to include printed materials so the sellers can engage with your presentation and not worry about memorizing everything.

4. An explanation of the pre-listing work needed to be successful

If you haven’t seen the property yet, ask your seller questions to understand its condition. Is it move-in ready? Are there repairs or updates that will significantly alter the potential selling price?

Emphasize the value of having a home that looks beautiful and is in excellent condition. Explain depersonalization—it’s not a matter of the seller’s taste but rather about creating a generically stylish interior that any buyer can imagine making their own. Even if the seller isn’t willing to make repairs or renovations, professional cleaning and decluttering will positively affect buyers’ perceptions. 

5. A detailed pricing strategy

Ask the sellers about their priorities with the sale. Some must sell quickly, while others can wait for the highest possible number. Ask if they’re looking for a lease back or if there are any other strategic elements affecting their asking price. These factors will influence the total offer strategy.

Be ready with your comparative market analysis (CMA), which supports your pricing strategy through comps and relevant data. Sellers can be emotionally attached to their home; sometimes, sentimental value and a market price don’t match. Emphasize the importance of starting with an accurate listing price. If priced too high, a home can languish without offers.

6. The highlights of your marketing strategy

This is the point in the real estate listing presentation where you explain your planned marketing efforts and are clear about who is responsible for the costs. Some listing agents pay for photography and staging, while others have the sellers cover these expenses. 

Make sure to discuss the benefits and steps of these four basic marketing strategies:

Direct marketing

• Hosting open houses
• Listing the home on MLS and real estate sites
• Sending out mailers

Home staging

Discuss the particulars of staging, including your network of staging professionals and price ranges.

Photography and videography

Most listings, especially luxury properties, have professional photography and virtual tours . Speak confidently about your network of professional photographers and show samples from listings you’ve made in the past.

Social media posts

Discuss your social media strategy for home sales, including what platforms you use , posts specific to the listing , how you plan to promote open houses, and how this strategy has succeeded in past home sales.

Advertising

Present your plan for where the property will be listed. Add in any promising statistics or metrics to details.

• Your local MLS: This is a great way to differentiate yourself from home sellers who may be considering an FSBO. Only licensed agents have access to the MLS.
• Website and landing page: If you create property websites and landing pages for your properties, provide examples and discuss the benefits.
• Internet platforms such as Zillow and Realtor.com
• Social media: Find out how your sellers feel about social media and give them the option of whether or not you use it.

7. Expectations for showings and open houses

Take this opportunity in the listing presentation to explain how you will manage and host showings and open houses. Clients may feel uneasy thinking of strangers walking through their home. Assure them that you or a team member will always be present during an open house and that any private showings will always be conducted by a licensed agent.

8. Your offer and negotiation strategy

Give an overview of how the offer and negotiation process works. Assure sellers that you will present every offer that comes in, and you’ll walk through the particulars. Provide examples of different offer details they may see and the most common areas for negotiation beyond the offer price. Reassure the clients that you will always act in their best interests, an obligation of being a fiduciary.

9. Final questions and “The Ask”

At this point, the meeting is coming to a close. Answer any remaining questions and discuss what needs to happen before you can start with the pre-sale activities. And then—ask for their business. Politely assure the sellers that you have the skills and expertise needed to sell their home, and that you would love the opportunity. 

If they are ready to sign, complete the paperwork and finalize your pricing strategy. If they want more time to think things over, give them a deadline by which you will call them––and definitely call them on that date. 

Additional real estate listing presentation tips

Here are a few more things to keep in mind as you craft the strongest possible listing presentation:

Focus on the client’s needs

Every piece of information should be designed to serve the client’s needs and provide clear value. Cut away anything extraneous. Selling a home is a stressful process. Even though you’re used to the process, always be mindful of your client’s perspective and be ready to respond with empathy to their nerves and uncertainty.

Practice often

Nailing a listing presentation takes practice. To polish your performance, practice in front of team members or family. As you gain experience, you’ll be able to anticipate questions and concerns. Even when you’re comfortable with your skills, be sure to reevaluate your listing presentations occasionally.

Be authentic

Above all else, be authentic. Your clients need to feel like they can trust you. Always be transparent and honest.

Real estate listing presentations + Luxury Presence

Looking for even more advice and resources about successful real estate listing presentations? Our platform can help you develop business strategies and strengthen your network. To learn more about how we can help you grow your real estate business, reach out to our team today .

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Listing Presentation Template

• December 13, 2018

Download and customize this professionally designed presentation with your own information and leverage it at your next listing appointment!

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• Can integrate slides into your own corporate listing presentation

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How to Create a Killer Listing Presentation

The quality of your listing presentation can either earn you listings or cost you listings. Here’s what it takes to create a killer listing presentation that will land new listings!

What is a Listing Presentation?

A listing presentation is a demonstration of your services to home sellers in an attempt to earn their listing. The point of a listing presentation is to walk away with a new listing!

When people refer to a listing presentation, they could be referring to a brochure (digital or print) that introduces their sales services, or they could be referring to the meeting with the sellers in which they present their listing services.

We’re going to show you how to crush both!

What to Cover in Your Listing Presentation Brochure

Your listing presentation brochure (digital or print – you should have both options so you can appeal to sellers of different generations) should just cover the basics. This is the version of your listing presentation that is always ready to go when you get a last-minute meeting and don’t have time to complete a CMA to determine a price for the seller’s home.

Because this is just a dozen pages and applies to all sellers, you should have a few printed in high-quality materials so you have a professional brochure to hand out.

Here’s what your listing presentation should cover.

1. An Overview of the Listing Process

You want to give your prospective clients a general idea of what they can expect from the listing process, which is typically three things:

• Prepping the home for sale,
• Pricing the property,
• And marketing the property to prospective buyers and their agents.

2. A Semi-Deep Dive on the Marketing Plan

While you’ll have a couple of pages on prepping the home for sale and pricing the property, you’ll want to go a little deeper on your marketing plan. It’s typically the marketing plan that sets one agent apart from the rest and wins business. You need to show your sellers how you can get the listing in front of more qualified buyers than other agents can.

This could mean you show off your social media presence. Or you highlight the fact that you include professional listing photos at no cost to the seller. List all the ways you will market your seller’s home so they can see the advantage of hiring you in terms of getting their home sold.

3. A Brief Look at What Happens Once the Home is Under Contract

To prepare your prospective sellers for a quick sale, show them what happens when an offer is received and accepted. One page with a quick walk-through of opening escrow and closing day is all it takes.

4. Testimonials and Credentials

Testimonials from happy clients are powerful. Make sure you collect all your clients’ compliments and get their permission to share their testimonials on your website, social media accounts, and in your listing presentation.

Then you can show your credentials. I recommend saving your credentials for later in your listing presentation brochure because, frankly, your clients probably don’t care much. They just want to know that you can get results, and that’s why we open the presentation by showing what you can do for your clients in terms of listing and marketing. Your education, training, and stats are just icing on the cake.

So just offer a single page that lists your professional highlights. If you’re new to the business and don’t have much to offer in terms of experience or industry awards, you can share the accomplishments of your brokerage.

5. A Call to Action

Close the listing presentation brochure with an invitation to have your clients list their property with you.

What to Cover in Your Listing Presentation Meeting

In your listing presentation meeting, you’ll generally be able to follow the layout of your listing presentation brochure, but with a few interactive adjustments since this will be a two-way discussion.

The General Outline of Your Listing Presentation Meeting

• Start with a tour of the home. Include compliments and questions.
• Offer an overview of the listing process.
• The listing price discussion
• A semi-deep dive into the marketing plan
• A brief look at what happens once the home is under contract
• Your credentials
• A call to action

The Listing Price Discussion

The listing price discussion is one of the most important parts of your listing presentation meeting. You need to get the seller on board with the market value price even though they might believe the house is worth more. You have to manage seller expectations and help them understand that pricing too high can alienate buyers.

Before we get too far into our notes on the listing price discussion: You may be wondering why the listing presentation brochure doesn’t include the recommended listing price for the home. The main reason is because different brokerages have agents using different programs to generate a CMA (Comparative Market Analysis for those of you who are brand new to real estate). So you’ll likely have a program that prepares a page (or several) specifically for the subject property using recent sales as comps. And since those pages will be formatted and branded differently than your listing presentation template, it makes sense to present that separately. By the way, if your brokerage doesn’t offer a CMA, you can pay for a subscription to a CMA service, or you can make your own in Excel (or purchase an inexpensive Excel template online ).

With that, here are some pointers for managing the listing price discussion:

• Do your research. Get the details on the subject property and relevant comps.
• Complete your CMA in advance so you know how much the home is worth before your meeting.
• Start the price discussion by explaining how important it is to price correctly from Day One. Too low and you leave money on the table. Too high and you alienate buyers. If they ask about doing a price reduction later if it doesn’t sell explain how the excitement of a new listing will be gone at that point and that buyers might wonder if the price reduction was necessary because something is wrong with the property.
• Explain the methodology behind the CMA .
• Allow the clients to follow the thought process, explaining why you chose those comps and how you adjusted the values so the sellers can understand how you arrived at your recommended listing price.
• Mention that some agents will over-inflate the value to win the listing, but that the market sets the price, not the agent.

Listing Presentation Templates

While you can find some free listing presentation templates online, I haven’t seen one that I would recommend. Your listing presentation helps define your prospective clients’ first impression of you and your business, so it’s worth investing some time and/or money in getting your listing presentation template just right.

If you have some time and a bit of design skill, you can create your own listing presentation template in Canva . Canva is a user-friendly online design platform that’s free to use. You also have the option to upgrade to an inexpensive paid program, which I highly recommend if you’re going to be using Canva for your social media posts, postcards, flyers, and blog graphics. If you’re not familiar with Canva, check out Canva for Real Estate Agents for a quick introduction.

Now, if you don’t have the time or design skill to create your own listing presentation, you can simply purchase one! This inexpensive listing presentation template from Key Real Estate Designs (our partner Etsy shop) follows the same outline we discuss in this post. And it’s entirely editable in Canva, so you can change any detail you’d like (even if you just use the free version of Canva)!

Other Best Practice Tips for a Killer Listing Presentation

Record yourself giving your listing presentation and watch it back to see how you come across. The more you give your listing presentation, the better it will get!

Highlight Your Killer Offer

If you have a killer offer, like we discussed in How to Get New Leads This Week , show it off in your listing presentation. Demo your professional photos, single-property website, or social media marketing.

Ask Questions

When you get in front of clients, don’t make it about you. Show that it’s about them by asking them questions like:

• When do you need to move?
• Why are you moving?
• Where are you moving to?
• Have you already found a home there?
• What will you do if your home doesn’t sell?
• What are you looking for in a listing agent?
• Are there any issues with the home that we won’t see today?

Don’t Budge on Your Rates

You may be asked if you’ll take a lower commission rate. DON’T DO IT!

