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25 Best Real Estate YouTube Channels (Coaching, Humor & More)

A nationally recognized founder, branding expert, and industry thought leader, Emile cut his teeth in real estate in 2007 crafting marketing strategies for the Chrysler and MetLife Buildings. See full bio

• Social Media Marketing
• Inspiration
• Real Estate Humor
• Top-producing Agent Interviews
• Coaching and Training
• Luxury Real Estate Tours
• Interior Design
• Real Estate Investing

Over the last few years, I’ve noticed the quantity and quality of free training for Realtors on YouTube has exploded. If you know where to look, you can find experts doing deep dives on everything from social media marketing to creating listing presentations. The trick is knowing which real estate YouTube channels offer the best content.

To help you get started, I’ve put together this list of the best real estate YouTube channels online today. There are hours and hours of free education here, so be sure to bookmark this page!

The 25 Best Real Estate YouTube Channels

1. Katie Lance

A regular on the real estate conference circuit, Katie Lance offers agents hard-won strategies and advice for crushing it on social media. If you want social media advice, check out her channel or head to a real estate conference like Inman Connect or the National Association of Realtors’ (NAR) NXT to watch her speak in person. Katie’s been in the game for quite some time and continues to deliver powerful content.

2. Haley Ingram (Coffee & Contracts)

Haley Ingram , the creator behind the amazing Coffee & Contracts social media marketing platform, regularly shares expert insights on utilizing Canva, Instagram, and various social media platforms.

3. Community Influencer

We’ve had our eye on Community Influencer’s Aarin Chung for a few years now, and her real estate marketing business has blown up. Her take on social media for agents is unique, practical, and easy to dive into. Her approach is all about building a scalable business, and she’s leading the charge with her own real estate practice. Aarin is one smart agent with tons to teach you on how to grow your real estate business.

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4. dan o’neil.

Broker and team lead Dan O’Neil sold over $50 million in one year as an agent. But Dan is not working in Beverly Hills or Manhattan. He works in Smithtown on Long Island. Did I mention he’s only been an agent since 2016?! Dan has even partnered with The Broke Agent himself. You can check out his funny Realtor sketches on Broke Agent Media’s Instagram. But come back to his YouTube channel to learn tips for achieving success.

5. Ryan Serhant

Unless you’ve been living under a rock, you probably know that Ryan Serhant loves to show off glitzy mansions on YouTube. His home tours have tens of millions of views. But over the last few years, Ryan has been sharing incredible free training videos on YouTube to promote his best-selling courses.

6. Karin Carr

She may not have the star power of Ryan Serhant, but Georgia Realtor Karin Carr is crushing it on YouTube. I love her light, fun, and informative videos helping her audience buy homes in Georgia. She literally wrote the book teaching agents how they can grow their businesses with YouTube. If she can do it, you can too. What are you waiting for?

Karin Carr has 17+ years of experience as a top-producing agent in her local area.  She is the founder of YouTube For Agents and teaches real estate pros the art of using video marketing, specifically with YouTube, as a way to reach new clients with the help of Easy Agent Pro.

7. LeAnn Henri

Atlanta Realtor LeAnn Henri is one of those millennial souls who are brave enough to share everything online. From rants about losing deals to poolside celebration videos from St Lucia, LeAnn’s channel is a must-watch if you can relate to the soaring highs and crushing lows of real estate.

8. Grant Cardone

While his brash style might not be for everyone, there is no denying Grant Cardone’s power to inspire people to push harder and stop making excuses. Is this the message you need to hear today? I know I need to hear it some days. I don’t personally like his approach, but for many, whether we’re talking about real estate agents, entrepreneurs, or everyday joes, Grant has a powerful impact and resonates like no one else does.

9. The Broke Agent

When it comes to real estate humor, there is only one game in town. Sure, there are some funny real estate videos here and there on YouTube, but there is only one channel that posts consistently funny content for Realtors: The Broke Agent . It’s not just funny skits, though. Eric’s meme-pire has evolved into a full-blown marketing agency known as BAM, incorporating several other funny agents, including the aforementioned Dan O’Neil, and posting videos daily. Just goes to show you, humor can create success.

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10. real geeks (keeping it real).

One of the longest-running channels with top producer interviews, Real Geeks’ “Keeping It Real” podcast is a great way to learn from innovative agents who are genuinely crushing it.

11. Keeping It Real Podcast

Not to be confused with Real Geeks’ version, DJ Paris’ podcast, Keeping It Real ,  also features insightful deep-dive interviews with top-producing agents. DJ asks the questions you would want to ask, so you’ll get actionable advice from every episode. Check out The Close’s own Chris Linsell dishing on real estate software for a taste .

Coaching & Training

12. tom ferry.

Talk about OG! The real estate coach who needs no introduction, Tom Ferry’s channel offers agents daily pearls of wisdom, mindset hacks, and of course, deep-dive interviews with top-producing agents and other inspirational people from the real estate industry and beyond. Spend just 10 minutes a week on Tom’s channel and you’ll learn battle-tested strategies to build your own real estate business faster and more efficiently.

13. LabCoat Agents

An OG in the real estate training space, Tristan Ahumada and Nick Baldwin have built themselves a mini-agent education empire at LabCoat Agents over the last few years. Expect deep-dive interviews and from-the-trenches strategies on almost any lead generation and marketing technique you can think of.

14. The Close

Hey, no one ever said we were afraid of a bit of self-promotion! We really do think our growing YouTube channel offers agents some truly valuable content, all for free. We have deep-dive interviews with industry luminaries from Ryan Serhant to Coldwell Banker CEO Ryan Gorman, training sessions, and much more.

15. Kevin Ward Yesmasters

Kevin Ray Ward offers no-nonsense, straightforward real estate training you can apply to your business right now. He also manages to present his strategies with enough energy to get you amped up to keep learning and keep crushing it. I’m not embarrassed to admit I learned a lot from Kevin as a boots-on-the-ground agent just starting out.

16. Mike Sherrard

Mike Sherrard trains agents on social media and offers fantastic insights into which brokerage to join, how to get started, and how to succeed as a Realtor. Sure, you’ll need to wade through all the eXp propaganda, but there’s plenty of juicy nuggets of wisdom on his channel, too.

17. Chastin J Miles

For another behind-the-curtains look at an agent building a real estate business, Chastin J. Miles’ channel is well worth the two seconds it takes to subscribe. Lots of great advice for agents, and you can follow along with Chastin as he grows his business. I learned tips from Chastin early in my real estate career that no other agents or brokers were talking about.

18. Kyle Handy

A long-time eXp agent, Kyle Handy has been crushing it on YouTube for years and offers agents new and old a “warts and all” look into what it’s really like to work as a Realtor. He even provides updates on exactly how much he has personally sold each quarter. Talk about full disclosure!

The 12 Best Real Estate Coaches for 2024

19. josh altman.

If you want to take a break and gawk at some eye-wateringly expensive Beverly Hills mansions, Josh Altman’s channel is a must-watch. He offers extended tours of homes that cost more than my entire hometown. Plus, you can’t help but love his gangsta style.

20. Producer Michael

If you like your mansion tours with a dose of goofy British humor, then check out Producer Michael’s channel . A music and television producer who became a viral sensation as this generation’s Robin Leach, Producer Michael makes some highly entertaining videos without the snobbishness of some real estate YouTubers.

21. Enes Yilmazer

Of course, not all the luxury real estate YouTubers are in Beverly Hills. Enes Yilmazer has been racking up the miles showing off jaw-dropping homes in New York, Florida, Colorado, and all over the country.

22. Kirsten Dirksen

Want some viral content to share with your audience? Kirsten Dirksen has been creating video tours of whimsical homes, including everything from shoebox-size Manhattan apartments to Hobbit homes in the woods of Oregon. Her most popular videos get tens of millions of views.

23. Apartment Therapy

Are you looking for interior design inspiration you can actually afford? Check out Apartment Therapy’s channel . In particular, their yearly “Small Cool” awards recognize real people’s magazine-worthy interior design in some truly tiny homes.

24. Architectural Digest

If you’re more into peeking behind the curtains of celebrity homes, Architectural Digest’s channel has you covered. They also show off some genuinely unique homes and before-and-after renovations.

25. BiggerPockets

Whether you want to dip your toes into one or more real estate investing strategies or become a full-time house flipper, then chances are you already know about BiggerPockets . If not, what are you doing here?

3 Types of Real Estate Investing Every Agent Needs to Know

Over to you.

Know of a great real estate YouTube channel we didn’t list here? Let us know in the comment section!

A nationally recognized founder, branding expert, and industry thought leader, Emile cut his teeth in real estate in 2007 crafting marketing strategies for the Chrysler and MetLife Buildings.

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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.

Would You Like To Partner With Me?

I’ve helped hundreds of real estate agents, team leaders, & brokers all over the country increase their sales, online presence, and create scalable systems. I would love the opportunity to work with you. Together , we can make this year your best yet!

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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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Related posts, work smarter, not harder: rpr as your productivity partner, leveraging market intel to help buyers make informed decisions, the rise of resimercial: navigating the real estate landscape with versatility, help your members prove their value with these rpr learning resources, unlock your real estate superpowers: why rpr is a game-changer, rpr commercial quick win: how to create a trade area report, 28 comments.

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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5 steps for a powerful real estate listing presentation.

First impressions make deals.

The listing presentation is a real estate agent’s opportunity to make a first impression on their prospective client. This is the presentation that pitches them as the best person to hire.

A great listing presentation converts home sellers into clients.

There’s a common saying in real estate that goes, “when you list, you last.” It means that agents who work with listings have long-term success.

So, how do you make a powerful listing presentation to get the listing?

You have to focus on building trust. When the prospective client trusts you with their biggest investment, then you have a deal.

Building trust in your listing presentation comes down to 5 steps.

Step 1: Dress Professional

Dressing like a professional makes you feel like a professional. When you feel like a professional, your prospective client believes you’re the professional.

Clients want real estate agents who they can trust. Dressing like a professional sends the message that you are serious about your career. You show the client that you hold your work to a high standard.

From the client’s perspective, they want a real estate agent who wants the best for them. The client’s well-being is their priority, which is why they are looking for a real estate agent.

Communicate to the prospective client that you uphold your fiduciary duties and ensure their well-being. The client expects professionalism. So, deliver on their expectations and become professional – starting with what you wear.

Step 2: Prepare the Right Information

Information sells. The information you share with the prospective client is part of making a powerful listing presentation.

So, what do you include in your listing presentation? You should communicate the value you can give with numbers. A property profile shows their land’s primary selling points. So, add this data:

• Size of property
• Number of bedrooms and bathrooms
• Age of the property
• Competitive market analysis (CMA)

Collecting this data shows the value position the listing can take in the market. It can show your home seller how much money they can make. At the end of the day, they want the best deal possible.

How to Make a Competitive Market Analysis

The competitive market analysis shows how much money similar houses made when they were sold. This analysis collects information from houses that fit the make-up of the property you want to sell.

This information can become skewed if the information is not collected right, which gives your client the wrong expectation.

So, how do you make an accurate competitive market analysis?

Start with learning about the house’s make-up. Contact a title representative to collect information on the square feet, bedrooms, bathroom, age, encumbrances, and anything else that you can find. Next, use the MLS to find similar houses in the area to see the sales price.

Once you have this information, you can make an accurate estimate of the property’s value.

The property value is a powerful piece of information. It shows the seller how much they can make. They don’t just see the number, but they visualize everything they can do with that money. They feel what life is like when they have that much money.

Step 3: Measure Motivation

The seller’s motivation to sell tells you how to handle the listing sale. Their motivation determines the goal you set for yourself.

If the prospective client’s purchase of another home is contingent on the sale of their current home, then time is of the essence. Speed is a priority. But, if they are an investor who wants to cash out, then time will come second to earnings. They want the most money possible from the sale.

So, how do you find your client’s motivation for selling?

Make time to understand their motivation. Communicate with the client. Top-producing listing agents get to know their clients because that’s how they get the information they need to satisfy their needs.

Step 4: Pick a Price

Time to pick a price. The price determines how much money the prospective client makes and how much you, the listing agent, make.

The price of the home can become a contentious subject. Sometimes, the seller will ask for a higher price to make more money. They might expect to make more money (especially if the market is in favor of sellers.)

As an expert in real estate, you must share a convincing reason as to why you chose the price. Take the seller’s motivation into consideration along with the market and your CMA. Together, these factors should help you show your prospective client the correct answer.