Explain to your clients that a substantial amount of your commission goes directly to marketing activities that help the home sell more quickly and for more money. You may also want to remind them that part of your job is to negotiate on their behalf. How much faith could they have in you as a negotiator for them if you can’t even negotiate your own rates?

What to Do After the Listing Presentation

• Document the presentation in your CRM . Add the seller to your marketing campaign(s).
• Send a thank you text the next day.
• Follow up soon and often. If the prospective sellers were serious enough to sit through your listing presentation, they’re likely going to sell soon. So you want to be the first agent they see when the moment to list finally arrives.

Get a Small Win

Great victories are the result of small wins. Before you move on with the rest of your day, get a small win.

Today’s small win challenge is to start creating your listing presentation brochure. We know it may take several hours if you’re starting from scratch, so you don’t have to complete it today. Just get it started, and schedule a time to finish it. Or you could take the head-start offered by purchasing an inexpensive template online and have your new listing presentation brochure ready to roll today!

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Ways to Master Your Real Estate Listing Presentation

Your listing presentation.

As a real estate agent, your success is dependent on your listing presentation and pitch. From start to finish, your realtor listing presentation will showcase who you are and how you bring value to your clients. It should include key metrics like local market statistics, an overview of your selling process, and how you help your clients get the most value out of their home, which will instill a sense of confidence and trust.

Today I thought I’d share some of my best tips to improve your listing presentation so that you can start winning more listings.

First up is one of my most popular #TomFerryShow episodes…

What Is a Real Estate Listing Presentation?

A real estate listing presentation can be viewed as a realtor’s elevator pitch. Creating a strong listing presentation is crucial to the success of your business. This is because it’s your opportunity to convince sellers to choose you to sell their home over other realtors, investors, at auction, or by themselves.

In today’s increasingly remote world, you may even need to host a virtual listing presentation. A virtual listing is similar to a traditional listing presentation, but is delivered through a video conferencing platform like Zoom or Skype. While virtual presentations may take time to get used to, they allow you to get into contact with clients who may be further away or can’t meet in person.

There are several ways you can present your realtor listing presentation, such as on a PowerPoint deck, a brochure, a video, or another form of visual presentation. No matter the format, your real estate listing presentation should contain key elements, such as:

• Listing price of the home
• Reasoning for your listing price
• Interior upgrades
• Exterior upgrades
• Other relevant fixes or remodels

By creating a thorough listing presentation that outlines the key points as to why you should be chosen as a seller’s listing agent and how you’ll help them get their home sold faster and for more money, you’ll close more deals. Creating a listing presentation for real estate agents is important, but how do you win over clients with your presentation? Below, we’ll cover the ins and outs of creating a winning real estate listing presentation that helps you grow your business.

Critical Elements To Real Estate Listing Presentation Success

As you know, in order to succeed as a real estate agent, you need to master your listing presentation. To help you show your confidence and expertise during your next realtor listing presentation, we’ve rounded up the key elements needed for your success.

From learning how to create an engaging introduction to using pricing analogies and earning trust before your presentation, these are the critical components to successful listing presentations for real estate agents:

1. Create a Brief But Engaging Introduction

As with any presentation, your first few minutes are crucial. To master your real estate listing presentation, you need to engage your audience within the first 60 seconds to grab their attention and convince them you’re the realtor to sign with.

In the first 60 seconds, tell a brief but captivating story, such as a previous home you’ve sold or a current property you’re working on now. Remember, most of your listing presentation will focus on your client, but your introduction is your time to provide your background information and show your client how you can help them sell their home.

2. Explain the Sales Timeline

One of the top questions clients will have when it comes to selling their homes is “how long will the process take?” In today’s market, homes are selling fast, which means clients need to be fully prepared for a fast turnaround. When explaining the sales process, highlight each step of the way, including:

• Pre-sale events
• Marketing timeline
• Listing period
• Closing the deal

By explaining the sales timeline, your clients will know what to expect throughout the process.

3. Ask Questions

The goal of your listing presentation is to show clients how you’ll sell their homes and perform better than other agents. With that said, it’s important to keep your clients top of mind throughout your listing presentation. To do this, make sure to ask important questions throughout to better understand their goals and values. Some questions to ask include:

Why do you want to sell your home?

• What date do you need to move?
• What are your plans if your home doesn’t sell?
• Where are you looking to move to?
• Are there any current issues with your home that need to be addressed?
• How much money do you still owe on your mortgage?

With these questions, you can curtail your listing presentation as you go to align with their values and goals and help them sell their home.

4. Highlight Personal Statistics

You need to sell yourself when delivering your listing presentation. One of the best ways to do so is to highlight your personal stats that prove to your clients why and how you’re successful. Some statistics to show your clients include:

• Your sales compared to the market average
• The average days on the market for your listings
• Year-after-year sales

These are just some of the statistics you can showcase in your listing presentation. To make them more powerful, export your personal data from your MLS into a spreadsheet to create graphs, maps, and charts that help your clients visualize your success.

5. Explain Your Marketing Plan

Your marketing plan is imperative to the home selling process. As one of the key components of selling a home, you need to explain to your clients how you plan on marketing their home. Some current marketing trends that can put you ahead of your competition include:

• Virtual tours
• HD photography
• 3D floor plans/property scans
• Social media posts
• Property videos

By advertising on a wide range of platforms, from social media to home listing sites and even around the neighborhood with lawn signs, you can attract more prospective buyers interested in buying your client’s house.

6. Use This Great Pricing Objection Handler

Another statement you’re bound to hear from homeowners is this:

“Another agent said they can get me much more…”

When you do, use this script:

I could line up a thousand agents outside your door, but we’re all looking at the same data and we’ll all come in within one or two percent of each other. So if someone is promising you much more, you’ve gotta ask yourself what they’re up to. Are they just wanting to take your listing to generate a bunch of buyer clients? What’s their motive?

This approach plants the seeds of doubt in the seller’s mind and gets them to understand what seems too good to be true probably is too good to be true.

7. Earn Their Trust Prior to Your Presentation

Question: What do you do in between the time you scheduled a listing presentation appointment and the time you show up for that appointment?

I really hope your answer isn’t “Nothing.”

So… that gap from after you hang up from booking the appointment until you show up? This is prime “trust-building” time.

Here’s my pre-appointment strategy to set yourself apart and begin earning people’s trust way before you ever meet face-to-face.

1. Shortly after setting the appointment, email a personalized video following this script:

Hey [Homeowner’s Name] it’s [Your Name] with [Your Company]. Thank you so much for the opportunity to come out and speak to you about the sale of your home. I know you had a lot of choices in real estate professionals locally, and I’m honored and thrilled to talk to you about how I can sell your home for top dollar in the shortest amount of time. Below you’re going to see a number of things that can help you make an informed decision about selecting the right agent for the job of selling your home. [Then give them a quick rundown of the following assets you will send along with the video.]

2. In that email, include links to:

• Your step-by-step marketing plan – Be sure to “stack the cool.” The average agent has 11 things on their list. The more you have, the more you’ll stand out. For bonus points, write the property address on a whiteboard and include a photo of you and your team strategizing on marketing possibilities in front of it.
• A map of properties you’ve sold – Don’t just do a list… a map is more engaging.
• Your reviews – The more specific to convey your skills, the better.
• Stats, graphs and charts – To illustrate your degree of separation… Comparing you vs. MLS averages, etc.
• Your team of experts – To establish expectations and demonstrate it takes more than one person to manage the process of selling your home.

This might sound like a big effort, but it’s worth it! You’re priming the client to win the listing, and in some cases, you might flush out those who aren’t really motivated before wasting additional time on a fruitless presentation.

8. Send Another Video on the Morning of Your Appointment

To further prime the homeowner for your presentation, send another video on the morning of the day of the appointment. Here’s the script:

Hi [Homeowner’s Name] it’s [Your Name], just wanted to make sure we were set today for [Time]. I’m really excited. The team and I are super fired up, we’ve been working really hard on reverse engineering how we’re going to find the ideal buyer for your home. And because we’ve sold so many homes in [Neighborhood], we already know exactly how to find the buyer. I just wanted to make sure you watched my previous video and you took the time to review some of the information I sent you in those links. Would you please do that before we meet today?

9. “Reverse” Your Presentation for Maximum Impact

Now it’s the moment of truth. Make sure you show up for the appointment early just to be sure you can knock on the door punctually at your set time.

When it comes to your actual listing presentation, rather than take the traditional angle of “I’m going to show you everything I can do for you” for the homeowner, I suggest you follow Gary Gold’s approach and do a “reverse” listing presentation.

What’s that mean?

It’s simple, actually. Rather than make a promise to the homeowner about what you can do for them, show them a case study of what you’ve done for others and walk them through the process in reverse order.

Rather than starting from what you do right after you take a listing, show the homeowner everything you did to achieve the result. For instance:

We recently sold a property very much like yours for 3% over asking price and for 22% faster than the average home is selling in our marketplace. The sellers were thrilled and they wrote a five-star review on Zillow about what we were able to do for them.

Now, what got us to that point? Well, we ended up getting eight different offers. We went through those eight offers with the sellers and they chose which worked best for their needs.

Before we got those eight offers, we had 87 people who came to our Mega Open House, which is the same thing I’m going to do for your home. Now I want to explain how we got 87 people to view the home. Look here… We had 4,200 impressions on Zillow, 1,893 on Trulia and 2,000 on Realtor.com, 3,100 on Facebook, 74 on Instagram, 177 on Twitter and 355 people watched the entire home tour video on YouTube.

Continue that approach throughout your entire presentation. Be sure to include your broker preview, photography and videography, staging and trace the process all the way back to you earning that listing and starting the ball rolling.

When you do this “reverse” presentation, you’re letting your track record work for you. You’re demonstrating your ability to achieve the results they desire. It’s basically all the same information, but presented in a more powerful way.

Also, make sure to include high-quality printouts/fliers of all the information you linked to in your pre-appointment video email – your marketing plan, your “Sold” map, your reviews, your degree of separation, your team photo and descriptions of each person’s role. Leave those materials behind with the homeowner, even if you’ve presented them digitally as part of your presentation. Coaching client Karen Stone from New York City not only uses this “reverse” approach in her listing presentations but also to demonstrate her abilities in her marketing. Check out this postcard she uses:

Below is an example of several of these “differentiators” from my brother Patrick, who sells in San Diego. If you’d like to see all six pages up close and personal, download the PDF here .

5 Tips for Winning Real Estate Listing Presentation

We discussed the critical elements needed for a successful real estate listing presentation. Now, let’s dive into how you can win your listing presentation to gain more clients and close more deals. Explore our five tips to improve your listing presentation today below:

• Know your customer: Always research your customer before meeting them. This is important because not every client is the same, which means you’ll have to create a new listing presentation for each client to ensure you win them over. Information you should research about your client includes their relationship status, such as whether they’re single or married with a family, where they’re planning on moving, how they want to sell, and the type of offer they want.
• Know the market, neighborhood, culture, and community: In order to market the seller’s property, you need to have a firm grasp on the market and community associated with their home. How much have homes in the neighborhood sold for recently? What ratings do the schools have? What’s the local crime rate? These are all important questions to have answered before giving your listing presentation.
• Make sure you are in the right mindset: To ensure you’re in the right mindset before your listing presentation, visualize speaking with your customers before meeting them. Whether that’s the night before while you’re laying in bed or when you’re rehearsing the morning-of in your office, getting in the right mindset can help you gain confidence and clarity about the pitch you’re about to give. It also gives you the opportunity to think of potential questions or concerns that the seller might have during your listing presentation and brainstorm answers.
• Tell the story: Sellers want to work with real estate agents with a proven track record. To instill trust and confidence in your clients, provide them with data that tells your story, such as, “I’ve been on 62 appointments and 58 people choose to work with me” or “I’ve sold X homes X% over the asking pricing.” With data that validates your claims, sellers will work with you to ensure they get the most money for their homes.
• Share examples of how you’ve helped customers in similar situations: There are many reasons why someone might be selling their home. Maybe they received a job offer they can’t refuse and have to relocate. Or perhaps they have a new child on the way and need to upgrade to a larger house.

Once you research your client and understand their reasons for selling, craft your listing presentation around that. With examples that show how you’ve helped clients in similar situations sell their homes, they’ll have more trust in your abilities to help them, too.

With these five tips for improving your listing presentation, you’ll be able to win more clients and earn commission from your deals. However, once you deliver your listing presentation, you’re not done. You still have to close the deal, which means it’s time to put together an amazing OPEN HOUSE! 

Final Thoughts On Making A Powerful Real Estate Listing Presentation

Throughout this article, you learned key pieces to creating a successful listing presentation, such as scripts to use for common client questions and ways to reverse your presentation for maximum impact. You also learned tips for winning your realtor listing presentation, such as ways to know your customers, how to tell your story, and getting in the right mindset.

At Tom Ferry, we have the resources to help you succeed in all areas of real estate. Not only do we have an informational podcast with episodes like Three Top Agents Reveal How to Win Every Listing , we also offer real estate coaching to help you hone your skills and grow your business.

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Securing The Listing: How To Create Listing Presentations That Seal the Deal

Picture this: you’ve met with a prospect for the first time and you’re discussing the potential sale of their home. The conversation is flowing smoothly, and you feel like you are radiating knowledge, trust and credibility. What’s your secret weapon? A listing presentation that’s not just a presentation, but a pathway to converting home sellers to clients with tangible professionalism.

In the real estate world, a listing presentation isn’t just a slideshow of fancy graphics and charts. It’s your chance to make a lasting impression.It takes advantage of your first touchpoint when you meet a potential client to help you pitch your skills, showcase why they should work with you, and build trust like a true real estate expert. After all, you’re not just selling properties, you’re creating bonds that could last a lifetime.

Now, I’m sure we’ve convinced you about the power of listing presentations, but here’s the big question: How do you create a listing presentation? 

In this guide, we cover the nitty-gritty of listing presentations, the key elements of a listing presentation and some expert tips to make sure your presentation is the best that it can be. So, whether you’re a rookie real estate agent wondering where to begin, or a seasoned pro looking to improve your current listing presentation, let’s break it down together. 

Firstly, Canva is a great tool for designing fabulous presentations. To make things even easier, we’ve prepared two templates created specifically for you. In this article, we’ll be using ‘Template 1’ to make a listing presentation.

• Listing Presentation – Template 1
• Listing Presentation – Template 2

Listing Presentation Tips And Best Practices 

What makes a good presentation? Here are a few tips that can turn your slides from a ‘nay’ to a ‘yay’ 

• Colour Consistently – Stick to a consistent colour scheme which matches your personal brand or your agency’s brand. This is not about looking “fancy” but rather creating a visual experience which best resembles you. 
• Less Text = Better Impact – Keep your text concise, similar to a tweet you’re trying to nail in one shot. Large blocks of text can make it difficult for your audience to process your overall message 
• Fonts, fonts, fonts –  Keep them consistent for a sleek and polished look. While this is a professional presentation, don’t be shy to play around with bold and italics. They can act as accessories to add an extra oomph to your words. 
• Picture perfect – Use high-quality professional images wherever possible. Whether it’s property images, images of yourself or your area in general, you need top-notch images. Use a smartphone with a great camera or images from your agency for the best results. If you are looking for generic images, tools like Shutterstock or Pixabay are great! 
• Avoid the urge to clutter – Think of your slide as an empty property; you don’t want it cluttered like a cramped apartment. Keep it clean and organised. When in doubt, less is definitely more. Make sure every element on your slide has a purpose and adds to the overall appeal of your presentation. 

Let’s start by building your first listing presentation together. We’ll be using our ‘Template name’ if you want to follow along 

Step 1: An eye-catching cover slide 

Grab the property seller’s attention using an engaging title and stunning visuals. Consider adding your company name and logo to add to your credibility and show where you come from. 

Get the latest tips for Real Estate Success

Title ideas:

• Your route to a smooth home sale 
• Navigating The Property Sale Process
• Listing Excellence: Connecting sellers with buyers
• Your Elevated Property Sale Experience 

Step 2: Introduce yourself and your agency 

This is the section where you need to highlight yourself. This includes more than just your name and areas of expertise. Use this as an opportunity to establish your personal brand, share your journey, passion, determination; anything which shows property seekers that you are trustworthy and have a genuine interest in getting their home sold at the best price. 

Step 3: Pitch yourself and your agency 

Why should the property seller choose to work with you and not one of the many other agents who have approached them? Share testimonials and your past sales success stories to show your capabilities. The seller needs to be convinced that you understand their goals and that you will tailor your services to suit their needs and meet their objectives. 

Step 4: Present your selling and marketing plan 

Break down how exactly you plan on getting your client’s property sold. Be it online listings, social media, emails or your personal networking, share how you are going to go above and beyond to meet their needs and make their property shine. Talk about professional photography, open house events and virtual tours. 

Step 5: Prepare a CMA

This is where you need to dig deep and do your research to find out what’s recently sold and what’s on the market. Dubai Transactions gives you insight into last sold transaction prices straight from the Dubai Land Department to help you competitively price your clients property. For more information on creating a killer CMA check out our CMA Guide .

Step 6: Conclusion

It’s time to wrap up. By now, the potential client understands that you are more than their friendly neighbourhood real estate agent. To seal the deal, shall all your contact details and social media handles to make sure they can easily reach you. Make sure you open the floor for questions and clear out any doubts they may have at this stage. 

That’s how you make a killer listing presentation! For more guides like this, check out our Content Corner where we have a variety of articles relating to all things UAE real estate. We also encourage you to register for a session at Bayut Academy where our dedicated training team is happy to help you learn everything you need to succeed in the competitive real estate market. 

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How to deliver a killer listing presentation

For any real estate agent looking to hit the next level, there’s a lot riding on the listing presentation. If you nail it, you could be looking at a profitable seller relationship that delivers steady commissions for years to come. But if you bomb?

Short of discounting your commissions, it’s hard to bounce back from a listing presentation flop. 

And while the listing presentation has been a cornerstone of real estate marketing for decades, there are now more ways than ever to create it. So how do you know which type of listing presentation makes the most sense for you? And what are the best ways to deliver your presentation in the current real estate market?

The truth is, every real estate team or agent is going to have their own recipe for what makes a killer listing presentation. If you want to deliver a presentation that makes you feel calm, confident and gets sellers ready to sign that agreement, it’s time to scrap (or adapt!) the classic formulas.

Table of contents

What is a listing presentation and how do you nail it, before your listing appointment.

• During the listing presentation

After the listing presentation

A listing presentation is essentially a deep and informative sales pitch made by a real estate agent to a homeowner interested in selling their home.

Whether you’re a new or experienced agent, listings are a crucial part of maintaining a thriving real estate business. With a rich portfolio of property listings on your real estate website , you’re able to attract more buyers, elevate your authority, grow your sphere of influence (SOI) , and fuel your marketing efforts with a selection of beautiful homes for sale.

But it all comes down to your success with the listing presentation. With so much at stake, it’s understandable that agents often feel skittish about their ability to perform during this key meeting.

And it doesn’t help that some of the common advice (i.e., show up ten minutes early, send the pre-listing packet exactly three days before the appointment, always take your shoes off at the entrance, and so, so much more) doesn’t always fit every agent’s unique approach or personality.

Let’s outline the crucial factors of each part of the listing presentation to help give you a powerful but flexible structure to start with. From there, feel free to color outside the lines to create a listing presentation framework that makes you feel calm and confident.

💡Be sure to look out for bonus tips, scripts, and advice in this article from leadership coach & founder of Smart Inside Sales , Dale Archdekin!

Learn everything you can about the potential client, property and neighborhood.

The goal is to position yourself as the best possible person to help your prospect sell their home. 

For that to happen, you’ll need to know what the seller’s motivations are, while demonstrating deep knowledge of the market, property type and area in order to help secure the best possible price within their desired timeframe.

Get to know the prospect and property

Any real estate rainmaker will tell you that knowing your customer’s key needs and motivations is a crucial part of closing more listings, especially in today’s digital age when the next agent is literally just a click away.

Let’s check in on the latest data about what today’s sellers want , according to the National Association of Realtors Generational Trends Report:

• 21% of sellers want an agent's help in marketing their home to potential buyers.
• 20% want help selling the home within a specific timeframe.
• 35% want an agent with a good reputation.
• 85% of sellers said the real estate agent provided a broad range of services.

Clearly, trust, credibility, and a solid marketing plan are still crucial factors for sellers when it comes to choosing an agent. But how do you know what sellers might need on a personal level?

Social media can help fill in the blanks. Take a quick look at the seller’s online presence. Do they have a family? A pet? A love of the arts? By taking just a few minutes to “get to know” your prospect before you shake hands, you’ll be that much more confident when walking through the door.

Similarly, do your best to get to know the property and surrounding community as well as possible. Drive through the area and pinpoint the factors that will be most helpful in securing a top-dollar offer. 

Send your pre-listing packet

In your initial conversation with the potential seller, let them know you’ll be creating a detailed market analysis for their home. 

Be sure to ask if there’s anything that could impact the value of their home in either direction — updates, renovations, repairs needed, etc.

💡BONUS: Dale Archdekin’s essential questions

These questions help lay the ground work for securing the listing at the appointment. You are essentially asking the potential seller to tell you what they need to hear about you as an agent and about your marketing strategy in order to win the business at the appointment…and they don’t even realize it.