Remember, at the end of the day, your fiduciary responsibility is to follow your client’s wishes. So, if they don’t budge on the asking price, you can choose to follow their wishes or turn down the listing.

Step 5: Sign the Contract

After you and the prospective client agree on a price, you should have them sign a Residential Listing Agreement (RLA). This is an official declaration of converting them from a prospective client to an actual client.

The RLA should communicate, with clarity, the timeline of the representation and the expectations of the parties involved. Now, all that’s left to do is sell the property.

Final Thoughts on Making a Powerful Real Estate Listing Presentation

What makes a real estate listing presentation powerful is its ability to build trust. So, your goal is to ensure the prospective client can trust you. You can do this with how you present yourself, the data you share, and how you communicate with the homeowner.

At the end of the day, the homeowner wants everything to go well for themselves. So, practice empathy. What would convince you to hire a specific agent to sell your home?

Every week, we release in-depth videos to help viewers become successful real estate agents on our CA Realty Training YouTube Channel. Also, if you enjoyed reading this article, we would love if you could share it with a friend who you think would get something out of it.

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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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5 Steps to Build the Perfect Real Estate Listing Presentation

(PLUS FREE TEMPLATE)

13 Minute Read Time

The real estate world has changed dramatically in the past few years. While clients used to work with the biggest and most well-known companies based on their brand and advertising campaigns alone, today’s consumers want much more than a compelling commercial. They want to buy into something they can trust.

But trust is earned. And with increased competition and nonstop marketing noise, agents need an ace up their sleeve to stand out. That ace is a perfect listing presentation .

Why a Perfect Listing Presentation is Important: Sellers Must Trust You To Do Four Things

We all know that a listing presentation is a pitch that agents give to a prospective client who is looking to sell their house. But there’s more to it. The seller must trust you to:

LET YOU HANDLE THE LIQUIDATION OF POSSIBLY THE LARGEST ASSET THEIR FAMILY HAS

HAVE INPUT ON SETTING THE MARKET VALUE OF THAT ASSET

SET THE FEE FOR THE SERVICES REQUIRED TO LIQUIDATE THAT ASSET

SET THE TIMETABLE FOR THE LIQUIDATION OF THAT ASSET

It’s not enough to just simply have a listing presentation. You need a perfect listing presentation that accomplishes all of the above AND gets you the listing.

In this guide, we discuss the five elements that make up a ‘perfect’ listing presentation, and show you how to use it to separate yourself from your competition by proving that you can be a ‘trusted advisor’ to the seller.

→ DOWNLOAD NOW: FREE LISTING PRESENTATION TEMPLATE

You have to build trust with them so they can be certain you’re the best person to help them reach their goals..

Think of it like owning a shoe store. If you knew there were people already lined up around the corner and busloads of people coming, you’d make sure you had every single size, in every single color, and every single style in stock. Likewise, when a buyer contacts you on the web, comes into your office or calls you from a sign you have posted, you want to have plenty of inventory so you can meet their needs.

Today, more and more sellers are stepping back, taking a look at the advice real estate professionals give them, and asking themselves whether they can trust that advice. Therefore, when you’re at a listing presentation, the most important element is whether you can build trust with the homeowner.

Your sellers must know that you have their best interest in mind, and that you’re going to be able to help them accomplish their goals. To do that, you must first make sure you understand what those goals actually are.

5 Steps to Making the Perfect Listing Presentation

BUILD RAPPORT

IDENTIFY NEEDS

COMPANY VALUE

PERSONAL VALUE

Step 1: Build Rapport

Just as in any other presentation, your listing presentation needs to start strong and end strong..

The beginning and the end are the most important parts. But the beginning isn’t when you start talking; it’s the moment you walk in the door, before you say a word. Sellers are not going to trust you until they like you. To get them to like you, you must make sure they understand that you care about them. So make sure their first impression of you is a positive one, even if you’re giving a virtual listing presentation .

Smile, show genuine interest in them and their needs, and look professional. Those first few moments of your meeting, before the actual presentation begins, will set the stage for rapport building. Once you start the actual presentation, add enthusiasm to your voice and facial expressions.

THEY WANT TO MAKE THE RIGHT DECISION FOR THEMSELVES AND THEIR FAMILY, AND THEY’RE LOOKING TO YOU FOR YOUR EXPERT GUIDANCE. 

Being boring will make it extremely difficult for you to build rapport. The seller will be nervous. They may be moving their children to another school. There may be medical issues that caused the move. They might need as much money out of the sale of the house as they possibly can get. They want to make the right decision for themselves and their family, and they’re looking to you for your expert guidance.

Unfortunately, there are still many agents who start the presentation by bragging about their company or themselves. But that’s not what’s important to the homeowner—at least not up front. What’s important to the homeowner is that they know you care about them, not how much you care about yourself or your company.

Step 2: Identify the Seller’s Needs

You need to prove to the seller’s that you’re there to make sure they’re okay. how can you do that.

So, before you start doing anything, pull out a blank piece of paper and break it down into these three categories. See the image on the right for reference.

You do this because:

They’ll know you care about them right out of the gate because you’re asking what they need. , they know you’re the person they can trust because you’ve demonstrated value. .

Some agents argue that a pre-scripted presentation manual allows them to keep better control of the appointment.

However, in reality, the person doing the talking is never in control. The person asking the questions is always in control. If you don’t believe this, think about a courtroom.

Who’s in control: the attorney or the person on the witness stand? The attorney, of course, because he or she is directing the conversation by asking questions.

You may ask, “What if they say something I’m not prepared for?”

First, let us say that the chance of that happening is very slim. In fact, there are five things that a seller will potentially tell you when you ask them what they need from the sale of their home.

THEY NEED THE HOUSE SOLD

THEY NEED THE MOST MONEY

THEY NEED THE SALE TO OCCUR IN A TIMEFRAME

THEY NEED THE LEAST ISSUES

THEY WANT YOU TO HELP THEM WITH THE RELOCATION TO THEIR NEW HOME

These are the five things every single seller is going to tell you, and it’s been the same five things for the last 30 years. The potential for someone saying anything different is extremely low, so don’t worry about them saying something you’re not prepared for.

As you can see, the first step in building rapport is pretty simple: start with caring about them. Start with talking about them. Start by asking them what’s important to them. They will begin to like you and you’ll begin the process of getting them to feel that they can trust you.