• Can you tell me what makes your home special?
• What’s important to you about the agent you use to sell your home?
• How will you know when you’ve found the right agent?
• How do you think your home would best be marketed/advertised?
• Who do you think would be the ideal buyer for your home?
• Have you worked with a listing agent in the past? What was your experience? Is there anything you would like done differently by your next listing agent?

Let them know in advance that you’ll be bringing the comparative market analysis (CMA) to your meeting so you can walk through it together, answer any questions they might have, and determine the highest possible price for their home.

Another great way to set yourself apart and get the seller warmed up before the big meeting is to send a pre-listing packet in advance.

But when should you send your pre-listing packet? Answers to this will vary depending on who you ask, but anywhere from three days to a week in advance is typically a good window to give your prospect time to digest the information, while staying present in their mind to help reduce the chance of cancellation.

💡BONUS: Advice & scripts from Dale

When you tell the potential listing client that you’ll be sending a pre-listing packet, get them to commit to reviewing it, coming up with questions and being prepared prior to the meeting. Include a URL with a pre-listing video, that’s nicer than just printed material.

Script 1: Prior to sending the listing packet

 “...we will be sending you a pre-marketing packet of information. It includes X, Y, and Z that are important information for you to make decisions about at our appointment. Can you do me a favor and review that information and make a note of your biggest questions before you meet with me/my listing partner on (date)?”

This quick script will help you or your assistant follow up after the pre-listing packet is sent and help set the scene for a successful appointment.

Script 2: Follow up prior to the appointment

 “Hi (contact name(s), this is (name) from (company), did you receive the pre-marketing packet we sent you? Have you reviewed it? Are you prepared with your top questions for me/my listing partner?

Script 3: Response prior to the appointment that sets the expectation

"Great! We look forward to seeing you on (date). We will be reviewing all of the paperwork needed to begin marketing your home at that time in addition to a pre-market advertising plan. We look forward to meeting you on (date)!"

Create your listing presentation

Now remember, your listing presentation doesn’t need to look like everyone else’s.

However, there are a few fundamental pieces that most successful agents tend to rely on to get their agreements signed.

Once you’ve chosen the structure and order of your content, you’ll need to decide what tools and format you’ll use to create your listing presentation. Classic hard-cover? A PowerPoint deck? Pdf? Live web page? Video? There are a ton of tools, options, and templates. Take this Canva template for example:

Here are just some of the tools agents are using to deliver their listing presentations:

• Google Slides
• SlideGo templates
• Breakthrough Broker
• Etsy templates

While the digital options are endless, many top-producing agents still recommend keeping a high-quality hard cover presentation in the mix.

If you’re using both a hard copy presentation and a digital version, try sending the digital version a day before the event via email. For extra points, you can also have your hard copy presentation hand-delivered to the seller’s home by a courier or supporting staff member. This is just another great way to show up professionally while reducing the likelihood of cancellation.

💡BONUS: Advice from Dale

Begin your listing presentation with the exciting marketing part, save the boring market analysis for later. In fact, wow them with the marketing/advertising plan, discuss the process of getting the home listed, ask how much they’d like to list for and then go to the market analysis if they ask for it or you disagree with their listing price. Don’t forget to bring at least one backup copy of your hardcover presentation to the appointment.

During your listing presentation

Now that you’re an expert on the property and prospect, you’re ready to make your presentation and win that listing!

Obviously, the prevailing advice to dress professionally, show up on time, and make sure you don’t block the prospect’s driveway still stands. In addition to nailing the etiquette, there are a few physical items you’ll want to bring along.

Alright, we’re clearly being a bit cheeky here. And sure, brownies are optional. But in all honesty, the one thing you need more than anything else if you want to win more listings is the ability to build a connection.

And that comes down to your ability to listen .

No matter how much effort you put into creating a killer listing presentation, it’s still not unheard of for experienced agents to lose listings to newer agents because the seller just felt a better connection with them. So slow down and tune in!

Touring the home and making the close

A common mistake many agents make is going straight into the tour of the property. But by starting in the living room or another relaxed setting to hear more about the seller’s goals, you start the appointment by flexing your listening skills and have the chance to really get clear on your seller’s motivations.

From there, you can go ahead and tour the property together. Many agents recommend doing the upstairs first, then downstairs, and then a full 360 tour of the outside before sitting down to look at the CMA together, pricing strategy, and marketing plan.

💡BONUS: Dale’s listing appointment flow

When the listing appointment gets set, the critical info of why the seller is selling, the unique situation they are in, what’s most important to them in their home sale, what’s important to them about the marketing of their home…etc. That information must be collected so you can use that at the beginning of your live meeting with the seller.

Listing appointment flow:

• Introductions
• Review the goals/needs/wants of the seller “When we spoke you mentioned x was important to you…” (this proactive retelling of what the seller said shows that you are professional, prepared, actively listened, and more importantly, sets the tone and direction of the conversation)
• Ask for a guided tour of the property
• Reconvene at the meeting spot and solicit the seller's questions from the pre-list packet. “I’m really excited to expose your amazing home to the market and generate a solid pool of buyers who want to compete with each other for it. Let me show you how we do that with a mixture of marketing, paid advertising, and leveraging our market share here in (local market).” Now it’s time to head into the next step of presenting.
• Present your exciting marketing/advertising strategy
• Ask the seller if they’ve decided how much they want to list for
• If agreeable, cover paperwork and skip market analysis, ask for signature
• If not agreeable, review market analysis, then cover paperwork and ask for signature

You’ve made it through the presentation and (hopefully) won the listing. Congrats! 🎉

If you’ve listened like a friend, handled objections with ease and empathy, and kept the presentation focused firmly on their needs — you’re probably holding a signed listing agreement in hand.

But regardless of the outcome, remember to always thank the seller for their time. From there, you can add the seller to a dedicated email drip campaign that keeps them updated on the market and provides them with tips on how to stage their home and make the most of each viewing. 

If you’ve already got a killer real estate newsletter , much of this content can be repurposed to be targeted directly toward sellers. If you’re a Follow Up Boss user, you can easily get these emails going out automatically by using our super straightforward action plans .

Ultimately, you aren’t in control of your prospect’s decision to work with you. But you are responsible for the amount of energy and empathy that goes into your listing presentations. Focus on showing up as a trusted ally for sellers, and the listings are sure to follow!

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Real Estate Listing Presentations – Create a Sensational First Impression

A compelling listing presentation is vital for securing a listing successfully. It’s your moment to shine, impress potential clients, and showcase your expertise to win their trust and business. However, the prospect of having one shot to deliver a pitch that demonstrates your value as an agent can be daunting.

In this article, we explore actionable tips to help agents master their listing presentations and create a sensational first impression every time.

What is a Listing Presentation?

Think of it as an elevator pitch – it’s your opportunity to convince the seller why you should be chosen as their listing agent.

Consider: what makes you better than other agents in selling properties? For example, is it your track record and stellar portfolio, or your unique selling strategy?

However you choose to present yourself and your services, your goal is to show your unique and irreplaceable value so that your client feels compelled to pick you by the end of it. They’re only going to pick you if they’re certain of your capabilities to help them achieve their goals.

Preparing For a Successful Listing Presentation

There are a few key things to keep in mind:

• Conduct a client needs analysis ➟ Every seller is unique – so figure out what their expectations and concerns are in selling their property. For example, are they looking to sell the house as fast as possible? Or maybe they want to sell the property at the highest price possible, even if that might take longer. Whatever it is, get to know them well to kickstart the rapport-building process.
• Dig deep and research ➟ Research the locale, property, and its surrounding market. Become an expert, so you can answer any questions thrown your way later.
• Reflection ➟ Reflect on your experiences, expertise, and the unique value you can bring to this specific client. Jot it down and consider how to incorporate these points into your presentation.
• Anticipate and prepare for objections ➟ Anticipate objections by the seller, and have structured responses prepared for common objections, such as the price being too low, the commission rate being too high, and timing concerns.
• Practice your pitch ➟ The key to delivering a presentation with confidence is practice. By practising your spiel before the big day, you can gain familiarity with the content and come across as more convincing.

1. An Introduction

First, you’ll start with a self-introduction, an introduction to your brokerage and its reputation, and an overview of your qualifications, expertise, and experience. The key is to state your value, but always tie it back to the clients, their specific needs, and how all your experience can help them.

Tip: After sharing how you’ll be able to help them, share a story that will instil confidence – e.g. a past anecdote of a past client with a similar background or property and how you succeeded in selling the home. Social proof can help your client envision themselves in the sales process more vividly and increase their trust.

2. Your Advantage/Expertise

Make sure to talk about everything you bring to the table, including your unique value proposition, niche, and top skills, as well as the resources and network of professionals you have access to that differentiate you from other agents.

Tip: Focus on statistics, numbers, and facts here – help them visualize your proven successes with evidence! For example, you might share examples of how you were able to sell X number of listings above the asking price, owing to your deep market knowledge or negotiation tactics.

3. CMA – Comparative Market Analysis

A Comparative Market Analysis (CMA) is where you provide an estimate of the price of the seller’s property, taking into consideration comparable properties that have recently sold or are currently on the market. By presenting a CMA, you can help the seller understand how their property is positioned in the market, and why the price you are suggesting is optimal, given these factors.

• Create powerful visuals with graphs and charts to make the presentation more engaging. Add colour coding and annotations to improve understanding of the nuanced real estate landscape and how this impacts their situation.
• Ensure that the report covers various aspects, including insightful details about local market dynamics, neighbourhood trends, and economic factors that could influence property values. Keep in mind that sellers often have an emotional attachment to the property, so it’s important to demonstrate why your proposed price is the most suitable, objectively speaking, using credible evidence.

4. Break Down Your Marketing Strategy

This involves providing an overview of your marketing philosophy, and how you intend to assist in selling their property and finding buyer leads. Discuss aspects like your approach to photography, open house/event strategies, how the property will be displayed online (including which platforms), and how you plan to utilize social media channels and targeted email blasts/campaigns to reach a wider audience.

Highlight any typical methods you use to market your clients’ properties, and how you plan to make it unique to the seller and the property’s needs. Samples of your previous work, like a sample listing, can be helpful here.

If you typically rely on a tool to support you throughout the process like a CRM, such as Property Raptor, it can be helpful to explain how you leverage this technology to streamline the process and provide superior services. For example, you might explain how CRMs enable you to automate follow-ups, centralize lead information, and update listing information in seconds, speeding up potential deals. Emphasise how this will benefit them.

Tip: To demonstrate your expertise and value, make sure to point out all the latest marketing trends you are capitalising on. This can include virtual tours, 3D floor plans, property videos, and short-form social media video formats. By highlighting these less conventional tactics, you can present yourself as forward-thinking and well-versed in the current marketing landscape.

5. The Sales Process and Services Provided

A clear explanation of the overall sales process, and what clients should expect from your services is important to demonstrate a sense of professionalism. Discuss everything the client should expect at each stage – including pre-listing services, property preparation, negotiations, and the closing stage. It is also good to provide an expected timeline, tailored and in line with their expectations.

• Craft the content to be client-focused and detailed, ensuring that they understand the support they will receive at every stage.
• Place emphasis on your value-added services – for example, by selecting you, they will gain access to a team of experts and professionals such as stagers, photographers, and inspectors. Provide a case study of similar clients and demonstrate how you successfully navigated challenges and streamlined the entire process using these resources at your disposal.

Bonus Tip… Follow Up!

To make yourself truly unforgettable, don’t forget to add a personal touch by following up with the seller within 24 hours of the presentation. Whether you choose to send a heartfelt thank you note or a voice message, thanking the seller and expressing your enthusiasm to work for them will leave a positive first impression. This can increase your chances of winning the deal.

If you are looking to implement an automated marketing strategy for lead generation and management, speak with one of our consultants today to design a strategy tailored specifically to your needs. 

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How To Create An Effective Listing Presentation That Wins Listings

Agents learn how you can create a listing presentation that's effective & wins more listings..

An effective listing presentation is one built upon the solid foundation called strategy. You must keep strategy in mind when you are creating a listing presentation. In this article 'how to create a listing presentation that wins listings' we will outline the best strategy to use when you create your listing presentation. By creating a presentation with content focused upon this strategy... you'll have the most effective presentation & significantly increase your odds of 'winning the listing' on listing appointments.

Part 1 - Getting Started..

Part 1 of how to create a listing presentation that wins listings - getting started.

Your Listing Presentation Is Your Resume!

A listing appointment is an interview to represent a homeowner who wants to sell a home. Your listing presentation can be likened to a resume. It outlines your strengthens, talents, strategies, experience, and more. Many agents think they can explain all this to a seller without using a listing presentation. But the best approach is to be prepared for the interview in the same manner you would be for a job interview.

The best listing agents prefer to use a MS PowerPoint presentation. MS PowerPoint allows you to use slide decks, visual aids, professional photography, charts, and graphs to customize your presentation.

MS PowerPoint

Your Listing Presentation Must Be Editable & Customizable.

Creating the ideal real estate listing presentation starts with Microsoft PowerPoint.

There is no point in trying to create your presentation as a listing presentation PDF or most other file formats other than Microsoft PowerPoint. As PDF files and most other formats cannot be properly or easily edited. Thanks to MS PowerPoint you will be able to bring in the right data. Also there is more to a listing presentation package than just a CMA. A CMA is not a listing presentation. It is but one component of a listing presentation package .

Strategy First... Design Later

Creating A Winning Listing Presentation Depends On The Right Strategy.

Most agents don't know how to create a listing presentations that wins listings. There's more to an effective listing presentation than just a pretty design. Yes your presentation design must be professional and present the right impression to the seller. But what is most important is the listing presentation 'content'. This requires you to develop a winning strategy when creating your presentation. Once you have your strategy defined then you'll want to create content based on that strategy.

Said another way; design alone will not make a listing presentation effective but rather 'Strategic Content' will.

Listing Presentation Strategy Analysis

How To Develop A Winning Strategy When Creating Your Listing Presentation.

You definitely want your listing presentation to give you the competitive advantage. It is strategy that gives you this advantage. However, strategy is where most listing presentations fall short. The typical agent listing presentation lacks where it counts most to a seller and that is buyers. Homeowners list with a real estate company because they want a buyer. If they had a buyer they certainly would have no need to list with an agent. An effective real estate listing presentation is one that is built upon the acquisition of a buyer. Simply said... your listing presentation content must be buyer focused. Specifically you want a listing presentation that absolutely proves you are a buyer expert. This and alone will give you the competitive advantage.

Part 2 - Listing Presentation Checklist

Part 2 of how to create a listing presentation that wins listings - listing presentation checklist.

You Must Prove You're The Best!

Now that the best strategy has been identified... you are able to create effective presentation content.

Top 8 Listing Presentation Checklist Points For Winning Listing Appointments

Part 3 - Strategic Sectional Design

Part 3 of how to create a listing presentation that wins listings - strategic sectional design.

Section Design of A Listing Presentation

Before you create the content of your listing presentation you must first design the sections within it to guarantee it is effective in terms of persuading the seller to choose you.

This will require you to understand how to design the listing presentation itself.

In Part 3 of 'how to create a real estate listing presentation' we will discuss sectional design.

Listing Presentation Sectional Design

A Thoughtful Design Is Your First Step To Creating An Effective Presentation.

To present your strategy effectively two sections are required within your listing presentation. (We recommend you have no more than two sections.)

• In section 1 is where you want to prove you are unique, competent and trustworthy.
• In section 2 is where you want to outline your marketing plan, service guarantee, CMA pricing plan and staging plan.

By designing your listing presentation with these two sections you will communicate your professionalism in a way that makes it easier for your sellers to understand your home selling strategies. Plus your sellers will recognize you are knowledgeable and consider you to be an agent they can depend upon to sell the home.

Example Of A Sectional Listing Presentation.

This example demonstrates how to outline your listing presentation.

In Section 1 is where you prove you are unique, competent and trustworthy... In Section 2 is where you outline your Strategic Home Selling Plan...

We also recommend your listing presentation begin with this slide example. It informs the seller of the discussion flow pertaining to your Strategic Home Selling Plan. And it nicely divides the conversation into their appropriate sections. If you take note of this listing presentation slide example you can see many exceptional 'confidence messages' that are offered to the seller. The slide itself starts with... 'Our Game Plan For Success'. Then we have the 2 sections proclaiming loud and clear you are an agent of excellent. And lastly... the overall layout informs the seller you are committed and dedicated to their success.

Discussion On Section 1 Within A Listing Presentation

The purpose of Section 1.

The purpose of section 1 of a listing presentation is to win the confidence of the seller. This is accomplished through 4 specific sub-sections.

1. About Me 2. About My Company 3. Client Testimonies 4. Yes I Have Access To Buyers

What To Include In Section 1 of A Listing Presentation .

The purpose of each sub-section within section 1 is to prove to the seller you are unique, competent and trustworthy. This wins the confidence of the seller. It is critical you win the confidence of the seller before you begin section 2 and the discussion of your Strategic Home Selling Plan.

Later in this listing presentation article we will discuss each of these 4 important points. We call your attention to Section 1 Part D: Yes I Have Access To Buyers. It is in this point where you produce a list of buyers for the seller. You then explain to the seller how you developed this list and what you do to promote the home to this list of buyers.

Win Before You Begin!

It Is Essential To Win The Seller's Confidence First.

The #1 mistake agent's make is to discuss their marketing plans before they have gained the confidence of the seller. This happens because agents are not aware how important seller confidence is within the listing appointment. This is why you want to have your listing presentation divided into two sections. It is in section 1 where you can focus your time on gaining the seller's confidence. At the conclusion of section one the seller will agree you are an agent of excellence. When the seller has... it is at that very moment in time that you have actually won the listing. Only then do you move into Section 2 to discuss your plan for selling the home.

The Strategic Purpose of The Two Sections

The Goal of Section 1: To prove to the seller you are unique, competent and trustworthy. The seller will decide to list with you at the conclusion of section 1. By list we do not mean they will sign the listing agreement at this point. Rather the seller will recognize you to be an agent of excellence. This translates into a seller who 'feels safe and secure' about you and your home selling abilities. You actually win the listing at th conclusion of Section 1 before you even begin Section 2.

The Goal of Section 2: Simply stated... to have the seller sign the listing agreement. This is accomplished by way of your Strategic Home Selling Plan.

Discussion On Section 2 Within A Listing Presentation

The purpose of Section 2

The purpose of section 2 is to have the seller sign the listing agreement. This is accomplished through 4 specific sub-sections.

1. Marketing Plan 2. Service Guarantee 3. Pricing Plan (CMA) 4. Staging Plan

What To Include In Section 2 of A Listing Presentation.

The purpose of each sub-section is to show the seller your Strategic Home Selling Plan. This wins the seller's agreement to list.

1. Marketing Plan 2. Service Guarantee 3. Pricing Plan 4. Staging Plan

Part 4 - How To Create Winning Presentation Content

Part 4 of how to create a listing presentation that wins listings - writing winning content.

What To Say In The Listing Presentation!

There are 8 essential components within a well written listing presentation..

In Part 4 of 'how to create an effective listing presentation' we will discuss the 8 components to ensure you include each within your custom listing presentation.

Start With Short Overview of Yourself

Here Is What We Recommend.

Begin your listing presentation with an overview page outlining what you will discuss during the listing appointment.

Then provide an estimate on how long the presentation will take.

We recommend you have an 'About Me!' sub-section within Section 1 of your listing presentation.

Give A Brief Introduction Of Your Skills...

Include the following;

• Years of Experience.
• How many homes you sell each year.
• Images of the homes you have sold.
• Average sale time of the homes you have sold.
• How close to list price are the sales.
• Your client philosophy.
• Your Service Guarantee Statement.

Example of An 'About Me!' Slide from the ERA Listing Presentation

Sellers prefer to list with agents who can demonstrate a successful track record. This is the main purpose for an 'About Me!" page. But you also want to include each of the following;

1. Client Philosophy

2. Professional Designations

3. Sales awards.

4. Public recognition such as newspaper articles about yourself.

Client Questions

Here Is What To Ask.

Questions are good things to ask your seller. It is important to take notes of their answers. This is why we recommend you do what professionals like lawyers do... use a file folder. Then place the name of the client on the folder and put your notes inside the folder when you are done asking the questions. This process makes a lasting and positive impression upon your seller. Specifically it informs the seller you are an organized and experienced agent.

Example of Questions To Ask

• Why are you moving?
• Where are you moving to?
• Have you already found a home there?
• Is getting a good price or timing more important for you?
• What will you do if your home doesn't sell?
• What are you looking for in a listing agent?
• How much is left on your mortgage?
• Are there any liens on the property?
• Are there any issues with the home that we won't see today?
• What will it take to do business with me tonight?
• Are you looking for any 'unique' skills in an agent? If so, what are those skills/
• Are your interviewing other agents?
• Do you have a set price in mind for your home?

Example of A Question Presentation

The above questions require you to use what is called a 'Safe Island' presentation. It keeps you organized and provides to you an easy way to ask the questions and record the answers. The answers to these listing presentation questions helps you to understand your client. Based upon their answers... you can stress the more important sections of the listing presentation as you continue your conversation with the seller.

Another benefit of using a 'Safe Island' presentation is it allows you to easily gather 2 pieces of information that are critical for you to have before you begin Section 2 of the listing presentation . With these 2 pieces of information you will be better able to persuade the seller to price right once you being your CMA pricing discussions.

About Your Company

Be Very Detailed.