THESE ARE THE FIVE THINGS EVERY SINGLE SELLER IS GOING TO TELL YOU, AND IT’S BEEN THAT WAY FOR THE LAST 30 YEARS. 

Now that you know what they need from the sale of the house, you need to teach them the answers that will fulfill these needs—the staple things they need to accomplish their goals.

If they want the house sold for the most money, in the least amount of time, and without hassles, what is necessary?

Write the answers on the piece of paper. 

Notice that you haven’t talked about your company yet. You haven’t talked about yourself yet. Instead, you’ve discussed the generic answers to their needs. These are the things they’re going to need from your real estate company. These are the things they’re going to need from an agent.

You’ve built rapport by first asking what they need. You’ve given them the answers to their needs in a generic form without ever talking about you or your company. Now you’re in a nice conversation: two people talking about how they can help each other.

Then, and only then, should you begin to discuss the resources you and your company have to make sure you can fulfill their needs.

Step 3: Explain Your Company’s Value

What are the biggest benefits a seller gets from choosing to work with your company that they could not get from another.

Think of your answers to the questions above from the seller’s perspective. Your company’s value proposition should explain what unique benefits it delivers to the seller and why they should choose your firm over another. We admit that articulating a company’s unique value can be difficult.

Agents sometimes ask if an outside vendor could put together the perfect listing presentation for them, complete with the ideal value proposition. The answer is no. When it comes to the value proposition your company offers, you know that much better than anyone else does.

Some points to consider when explaining your company’s value:

• What are the fundamentals of your company’s marketing plan?
• How do you find and qualify prospective purchasers?
• What is your company’s ability to manage the overall process?

Every company has distinct advantages. You need to be able to simply and effectively explain your company’s unique value proposition and how it differs from your competitors’.

Step 4: Communicate Your Value

This is the time to differentiate yourself from other agents.

When explaining your personal value proposition, you want to differentiate yourself from the other agents in the marketplace, including the agents from your own company that might go on that listing presentation.

Remember, having a strong beginning and a powerful ending is crucial. Gain their interest during the first couple of minutes of the presentation and then build to a real strength at the end.

What Do You Bring to the Table?

You now have successfully articulated the benef its of your company, but why should they work with YOU over another agent?

Here are some examples of things to include in your personal value proposition:

Sres designation.

If you are speaking to a baby boomer or a senior citizen and you have your SRES designation, be sure to mention it. (The same goes for any other relevant designations)

Certificates or Classifications

If you’ve taken a negotiation class in the past and received a certificate for it, take the syllabus or the brochure for the class and make it part of your listing presentation.

Market Insights

If you subscribe to services like KCM or other programs that help you stay abreast of market conditions, let them know. Sellers want to be confident you are knowledgeable.

Just as you need to be able to talk about your company’s value proposition, you also need to have a value proposition of your own. Again, this can be difficult. After all, as children we were often told not to brag about ourselves.

But you’re not a child anymore, and you’re not bragging. You’re giving your sellers the information they need to make an informed decision. Your personal value proposition highlights what sets you apart from other agents and how you can best serve your seller.

Step 5: Develop Trust

Clients want an expert. experts speak with confidence, and that’s how you build trust. .

Sellers have to trust you enough to let you set the market value on possibly the largest asset their family owns. They have to trust you enough to set the time schedule for a successful liquidation of that asset. They have to trust you enough to set a fair fee to handle the liquidation of that asset. Therefore, you want to make sure they trust you enough at the conclusion of your presentation.

So, how do you get them to trust you?

Here’s the Challenge…

Whenever we become more involved in any situation, we enter a hyper-sensitive state of awareness. That is, when something becomes important to us, we become more sensitive to it.

For example, let’s say you went out to buy a car, and the reason you bought that particular car is because it was unique. Not very many people have that car. You were going to look pretty cool driving that car.

However, as soon as you pull out of the dealership and hit the road in your hot new wheels, what do you see all over the highway? THAT CAR! The dealership didn’t sell millions last night. You’re just now in a hyper-sensitive state of awareness.

This same phenomenon occurs when someone is considering a real estate transaction. Once a homeowner decides to sell their home they enter this hyper-sensitive state of awareness. They begin following housing news more closely. They watch the real estate segments on CNBC, listen for them on Bloomberg radio and read them in the Wall Street Journal. They get a good idea of the national housing news.

Here’s the Solution…

At this moment, what they really need is someone to explain how what they heard on the radio, what they saw on television, what they read in every newspaper does—or doesn’t— apply to your market. And you have to prove it to them.

It isn’t until then that you can discuss how what they’ve seen impacts their situation.

Additional Tips to Help Build the Right Listing Presentation

Now that you understand the essential steps, we can cover what other pieces are important for the perfect listing presentation.

But first, let’s take a look at a quote by financial guru, Dave Ramsey:

“When getting help with money, whether it’s insurance, real estate or investments, you should always look for someone with the heart of a teacher, not the heart of a salesman.”

In his quote, Dave Ramsey talks about our industry specifically. When you have the heart of a teacher, you’re willing to take the time in each presentation to teach. Every conversation is an educational opportunity.

You shouldn’t be trying to convince someone to sell their home (that’s what salespeople do); instead, you should be helping your sellers discover what their options are, explaining the pros and cons of each of those options, and then letting them make the decision that is best for them and their families.

That’s what a trusted advisor, with the heart of a teacher, does.

But while it’s just as important for you to be able to speak eloquently, intelligently and directly to your clients, it’s more important that you show them why you’re the best agent. Here are some tips and tricks on how to win a listing presentation so your listing presentation is successful for today’s market.

Featured Resource: Free Customizable Listing Presentation Template

The importance of visual aids.

Simply “telling” your clients something isn’t enough. They need to “see” it to believe it. If you’re not using strong visuals in all your communications with clients (face-to-face meetings, emails, newsletters, etc.), then you’re not being fully heard or understood.

Using visuals enables you to explain your clients’ options in a way they can understand. This heavily researched topic has been proven time and time again.

Here are some more statistics that back it up:

VISUALS MAKES PRESENTATIONS 43% MORE PERSUASIVE THAN UNAIDED ONES

WE PROCESS VISUALS 60,000 TIMES FASTER THAN TEXT

VISUALS HAVE BEEN FOUND TO IMPROVE LEARNING BY UP TO 400%

90% OF INFORMATION TRANSMITTED TO THE BRAIN IS VISUAL

Remember, your job now is to help your clients understand how the market impacts their situation. Powerful and relevant visuals give them the best opportunity to understand the complexities and nuances of the real estate market.