Although sellers focus on the agent in terms of making the final listing decision, you can certainly help yourself by providing detailed information about your real estate company. Your company ought to be able to provide you with a list of consumer benefits. You'll want to explain to your seller why signing with your company provides an advantage.

For Larger Real Estate Companies .

If you are with a large company such as RE/MAX or Keller Williams... focus on the number of agents and the number of sales your company does both locally and nationally.

For Smaller Real Estate Companies .

For smaller companies, often called boutique firms, emphasize benefits such as local knowledge, dedicated personal service and easy to reach availability. In other words, they are just not another listing for sale but rather you treat them with specialized service.

Letter From Your Broker .

You should also have a letter from your Broker outlining the benefits your seller can expect and how easy it is to reach the Broker should the seller have additional service questions.

Example of An 'About My Company!' Slide from the EXIT Realty Listing Presentation .

Many sellers desire to list with a real estate company with a proven track record. This is what you want your 'About My Company' slide say within your listing presentation. It is at this time during the listing presentation where you give to the seller the letter from your Broker.

We also recommend Broker Client Meetings. These are meetings that happen monthly. At these meetings you clients get to meet your Broker and also hear the vision of your company. This meeting goes a long way in helping you to build a referral based business.

Provide Proof You Have Access To MLS Buyers!

Most agents cannot prove they have buyers.

May we ask you a couple of questions?

• Have you received any training on the MLS itself?
• Do you understand why they invented the MLS board?

If you are like most agents the answer is either very little or none at all. But were you aware the MLS was actually invented to help you locate buyers for your listing appointments? The buyers you can get off your MLS board are MLS Buyers.

• Do you know what the MLS Hotsheets are?
• Do you use the MLS Hotsheets when on a listing appointment?
• Watch the video below to learn more..

How To Use The MLS Board To Find Buyers For Your Sellers

Your Marketing Plan

When Creating Your Listing Presentation You Must Include A Marketing Plan

Your Marketing Plan is what seals the deal. It simply must impress the seller. When you create a listing presentation you must include a 'marketing plan' in an easy to present 12 step sequence. The goal of each step is to discuss a specific benefit important to the seller. Your Marketing Plan should start with an overview of the 12 steps. Below is an example of a well crafted Marketing Plan summary. (You should use something similar when creating your listing presentation.)

Example of A 'Marketing Plan' Slide from the Royal LePage Listing Presentation

This is an example of the introduction to a Marketing Plan found within a listing presentation . It provides an executive summary of the 12 specific benefits you will discuss with the seller. The overall strategy of the Marketing Plan are buyers. In each of the 12 points recommendations are offered to the seller to make it easier for a buyer to put an offer on the home. The strategy concept is to demonstrate to the seller you are indeed a buyer expert. By positioning yourself as an authority when it comes to buyer acquisition, you prove you are a superior agent. This translates into seller trust and confidence in you as a real estate professional.

Your Service Guarantee!

An Agent Is Only As Good As Their Word - Include A Service Guarantee When Creating Your Presentation.

Consumers demand professionals to honor their services. This is especially true when it comes to selling a home. Another consideration is the reputation of the real estate industry itself. As you are aware... it is not the best. This is why sellers are cautious when it comes to agent selection. They simply want an agent who will do exactly what has been promised. This is the purpose of a Service Guarantee. It is your opportunity to prove you are an agent of integrity... an agent who does what has been promised.

Remember... never underestimate the seller's desire to have your service guaranteed in writing. This an important part of your listing appointment presentation and is crucial for gaining the seller's trust.

Example Service Guarantee from the Century 21 Listing Presentation

Your listing presentation ought to include a page summarizing your service guarantee. As for the service guarantee itself you will have it as a separate document. We recommend your final draft of your service guarantee include an area where both you and the seller sign the document. The benefit in doing so is significant. Also... throughout the listing term you will want to refer to the specific promises you have already fulfilled as outlined in your service guarantee. This proves you are working hard to sell the home.

We recommend a weekly sale update progress report be presented to the seller. This keeps the seller informed as to the sale itself. It also serves well with respect to seller referrals.

Your CMA Pricing Plan

There's No Point In Taking An Overpriced Listing.

Congratulations you have arrived at the CMA point within the listing presentation. It is the crux of your pricing strategy. The key to encouraging a seller to price at market value is to educate the seller on how price is determined. Include in your price discussions elements such as square footage, updates, number of bedrooms, etc. as compared to recently sold properties in the neighborhood.

Keller Williams Listing Presentation Example of A 'CMA Discussion!' Slide

Never take it for granted that a seller understands how price is determined. In this KW listing presentation example, the seller is given a full explanation of what a CMA is and the three factors it includes to determine the asking price of a home.

1. Similar Homes Recently Sold 2. Similar Homes Now For Sale 3. Expired Listings (Homes that did not sell).

Your Staging Plan!

Preparing The Home For Buyer Showings!

Many sellers do not fully appreciate 'how and what' buyers actually buy when out shopping for a home. The most powerful influence any seller can make upon a buyer is by way of decor . This is why an effective real estate listing presentation must discuss home staging with the seller. By doing so you will be giving the seller an incredible advantage over the competition.

Listing Presentation Example of A 'Staging Impact Discussion!' Slide

This is one of the most powerful slides within an effective listing presentation. It explains to the seller how price and home showing condition impacts the sale. It informs the seller of the benefits to be enjoyed through proper pricing and staging.

1. Overpriced But Showable 2. Priced Right But Not Showable 3. Overpriced & Not Showable 4. Priced Right & Showable

Part 5 - 12 Reasons Why To List With Me!

Part 5 of how to create a listing presentation that wins listings - 12 reasons why to list with me.

Listing Presentation Marketing Plan

In Part 5 of this 'how to create a listing presentation' training article we will discuss the '12 Reasons Why' content found within an effective listing presentation.

Your Selling Goals!

Helping a seller to understand their selling goals.

Reason 1 informs the seller of their top 3 selling goals.

1. Maximum Price

2. Quick Sale

3. Problem Free

We then explain each of the goals to the seller and conclude by asking if they have any additional goals they want added to their sale. The reason why we want to start the Marketing Plan with this slide is most sellers do not have clearly defined goals for selling. By highlighting these goals selling clarity results.

Helping You To Ready Your Home For Buyers!

Informing the seller on how to achieve showroom shine.

Reason 2 informs the seller you will help them make their home more attractive to buyers.

1. Through your proven experience.

2. Then an example of that experience.

Reason 2 is all about the interior of the home. We want the seller to do specific events within the home to ready the home for showings. We desire the seller to understand what is important to buyers and then implement our recommendations so that the home has the highest possible level of showing effectiveness.

Inside Home Preparation

Two Time-Tested & Proven Solutions.

Reason 3 informs the seller of '2 time-tested & proven strategies' for winning a buyer.

1. Benefit Display Brochures

2. Benefit Display Cards

We then explain each why we use these two strategies and how the seller benefits through he use of these two strategies. We also request the seller help us to create these two strategies. Their input is absolutely essential because they know their homes much better than does the listing agents.

When a seller agrees to help you with these 2 strategies it is a positive sign they intend to list with you.

Marketing The Home Itself!

Helping the seller to understand promotion effectiveness.

Reason 4 informs the seller of the effectiveness of certain promotional activities agents perform.

1. Open House

2. Newspaper Advertising

3. Online Advertising

The purpose of this discussion is to inform the seller on the effectiveness of each activity in terms of producing results. We then direct them to the power of the MLS Board itself and explain why it is the most effective strategy for finding a buyer.

Marketing Home On The Big Internet

Helping a seller to understand how buyers & sellers use the Internet.

Reason 5 informs the seller of Internet marketing for their home.

1. Buyers: Use Internet for 8 to 12 weeks before buying a home.

2. Sellers: Use Internet for 6 to 12 months before listing a home.

Buyer Disclosure

We then explain that only 4% of buyers are actually found online.

The remaining 96% are found through the marketing efforts of MLS agents.

Dazzle Your Seller With A Brilliant Internet Marketing Plan!

Show your seller what you do online for your listings.... from Facebook, Twitter, YouTube and everything else in-between. Make sure you include your full 'online presence' when creating your presentation, leave out nothing. Demonstrate to them in your listing presentation exactly how you are leveraging the Internet and using it to uncover leads. Also show them your photography. Show current listings and how awesome they look compared to ugly photos used by the less motivated agent. Hey... if you use a drone... bring it with you.

Marketing The Home On The Small Internet

Helping a seller to understand how to effectively use the SmartPhone when selling.

Reason 6 informs the seller how you'll use a SmartPhone to market their home.

1. Yard Sign 2. Online 3. In Car

We then outlines the benefits of each to the seller.

We also offer to the seller our Virtual Home Strategy. This strategy consists of multi-videos of the home which are placed on YouTube.com. We explain how effective video marketing is when it comes to SmartPhone technology and SmartPhone usage by home buyers.

It's Time To Grab Your SmartPhone!

Show how your seller benefits from your SmartPhone strategies. Have a website ready to go with url in place. Then pretend you are a buyer driving up to the Yard Sign. Explain to the seller how the buyer can pull out their SmartPhone and gain instant access to their home. Show your seller every detail of the entire process. Conclude by showing the seller how the buyer can reach out to you the agent with a simple 'touch' of a button to give you either a call or text message about wanting to view the home.

Qualify The Buyer

Helping a seller to understand the 5 types of home buyers

Reason 7 informs the seller of the 5 buyer types.

1. Never Buy Buyer 2. Not In A Hurry Buyer 3. Bargain Basement Buyer 4. Not Prepared But Serious Buyer 5. Pre-Approved Serious Qualified Buyer

We then discuss with the seller why buyer type 5 is the best buyer. We then explain how we target type 5 buyers.

Prove You Will Not Allow A Buyer To Waste Their Time!

No seller likes to vacate their home for a showing only to learn later the buyer was not qualified to even buy a home. This listing presentation slide proves you know the business inside and out. It sets the seller at ease by reducing the stress associated with home showings. This is a slide you will want to discuss with your seller. It quickly informs the seller of your desire to reduce unpleasant showings.

Negotiating With The Buyer

Helping a seller to maximize price.

Reason 8 explains why agents are in the best position to negotiate for the seller with the buyer.

1. An agent is an independent 3rd party to the sale.

2. An agent will not become emotionally involved and lose perspective.

3. An agent works for the seller and will represent the seller to the highest standard possible.

It is critical to your success that you position yourself an a negotiation expert. If you recall the 'Google Survey of Sellers', negotiation is one of their top 3 concerns. This slide within the Marketing Plan effectively resolves that seller concern.

Helping The Buyer With Financing

Helping the buyer stay in the deal when financing issues arise.

Reason 9 informs the seller how you may be able to resolve last minute buyer financing issues.