Your job is not done until they are fully informed, can fully understand the information, and can make the decision that is best for them and their family. This is also when you will have their trust and be seen as a true professional.

Take the time to prepare visuals for every appointment. It is vital to your success in today’s environment.

After all, what makes more sense:

Your Path to Success: How KCM Can Help

Yes, the real estate industry is changing dramatically. It’s no longer about being the biggest office or dispensing information; it’s about your ability to analyze that information so well that you can teach it to others, because that’s how you gain trust.

The agents that EMBRACE this concept are going to be the DOMINANT agents moving forward. They are the ones who will win the race!

“THERE IS A COMPETITIVE ADVANTAGE TO KNOWLEDGE, BUT VERY FEW DECISION MAKERS KNOW HOW TO HARNESS IT…YOU HAVE TO BE STRATEGIC ABOUT IT.” – MARTIN IHRIG

As you develop yourself as a great listing agent, remember to plot out these three steps along the way:

Step 1: Continually Educate Yourself

Whether you use the KCM membership that we provide or some other educational means, know what’s going on and why it’s happening. As Albert Einstein said, “Wisdom is not a product of schooling but of the life-long attempt to acquire it.”

Step 2: Communicate What You Learn

Think of it as the ability to sing versus being on iTunes. If you can sing, but deliver your message on the equivalent of 8-track tapes, no one will listen to you. If, however, you can sing and you publish your music digitally (the modern format), you’ll have a much higher likelihood of reaching your audience.

In real estate, this means making sure your listing presentations are filled with impactful, relevant information that will help your clients gain clarity from the confusion in the market.

Make your presentations overly visual and so simple that anyone—even a child—can understand what is happening in the current market. Graphs, charts, and infographics are great formats to use.

Step 3: Become a Keeping Current Matters Member

Fact: keeping current matters! You can have a tremendous understanding of key factors and wonderful visual materials to help make it easy for your sellers, but if you’re not updating these things on a consistent basis, you’re lost. Keeping Current Matters offers easy-to-share blog posts, social media graphics, videos, guides, and more to help you stand out as the go-to real estate agent.

How valuable would a physician be if he/she didn’t update his/her advice and recommendations based on the newest medical research? Don’t be caught with outdated information in your presentations and conversations. Do your homework and be on top of all the major news that will impact the current real estate market.

For most families, selling a home is one of the most important personal decisions and possibly the largest financial decision they’ll ever make. They are looking for someone they can trust—for a true professional to help them through this process.

Make sure that’s exactly who they get when you walk into their home for a listing presentation. 

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15 Advanced Real Estate Listing Presentation Insights for Agents

Creating stellar real estate listing presentations is how most seller’s agents convert more leads and, in turn, build their business.

The best real estate listing presentations offer:

• Data regarding the local market and comparable sales
• Insights into how you plan to market a prospect’s home
• Social proof that proves you’re a top-notch seller’s agent.

And that’s just to start with. There are several other elements you need to make your pitch truly effective.

Use the 15 sales tips below to boost your lead-to-client conversion numbers and convince leads you’re the premier agent for the job. Plus as a bonus we provide answers to listing presentation questions.

Focus on your lead’s situation and needs first.

After adding in the core info associated with your business, turn your attention to your seller lead.

You need to know all about their situation, including their selling timeline, in order to create a real estate listing presentation that truly resonates. In our Marketing Genius podcast episode “The Road To $20 Million,” Seattle agent Melissa Boucher says that these insights can even come down to how the seller is feeling; are they sad to see the property go? Are they making a tough decision?

Before your in-person pitch, research their residence:

• Square footage
• Room totals
• Total acreage

And discover its history:

• When it was built
• How many times it’s changed owners
• Renovations and updates that have occurred

Then, consider all the notes you have on your seller’s preferences and needs.

For instance, a lead could note they’re only willing to sell the home as-is and not make any repairs a potential buyer may request.

In this situation, you can make a note in your listing presentation that you will incorporate this information into your real estate marketing plan for the home.

Analyze all info leads provide you before your pitch.

If you’re like most modern agents, you capture real estate leads in a variety of ways, both online and offline. Not all leads are created equal, but there’s an easy way to spot a good one.

The key trait that signifies a high-quality lead is how much info they provide you.

Those who solely offer first, last name and email address can be good leads, but it’s the prospects who offer more details regarding their unique housing situations who are a cut above the rest.

Most often, home seller leads will share extra information when they are submitting a lead capture form on your site (e.g. through a home valuation page or custom lead capture page ).

For example, some leads may detail when they intend to list their home, their preferred price point, and an overview of what their home’s star attributes.

All of this info needs to end up in the lead profile section of your contacts database so you can comb over it whenever you need — like, for instance, right before pitching them in person.

Incorporate data from the local housing market.

Whether it’s from your area’s REALTORS® Association, local government, or a housing-related organization nearby, you should include important figures in your listing presentation. This can include home sales, price, and value figures for your market – basically, any information that a seller could use to make more informed decisions.

For example, knowing the sales totals for homes in the same development or neighborhood as a seller lead’s property can help them settle on an initial list price.

You can never get too granular with data for your deck. Just remember not to bore your prospects to death with math.

Share data that directly applies to their home selling situation so they understand what to expect prior to listing.

Detail comparable home sales from the past year.

Part of your local housing market data research should focus on comparable home sales from the past.

Find a half-dozen or so homes that sold in your potential client’s town (or region, if it’s a small town with few sales). Try your best to find comparable sales that occurred in the past year, because housing market conditions change often.

Make sure these properties are as similar to your lead’s listing as possible to provide a solid comparison.

Characteristics to take into account include:

• Size (total number of rooms and square footage),
• Notable features (in-ground pool, gazebo, high ceilings)
• Price point (both initial asking and eventual final sales price)

Lastly, tell your seller a story. How long did it take for them to sell? Did they receive above or below asking price?

Add quotes from satisfied clients to your deck.

Customer satisfaction should be the focal point of any real estate listing presentation deck.

Social proof helps agents generate leads , for sure. But it’s also a premier lead nurturing tool.

If you already took photos and footage of your past customers right after closing so you could share their praise on your website, you can simply repurpose that content for your listing presentation.

Select the best quotes from your most satisfied clientele, and sellers who share the most similarities with the lead you’re pitching.

Once a seller sees that you’ve successfully represented someone just like them, they’ll feel much more at ease in agreeing to let you represent their listing.

Paint a picture regarding your marketing approach.

The primary focus for your real estate listing presentation needs to be how you’ll market a lead’s home.

Sure, you want to prove you’re a stellar agent who has a history of closing amazing deals for clients.

But that sales-oriented angle needs to be secondary to making your potential client feel special. Fortunately, you can achieve this by presenting a marketing strategy that is unique to their property.

You no doubt have a real estate listing marketing playbook . However, that doesn’t mean you can’t or shouldn’t modify that approach slightly for each new client you earn.

Every home seller wants to feel as if you’ll do anything and everything to get them a fantastic deal that puts lots of money in their pockets.

So, use the first half of your listing presentation to tell them how you plan to deliver on that promise.

Figure out how you’ll relay your value proposition.

According to the National Association of REALTORS®, most sellers hire real estate agents referred to them (two-thirds, to be precise).

While you could get good word-of-mouth to entice seller leads to select your firm, you still need to show why their friends, family, and coworkers chose to work with you in the first place.

Some of the best ways you can differentiate yourself from the competition are to:

• Build a strong web presence, starting with a responsive website
• Be detailed regarding your marketing process, from start to finish
• Share photos and videos of your most satisfied clients with leads

A real estate listing presentation is a great opportunity to communicate what makes your business unique and distinct from other agencies.

Are you particularly good at negotiation? Communication? Staying organized? Knowing a neighborhood inside and out? Providing white glove service?

Whatever your specialty is, make sure it shines through in your deck.

Prepare for some objections and lots of questions.

It’s inevitable: Your seller leads are going to have a fair number of questions during your real estate listing presentations .

It’s only natural: They’re still getting to know you and can’t leave any stone unturned when vetting your business.

The good news? Every question is a chance for you to prove your expertise and build trust. You just need to have great answers prepared ahead of time.

Some of the most common seller lead questions pertain to:

• How you view your agency in comparison with others
• Your qualifications, certifications, and designations
• Providing proof you’re trustworthy and easy to work with
• Sharing specific details about your past transactions

Of course, there are also going to be questions you can’t anticipate.

While you want to be as forthcoming and honest as possible, don’t feel obligated to provide in-depth answers on the spot if you’re not sure.

If you think you’d be better served writing a comprehensive email to leads post-presentation to answer their questions, let them know you’ll get back to them with a reply later that day.

Practice your sales pitch over and over again.

We’re not going to tell you “practice makes perfect” (although, I suppose we just kind of did).

But it really is best to nail down every aspect of your listing presentation speech so it’s well-timed, compelling, and inspiring.

Here’s a great checklist California-based REALTOR Kathy Smiley posted on ActiveRain that can help you practice your pitch.

This list covers all of the essential listing presentation tasks you need to carry out in order to get your points across in a timely and efficient manner.

If you feel more comfortable “winging it” than preparing for hours beforehand, just be sure you have at least a handful of talking points memorized so you don’t forget to mention important items to your prospects.

Dress like you’ve already made the sale.

As a general rule, dressing for real estate success means wearing something that makes you feel comfortable, confident, and professional.

But there are some guidelines to keep in mind:

• Business casual will never go out of style, meaning suits and pantsuits are always going to help you put your best foot forward during listing presentations and other on-the-job situations.
• Your style will likely be influenced by your particular market. Agents in cold- and hot-weather markets, for instance, will certainly want to dress accordingly based on their area climates.
• You can also take style cues from the home seller you’re doing business with. Melissa Boucher’s advice? “You can’t come in dressed to the nines if you know that person’s understated. Know your audience, know yourself, and find that happy medium.”

When selecting an outfit for your real estate listing presentation, just be sure that the answer to “Will my lead consider me a serious, dedicated, and successful real estate agent ?” is yes.

Allow time for questions during your presentation.

Everyone has one of those friends who loves to dominate the conversation. But you can’t afford to be that person during your listing presentation.

Real estate, after all, is a people business. This means you have to be a first-rate listener to comprehend your prospective client’s wants and needs. From there, you can develop a plan of action to win them over.

This is just one of several listing presentation mistakes you could make. Be sure to comb over our list of other errors to avoid as well.

Have good posture and body language throughout.

As real estate trainer Dirk Zeller notes in a piece for Chicago Agent Magazine, confident body language is an essential piece of your listing presentations .

• “Where have you experienced victories? Tap into those past experiences as you pump up your confidence in preparation for prospect presentations. If you lack confidence, determine what you need to do to increase the level of belief in yourself and your ability to achieve success.”

You’re not always going to feel confident and assertive and on top of the world. No one does.

But if you recall how you’ve converted leads into clients in the past and what you felt during those sales pitches, you can use that memory to keep winning over new business.

Think about the ways you can physically communicate self-assurance, poise, and certainty (e.g. use of hand movement, or maintaining eye contact with the seller), and use that body language to your advantage.

It’s also helpful to think about what poor body language can do to your pitch (hint: derail it entirely).

Finish your pitch, even if you think it’s not working.

You may be able to tell from a prospect’s body language or verbal cues that they aren’t responding to your presentation the way you’d hoped.

Regardless, conclude your presentation as if you were pitching a “hot” lead you can tell is going to sign on with you.

You never know: Someone who seemingly isn’t intrigued by what you’re throwing out there may actually just be quiet and unresponsive in general and actually interested.

Don’t be a “yes” agent just to win new business.

Every business has a “yes” person. They want to work their way up the ladder and/or close more deals by being as agreeable as possible.

This tact may work for some professionals in some organizations … but chances are, this is not going to lead to a converted seller client.

Just because you really want someone’s business doesn’t mean it’s worth nodding in approval to every request they make or mandate they lay out.

Doing so could lead to some (or many) unfulfilled promises during the sales process and, in turn, cause your clients to question your methods or even fire you.

Be open and upfront with your clients regarding what they can expect from you throughout the entire home selling process.

[Bonus] How to Ace Real Estate Listing Presentation Questions

Prepare thoroughly for your real estate listing presentations and you’ll set yourself up for success.