1. You can source out additional sources of lenders.

2. You can source out private lenders.

It's important to remind the seller 87% of all closing related problems are last minute financing issues. You may want to provide a list of lenders you look towards when trying to resolve buyer mortgage problems. Such a list confirms your status as an agent of excellence.

Keeping The Buyer

Helping the buyer through remorse.

Reason 10 informs the seller a buyer may feel remorse after agreeing to buy the home.

1. When this happens you contact the buyer's agent.

2. You then prepare a new CMA.

3. You then meet with the buyer and his agent to prove the investment is sound.

This slide of the seller listing presentation lets the seller know you are 'there for them' and you are 'willing' to do whatever it takes to close the sale. It speaks of you going beyond the extra mile... proving you are dedicated to their sale.

Your Stay Informed & Up-To-Date Plan

Helping the seller to always know the progress of the sale.

Reason 11 is how an agent keeps a seller informed on the sale of the home.

1. After each showing.

2. Hotsheet updates.

3. Weekly updates.

4. Market updates.

Plus you confirm once again that you put your promises on paper. You prove yet again you are an agent committed to their sale. This only increases your odds of winning the listing.

Best Asking Price

Helping a seller to price their home for maximum profit.

Reason 12 is about pricing a home to sell quickly.

1. Best price.

2. CMA explanation.

3. CMA presentation.

Most sellers are well acquainted with the current value of their homes. A pricing presentation offers a pricing range to sellers. An experienced agent will ask a seller where they want to be within the identified price range... low, mid or high. Based upon the seller's answer you price the listing appropriately.

Part 6 - Other Listing Presentation Slides To Include

Part 6 of how to create a listing presentation that wins listings - other presentation slides to include.

In Part 6 of this listing presentation article we will discuss a sampling of other slides to include in a listing presentation.

A Pre-Listing Presentation

Sent two or three days before the date of the listing appointment.

Perhaps the most important presentation you can give to the seller.

1. Introduces you to the seller.

2. Sets the stage for a successful listing appointment.

3. Provides an effective ice-breaker conversation when first sitting down with the seller at the kitchen table.

How To Make Your Pre-Listing Presentation Effective .

• Keep it as simple as you can.
• Keep it to no more than 10 pages
• Use larger font size... at least 20 pixels.
• Use client testimonies as they confirm you are a proven professional.

You Must Know The Competitive Landscape .

• 87% of home sellers interview at least 2 agents.
• This means you must be well known within your neighborhoods.
• Sellers invite in the most known agents in their neighborhoods.

What Should You Included In Your Pre-Listing Presentation?

1. A pre-listing presentation empowers you to get your proven Strategic Home Selling Plan into the hands of sellers before they even talk to other agents. This places you ahead of your competition.

2. You are able to quickly communicate your proven experience and provide reasons why sellers should hire you over the competition.

3. You can include sensitive information about price, competition, market conditions before meeting the seller face-to-face. This allows the seller time to fully absorb the relevant information.

4. The pre-listing presentation sets the stage for your arrival & the listing presentation discussion. In other words... the seller is ready to do business.

Internet Strategy For Selling A Home

How to be use the Internet when selling a home.

This slide shows the Internet strategy to use when selling the home.

1. Displays all sites where a listing is promoted.

2. Includes your real estate company's website.

3. Includes your own IDX empowered agent website.

Disclosure of Internet Marketing Effectiveness When Selling A Home .

Many sellers have an opinion of the effectiveness of the Internet to uncover a buyer that is not based upon real facts. They hold this opinion because they have either read, or an agent has told them, that as high as 98% of home buyers use the Internet when searching for a home. Now this statistic may be accurate yet it is misleading in that only 10% of home buyers actually can be traced to have started and found their home online. This means 90% of home buyers are NOT found online but rather through the collective advertising and marketing efforts of all agents on the MLS board.

The 3 Market Price Points

Seller can price based upon market price definitions.

A seller has three options in terms of setting a list price.

1. Above Market Value 2. Fair Market Value 3. Below Market Value

Which Price Option Best Matches The Seller's Needs?

This is the question you want to ask your sellers. The majority of sellers will answer with 'fair' market value. This means you will have a listing that is priced right and priced to sell within a reasonable amount of time. You absolutely want a slide within your listing presentation that offers to you the agent this pricing benefit.

Price It Hot Presentation

Benefits of pricing a home at slightly below fair market value.

The 'Price It Hot' Pricing Presentation encourages a seller to price competitively.

1. Consideration is given of the competitive landscape.

2. Seller purposely prices in middle of the competitive landscape.

3. Results in more showings, perhaps multiple offers and faster sales.

The 'Guaranteed To Win' listing presentation includes the 'Price It Hot' pricing presentation.

Price It Right Presentation

Benefits of pricing a home exactly at fair market value.

The 'Price It Right' Pricing Presentation encourages a seller to price at fair market value.

1. Avoids overprice problems.

2. Explains the benefits of fair market pricing.

3. Home sells within a reasonable amount of time.

The 'Guaranteed To Win' listing presentation includes the 'Price It Right' pricing presentation.

MLS Strategy Presentation

How to take advantage of the MLS for a seller.

Taking Advantage of the MLS is how to provide superior service to a seller.

1. There's more to the MLS than simply placing a listing on it.

2. You can also use the MLS to produce a list of buyers for your sellers.

3. Presentation provides the details on how to use the MLS to the benefit of a seller.

The 'Guaranteed To Win' listing presentation includes the 'MLS Strategy' presentation.

Offer Presentation

For use when presenting an offer to a seller.

The most effective strategy to use when presenting offers to sellers.

1. Gives agent total control of the offer process.

2. Eliminates offer stalls and objections.

3. Focus seller on what matters most... the price of the offer.

The 'Guaranteed To Win' listing presentation includes the listing offer presentation.

Part 7 - Research For A Listing Presentation

Part 7 of how to create a listing presentation that wins listings - research for a listing presentation.

Gather Every Fact

Be prepared... Be Organized for the listing presentation.

The more you know about the seller the greater are your odds of winning the listing. This is why you want to be prepared for the listing appointment by gathering all the facts. When you book the listing appointment ask questions about the reasons they are selling and also gather these documents.

1. Why are you selling?

2. Get the tax records.

3. Get the mortgage information.

4. When was the last time the property sold?

5. When was the last time the property was listed for sale.

6. Are there any outstanding liens?

7. Drive by the home to take an exterior photo for the listing website you will give the seller.

8. Ask them how many agents they are interviewing for the listing.

9. Ask about recent renovations.

10. Ask their opinion of the neighborhood.

11. Ask if they ever sold a home in the past.

12. Ask what they expect from an agent.

Have Your Buyer List Ready

Be prepared... be organized for the listing presentation.

One of the reasons why the MLS board was invented is to empower you to create a list of buyers for your listing appointments.

1. Have at least 20 MLS buyers.

2. Included the listing cut sheets.

3. Include 2 copies of the MLS board Hotsheets.

Have Your MLS Hotsheets Ready

Bring two copies of current hotsheets with you.

Have you attended MLS training? If not, you are not alone. Only 4% of agents understand how to produce a list of MLS buyers off their MLS boards. In fact, what you are selling to a homeowner when you are on a listing appointment is the MLS itself. You are offering the seller access unto the MLS. So in essence you are a MLS salesperson.

After all, the MLS is what you are offering to sellers. And it makes sense for you to know the benefits of the MLS and how to use these benefits when with your seller. You want to use an effective listing presentation... one that includes a subsection on MLS buyers. Plus you want to incorporate the MLS Hotsheets into your listing presentation.

Example of a MLS Buyer Slide Within A Listing Presentation

This listing presentation slide introduces the MLS Buyer list to the seller.

1. How the mls buyer list was developed.

2. Why it is important to the sale.

3. How an agent partners with the MLS board to know when a MLS Buyer is ready to buy.

Explain The Sales Process

Sellers are not completely aware of how the entire process works.

Process Is Another Word For Stress .

Selling a home is a very stressful event for a seller. This is why an explanation of how the sales process works can be extremely useful. Explaining the process reduces the stress and helps the seller understand you Home Selling Strategy. The more homeowners know what happens behind the scenes, the more you can connect the value of hiring the right agent.

Areas to focus on in your listing presentation content might include:

• How the MLS really works.
• How you use the MLS to create a list of targeted buyers.
• How the condition of the home impacts price and showings.
• What dual agency really means.
• The closing process.
• The offer process.
• The home inspection process.
• The home appraisal process.
• The financing release process.
• What happens at the closing table.
• Why buyers want a deal.
• How you stay in touch during the sale.
• How you quarterback the home to other MLS agents.
• How professional photos help sell the home.
• How staging a home often causes a quicker sale.
• How a virtual tours can increase showings.
• How drone photos and videos impact the sale.
• Why you send out Just Listed postcards to the homes closest to the new listing.
• Explain your open house strategy.

Incorporate Local Housing Data

Make this data specific to their neighborhood and home.

When creating your real estate listing presentation , you should always include in your presentation important neighborhood figures such as number of home sales, average list price, average sold price, number of days on the market before selling and sold percentage to list price... basically, any information the seller can use to make a more informed listing decision.

Focus Mostly On Comparable Homes Sold Over The Past 12 Months

Try to include as many comparable homes as possible in your CMA. Double check to make sure these homes are as similar to your seller's home as possible to provide a solid CMA comparison.

Home characteristics to include:

• Size (total number of rooms and square footage)
• Features (in-ground pool, high ceilings, size of yard)
• Pricing (both initial asking and final sales price)
• Renovation (were any sold homes recently renovated)
• Garage (size)
• Location (where in neighborhood)
• Year homes were built (compare to year listing appointment home was built)

CMA Considerations Within A Listing Presentation

Be more than price analytical... be market analytical too.

Know Your Market

The better you know the seller's neighborhood... the more knowledgeable, professional and trusted you will appear. If possible, always include photos of the comparables, including upgraded appliances, swimming pools, garages, etc...

Toss All Extremes

Try to use median instead of averages. Averages include a mix of home prices that may not take into consideration the motivation of sellers and why they took the prices they accepted for their homes. By tossing out the extremes lows and highs you arrive at a better estimate of the median price of the home.

Focus Mostly On Neighborhood Listings

Try your best to choose comparables within the neighborhood. Inform the seller if you had to go outside the neighborhood due to a lack of current sales data. Discuss how by doing so may accidentally include increased or decreased value due to neighborhood location itself. You will want to take an average of homes in that neighborhood based upon square footage and compare it to homes in their own neighborhood to arrive at a more accurate price range.

Discuss Seasonality With The Seller

Yes seasonality impacts current market values. It is a known fact homes sell more often in spring as compared to winter months. Explain to the seller how this may impact the asking price for the home should the seller be selling outside the most active season of the year.

Part 8 - Arriving For The Listing Presentation

Part 8 of how to create a listing presentation that wins listings - arriving for the listing presentation., the top 5 arrival strategies.