No matter how much you script the conversation for your listing presentations, though, they won’t always go exactly to plan. Sellers will have questions for you regarding everything from your experience as a real estate agent to what sets you apart from the competition.

The following questions are the most common ones to expect during and after your sales pitch, along with the optimal answer for each. Check them out so you’ll be ready to ace your listing presentations and win customers.

Q) “What are your credentials? What makes you the right person to sell my home?”

Off the bat, sellers will want to know if your qualifications meet their standards for representation. So, present all certifications and designations you have as a real estate agent. Realtors who’ve earned accreditations through the National Association of REALTORS ® should make that known. Sellers may not be familiar with each official title, but your position establishes you as dedicated and knowledgeable.

Regarding your sales history, reveal how many homes you’ve sold in previous months and years, the average sales price of each property type, and other statistical data that sellers will find impressive. Though past sales aren’t always necessarily indicative of future sales, a thorough explanation of your sales history and big “wins” as an agent can help your standing with leads.

Additionally, let sellers know during your listing presentation if you work part-time or full-time as a real estate agent. Being a full-time agent often carries more weight with prospective clients, as you show complete dedication to the job and don’t have any other responsibilities that can take away from helping sellers market their properties.

If you work part-time, spin the positives of your situation. For instance, share tidbits about your work ethic. Even get former employers to provide testimonials regarding your work to show prospective clients you’re serious about meeting your commitments.

Moreover, if real estate isn’t the only job you have, then explain that even though you’re only working part-time, you can still focus all of your attention on client needs. In either case, explain how you stay in touch with clients and your standards for timely responses to communications.

Q) “How are you better than other local agents? What makes you different?”

First off, don’t use the word “better” during real estate listing presentations. In fact, don’t compare yourself to other agents at all. Saying you’re a step above the competition can come off as arrogant. While you should be confident in your own work as an agent, it’s not worth positioning yourself as above other real estate pros by disparaging them to prop yourself up.

The best way to highlight your abilities as an agent is simply explaining why you’re passionate about real estate. Listing presentations that show your enthusiasm for the day-to-day work that comes along with being an agent instill faith in sellers. Share some background info on how you got started in the industry, how you delight your clients , and items on your track record that reflect your go-getter attitude.

Some characteristics of your work and personality to share with leads should include your:

• Ability to build relationships and relate to others: Knowing you can make good impressions on buyers will impress sellers, so be as amiable and engaging during your listing presentation as possible to show your personality.
• Savviness with the latest real estate technology: It’s the 21st century. Knowing what apps, tools, gadgets, and tech resources to use in your real estate marketing gives you a leg up on agents stuck in the 20th century.
• Enjoyment in helping people sell and find homes: You got into real estate to help people, right? Then share the satisfaction you get in helping buyers and sellers close deals and achieve their goals.

Q) “What experience do you have with my local market? Have you sold homes here before?”

When mentioning past clientele, segue into your history of selling in your local real estate market. The more established you are as an agent in your community, the more trust you earn from leads. Outline specific, memorable deals you closed — perhaps a home that’s similar in style, age, or price as the residence of those you’re pitching to.

Then, demonstrate the knowledge you have about the local market, like its history, the quality of its school system and economy, and any favorite spots you have nearby (restaurants, retail, movie theaters, parks, etc.). This shows you are an expert about the area and, in turn, know how to pitch local properties to buyers.

The best listing presentation is the one where you show you know the most about a specific real estate market, so no fact or note is too small to share with leads. A great way to ensure you convey your knowledge about the market is to create listing presentations using graphic creation tools . With these resources, you can visually represent local market data, like average closing prices of homes for sale, to persuade sellers about your abilities.

Q) “What do you think of my home? How would you change it to help sell it better?”

This question requires arguably the most spontaneous answer, given that up until your listing presentation, you likely haven’t had the chance to examine the property thoroughly. So, use this as an opportunity to get the grand tour of their residence and property. Take note of specific features you want to highlight and how the seller can make their home more desirable to buyers.

There’s a flipside to that coin, though: Be careful not to insult sellers when pointing out areas of their home that need cleaning, adjusting, or improving. Providing constructive criticism is one thing — telling sellers they need to change most things in their home to help it sell better can lead to a quick exit from your listing presentation.

You won’t be able to provide all of your detailed thoughts on sellers’ homes on the spot, so let them know you’d love to give them a more thorough analysis via email after the presentation is over. This allows you to nurture the lead after pitching them and stay top-of-mind with them during their agent selection process.

Q) “What do you think is an ideal list price for my home? I think it’s $_____.”

Before jumping in with your recommendation, let sellers know what comparable homes in their area have sold for in the past year, along with where the local real estate market is headed in terms of demand and supply. Sellers aren’t always cognizant of the factors that go into crafting the right list price, so explaining these to your leads can help them better understand your suggested price.

Some sellers have unrealistic prices in mind and they’re unwilling to budge. This could be a sign the leads aren’t worth representing, so watch out for any red-flag statements, like “I’m not willing to go under $_____” or “My home is definitely worth $_____.” Conversely, those who are willing to adjust their price if needed and negotiate with buyers will be more rewarding as customers. Representing flexible sellers instead of inflexible ones means a better chance of a quick and fair commission (as well as fewer headaches).

Q) “What sales and marketing strategies do you employ for clients’ homes?”

Now it’s time to really get down to business and put your agent hat on. Getting into the nitty-gritty of your business methods — like where you promote listings and how you attract potential buyers — is what really displays your prowess as an agent. Specifically, explain the core real estate marketing and sales tactics you use, including how you:

• Conduct showings and open houses: We don’t just mean when you schedule showings and open houses, but how you work with walk-ins and buyer leads. Share how you sell specific features of a home (the lifestyle, the comfort, the utility, etc.) to show you’re an adept salesperson.
• Market clients’ homes for sale online:  Divulge how you make clients’ listings appear attractive online, like taking aesthetically appealing photos, creating cutting-edge tour videos, and developing rich, detailed copy about listings .
• Leverage connections for buyer leads: Regarding offline marketing strategies, also relay how you use other agents, friends, family members, previous clients, and other connections to seek out potential buyers.

All of this information should be shared in a timeline format to give sellers a sense of how the process will go — from the moment you sign your agreement to closing.

Q) “How do you communicate with clients regarding offers, showings, and other key info?”