Arriving At The Front Door

Never come empty handed.

Were you aware a listing appointment is a social event as well as a business meeting? It is as much a social event as is a dinner at your friend's home. Speaking of dinner at your friend's home... would you arrive for dinner empty handed... without a gift to show appreciation to your friend for inviting you into the home?

Yet agents arrive at a seller's front door empty handed... without a gift of appreciation for the seller. Why do agents behave this way? They fail to realize a listing appointment is a social event. Your most important task when first meeting the seller is to show your appreciation. After all, the seller have extended you an awesome opportunity.

What gifts ought an agent to bring?

1. A bouquet of 12 roses.

2. Box of chocolates.

3. Coloring books for the kids or movie tickets if older.

Entering The Foyer

The foyer is where you seize 'internal' control of the listing appointment.

As you enter the home you also must have a plan to impress the seller about your experience. We recommend a foyer plan. If you lack a foyer plan then it means the seller is in control of the appointment. This is the last thing you want when on the appointment. The best strategy to use when in the foyer is to ask for a tour of the home. This gives you the time to build rapport with the seller. It also provides you an opportunity to gather more information you may need for the meeting. It also hands control of the listing appointment over to you.

Entering The Kitchen

Don't be in a rush to start your listing presentation!

1. Start with your Pre-Listing Presentation. Ask the seller if they have any questions & then simply answer.

2. Then use your 'Safe Island' presentation. Discuss the questions and listen closely to the answers.

3. Then begin your listing presentation.

Dress Professionally

Look your very best.

First Impressions Count The Most!

Take time to prepare yourself to look your best. You certainly want to look as professional as you can possible be as an agent. Remember... the seller is expecting a professional to arrive at the home. You must ultimately decide what works best for you.

Research Proves It Matters .

In real estate sales you only get one chance to win the listing. You certainly do not want to blow it by making a poor first impression. People are adept at uncovering the motivations of others through body language.

For example... in just a short 30 minute conversation between two people they can send more than 800 nonverbal signals to one another. Even if you are dressing and speaking eloquently, if your body language is poor you're not going to make a positive first impression.

Think About Your Ornaments.

Your clothes, jewelry, rings, watches, shoes and even your socks impact people. You may want to ask your Broker what he/she think when they see you. Never take their feedback personally. You want to know because you want to have a better and more powerful first impression. Make sure you give consideration to what you are wearing as it does impact your results. Be wise and discover what your 'look' is really saying to people about yourself.

Your Handshake Really Does Matter

Never underestimate the revealing nature of your handshake.

Your Handshake Yells Loudly!

Few agents realize just how important their handshake is when on the listing appointment. By perfecting your handshake you can prove you are a seasoned professional. Watch how you extend your hand. A palm out reveals you are submissive. A vertical reveals you are equal to the person you are meeting. Be mindful of your fingernails. Do you have naturally sweaty hands? Also the grip of the handshake. Be in the middle it terms of grip strength. Yes your hands matter.

Part 9 - Listing Presentation Article Summary

Part 9 of how to create a listing presentation that wins listings - article summary, valuing a listing presentation..

It is unfortunate many agents do not use an effective real estate listing presentation when on the listing appointment. They do so because they do not value the purpose of a listing presentation. It is hoped this article has increased your understanding of a listing presentation and why one is so important when you are on listing appointments.

If you enjoyed this 'how to create a listing presentation' article you may want to check out top listing presentation tips , 12 listing presentation steps to win the listing , or visit our listing presentation resources page.

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How To Create An Effective Listing Presentation That Wins You More Listings

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5 Steps to Preparing an Engaging Industry Presentation You can make a great impression and generate interest with an exciting, informative presentation. Find out my five secrets to creating an industry presentation guaranteed to wow.

By Cyrus Claffey Edited by Chelsea Brown May 28, 2024

Key Takeaways

• This article offers practical advice for delivering impactful presentations at industry events, emphasizing the importance of a comfortable stage presence, understanding your audience, designing effective slides and more.

Opinions expressed by Entrepreneur contributors are their own.

Industry events are a chance to network with your colleagues and impress distributors — but to really make the most of your time at a conference, you need to learn how to prepare a presentation that engages, informs and leaves an impact.

I've presented at some of the most important real estate and property technology events in the country as the founder of ButterflyMX . Here are a few tricks I've picked up along the way to wow any audience.

Related: 6 Tips for Making a Winning Business Presentation

1. Getting comfortable with the stage

I recommend taking a walk around the stage before your presentation. By familiarizing yourself with your environment, you can prepare yourself better.

And while you're on stage, a relaxed, comfortable presence goes a long way in keeping your audience engaged . Whether you want to play your presentation casually or more formally, audiences can sense discomfort, which prevents them from fully connecting with your message.

To project your sense of comfortability, focus on your body language . You can project confidence by speaking slowly and clearly and by walking across the stage to keep the audience's attention — even if there's already a podium or lectern set up on stage.

Unfortunately, if a speaker spends too long standing behind the podium, an audience might interpret that as a sign of indecision and inaction from the speaker. Instead, you can remove any barriers between yourself and the audience by using the whole length of the stage.

2. Familiarity with industry statistics

An audience that doesn't know me might be wondering why they should be taking my advice. I certainly don't blame them. When I'm watching a new presenter, I ask the same question.

If you can back up your claims with hard data, your presentation will ring true with listeners. You can cite industry-wide statistics or establish your own bona fides by citing stats that buttress your own credibility by establishing your company's success.

In my case, I'm happy to use a couple of statistics that prove how successful my company, ButterflyMX, is in the proptech industry. For instance, we serve more than one million apartment units, and if you're interested in how consumers feel about us, look no further than the internet — we have over 20,000 five-star reviews !

Related: 7 Ways to Captivate Any Audience

3. Knowing your audience

Depending on who your audience is , you'll have to adjust your game plan and prepare for different things.

I've spoken at conferences where the audiences couldn't be more different — a presentation that wows one crowd might have no information that's applicable to another. As the founder of a property technology company, I have the pleasure of speaking at a variety of different conferences that serve different markets.

For example, integrators and installers might value a talk on product features and hardware more than others. And if I'm presenting to an audience of property managers, I'll know to dial down the technical talk and focus on the benefits a robust video intercom offers, such as simplifying their day-to-day workloads.

Depending on your audience, you need to strike the right balance between talking about hardware specs and features.

4. Designing your slides carefully

Slides are a good opportunity to share the aesthetics, tone and values of your company — but you've got to make sure you use them effectively.

A slide with too much text looks busy, and it'll distract your audience and draw focus away from you. Instead, consider putting that information into your notes and speaking it aloud. Slides should focus on one or two visual elements, like bullet points, charts and graphs.

As for the actual design of your slides, you should ensure that you adhere to your company's brand guidelines. If you're unfamiliar with the concept, brand guidelines are a single, governing document that goes over important design concepts like the colors and logos that your company has.

Related: 6 Ways to Take Your Next Presentation to the Next Level

5. Asking for audience participation

Asking for audience participation is the ultimate way to ensure everybody is locked in and paying attention — but it's also a double-edged sword. You also need to be prepared in case asking the audience to participate doesn't necessarily go your way.

For example, you might generally ask if an audience has any questions at the end of your presentation. But you run the risk of running into a hostile, bad-faith question — or you might even be met with silence.

That's why I'd recommend you give the audience questions and tasks that have a little more structure. You could do things like asking for a show of hands, asking for specific anecdotes or taking a poll.

Polls have gotten an especially high-tech upgrade recently — see if you can set up an electronic voting system that allows audience members to vote with their smartphones. Then, you'd be able to throw the results on screen and watch them update in real time!

You should pepper these interactive sections throughout your presentation to ensure that audiences are engaged throughout your entire talk.

Entrepreneur Leadership Network® Contributor

Founder of ButterflyMX

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How to use Google Slides, Google's free slideshow presentation maker

• Google Slides is Google's slideshow presentation program that allows real time collaboration.
• Google Slides is part of the Google Workspace suite, which also includes Google Docs and Gmail.
• Google Slides differs from Microsoft PowerPoint in its simplicity and collaboration options.

Google Slides is a presentation program that's part of Google Workspace, a group of productivity apps that also includes Gmail, Google Sheets, Goole Docs, Google Meet , and more. Workspace has more than 3 billion users worldwide. 

With Google Slides, users can create, present, and collaborate via online presentations from various devices. You can present during Google Meet calls directly from Slides and embed charts from Google Sheets. You can also add YouTube videos to Slides presentations. 

Google recently announced plans to add artificial intelligence features like its Gemini AI tool to its Workspace programs, which include Slides. Users will be able to use Gemini to create images or written content for slides, or even reference other files in their Drives or emails in their Gmail accounts.

What is Google Slides? 

Google Slides is a cloud-based presentation program that's part of the Google Workspace. Google Slides can be used to create and deliver presentations online. 

Several different themes are available in Slides for designing presentations. Users can customize Slides presentations in a variety of colors and styles. You can add photos, videos from YouTube, charts from Google Sheets , and information from many other sources. Different members of a team can contribute and collaborate on the presentation in real time. 

There's no specific limit on how many slides you can add to your Google Slides presentation, but there is a 100 MB file size limit.

How to download Google Slides 

To access Google Slides, visit slides.google.com . 

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You can also open Slides while Gmail or Google Chrome is open by clicking on the Google Apps icon in the upper-right corner (shown as three rows of dots) and selecting Slides. 

Another option is to download the Google Slides app for your Apple or Android device. Search for Google Slides in the Apple App Store or Google Play Store.

What templates are available? 

Dozens of Google Slides templates are available, depending on your needs. For instance, there are general presentation templates, photography portfolios, pitch decks, case studies, science fair projects, and more. 

To browse the templates available, open Google Slides. Then, click Template Gallery in the upper-right corner. Scroll through the options, choose the one that meets your needs, and start creating a presentation. 

What's the difference between Google Slides and PowerPoint? 

Both Google Slides and PowerPoint are presentation programs. Google Slides is a program within Google Workspace, and PowerPoint is a Microsoft program. PowerPoint is an offline program, while Slides is online which allows for real time collaboration.

The programs share many features that allow for presentation creation and delivery, but PowerPoint may offer more advanced design features. 

You can convert Google Slides into PowerPoint presentations, and vice versa. From the top menu in Slides, click File, Download, and choose Microsoft PowerPoint. 

How to learn to use Google Slides 

Through Google Workspace, you can access several quick-start guides, cheat sheets, and troubleshooting resources to help you learn to use Google Slides. There are also many YouTube videos with tutorials for using Slides.

On February 28, Axel Springer, Business Insider's parent company, joined 31 other media groups and filed a $2.3 billion suit against Google in Dutch court, alleging losses suffered due to the company's advertising practices.

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