Constant communication with sellers (without annoying or overwhelming them) is essential — as is explaining to seller leads how you will keep them in the loop during the sales process. During a listing presentation, real estate agents can sometimes gloss over this important aspect, so be sure to detail a clear-cut communication plan with prospective clients. Ask how they prefer to be contacted to discuss sales progress and how to relay bids on their property.

Some sellers will be very particular about what times work for them. Given that last-minute showing requests tend to pop up, also ask sellers when it would be okay to enter to give tours. Remember their personal space is important, so be respectful, but be sure you’ll have the access you need.

Q) “What’s your workload like? Would I be your only client or are you working with other clients?”

Having said that, many people are understanding of a real estate agent’s need to take on multiple sellers. In fact, many probably prefer to see their agent busy, since it’s indicative of a quality business. So, the more clients you take on, the better it can look in the eyes of prospects.

Q) “What are the typical terms of your listing agreements with other clients?”

If you start talking contracts, then you’re doing well in your listing presentation. However, you can ruin the mood quickly by providing a laundry list of contract terms you request of sellers. Instead, tell sellers you simply want to make them comfortable with any listing agreement they sign with you. Explain to them the core items generally included in statements, like duties you’ll perform as their agent, and ask them for their thoughts on terms they’d like to include.

From there, create an agreement based on both your preferences and those of sellers, send it to them after the listing presentation, and let them know you’ll be waiting to hear from them regarding a final answer (hopefully with good news).

Q) “If I hire you to sell my home, will you represent just my interests or the buyer’s too?”

Dual agency is something countless home sellers are fuzzy on, but many are wising up to the practice. If you can and do practice dual agency, be 110% upfront with your leads about it. Gauge their comfort level with knowing you may end up representing both them and buyer to see if they’re okay with it. As pointed out by recent Redfin research, sellers tend to lose financially in dual agency deals , so tread carefully. The last thing you want to do is favor one party at the expense of the other.

Of course, if you solely represent the sellers, you’ve got nothing to explain — except that you’re devoted to helping them sell their home for the best price and fast. You could even point out why this may be more favorable than representation by those who act as dual agents, given you have only their interests at heart.

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Benefits of a Listing Presentation for Real Estate Agents

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

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

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

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

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

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

How to Create the Best Listing Presentation?

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

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

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

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

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

Listing Presentation Tools

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

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

Listing Appointment Checklist

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

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

Listing Presentation Examples

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

Listing Presentation Template

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

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

What You Need to Know About Luxury Listing Presentations

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

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

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

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

How to Follow Up After a Listing Presentation

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

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

Real Estate Listing Presentation Software

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

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

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

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

FAQs About Listing Presentations

What is the listing presentation.

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

How to present a listing presentation?

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

What to do during a listing presentation?

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

How to win a listing presentation?

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

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

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 Presentations

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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Must-Have Items in Your Listing Presentation

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Put your best face forward when you go into your next listing appointment by preparing the perfect listing presentation.

You’ve heard from a longtime lead or referral that they’re ready to invite you into their home to talk about a potential sale. What should you bring along to convince them that you’re the right listing agent or broker? How can you leave them with food for thought if they’re on the fence or get them geared up to sign on the dotted line if they’re ready to move forward?

Here are the essential ingredients to sharing your expertise so that interested leads become excited new clients. Be sure to have a polished listing presentation for both in-person and virtual listing appointments so that you’re always ready whenever and wherever they are.

1.   A Preliminary CMA (Comparative Market Analysis)

The most important thing your potential sellers want to know is how much they can get for their home. While you’ll no doubt want to make adjustments once you’ve walked the property, come prepared with a preliminary CMA based on comps and on the best information available to you about the home’s condition. This will give you the ability to talk in practical terms about the property’s potential in the current market.

After the appointment, follow up with a final CMA report. We also recommend sharing a Net Sheet with the homeowner, so they’ll have a good understanding of the costs – and potential profits! – upfront.

2.   Exceptional photography and graphic design

Include beautiful photographs of you, your area, and other real estate-related images along with well-designed infographics and graphic elements that capture attention. If you have examples of listing brochures or other marketing collateral you created for past listings, share them with your potential clients during the listing presentation.

A beautifully printed listing presentation and supporting materials is a reflection of how you market your real estate services — and how you’ll market their property.

PRO TIP: When creating your listing presentation you can use software like Powerpoint, but you can also set up a free Canva.com account and they have some wonderful templates you can use. You’ll also find quite a few presentation templates on Etsy that you can purchase and then customize on Canva as well.

3.   Past seller success stories + testimonials

One of the best ways to convince new clients that you’re the right person for their real estate transaction is through testimonials and reviews from deliriously happy clients . Carefully select the best and most enthusiastic testimonials and feature them prominently in your listing presentation. This will help potential clients better understand the value you bring to their transaction and what it’s like to work with you.

If you don’t have a large selection of client testimonials (yet!), you can also highlight some successes you’ve had over the last year. A few examples:

• “123 Darling Lane received 7 offers in the first weekend and sold for $22,000 over the asking price.”
• “222 Charming Avenue was listed with another Realtor for two months without an offer. We took the listing over, helped the seller stage the home and improve the landscaping. The seller accepted a full price offer after only 5 days on the market.”
• “We ran our Coming Soon marketing campaign for 999 Samson Street. In the first day on the market we had over 27 home buyers tour the home on the first day it was listed. We received multiple offers and sold for $7500 over the listing price.”

4.   Relevant statistics and results

Numbers are convincing, so if you have impressive statistics and stellar past results, this is the place to share them. Are your days on market lower or average sale price higher than other agents and brokers in your area? Have you gotten exceptional results with a record-setting sale price in one of the neighborhoods you serve? Find ways to translate your value into numbers so that potential clients can better understand what you’re bringing to the table.

5.   Neighborhood-specific track record

If you’re pitching for a listing in a neighborhood where you’ve represented buyers and sellers in the past, you have an opportunity to position yourself as the neighborhood expert. Refer to your previous successes so that homeowners will trust you to correctly position their property.

If you regularly market to specific neighborhoods, consider creating targeted listing presentations aimed at each of your geographic farms.

6.   Authority-building content and media coverage

If you create your own content in a blog, podcast, or video platform, highlight the expertise you share there and the network and influence it allows you to build. If you’ve been profiled in the media or contributed your expertise as an interview source, share that coverage so that homeowners can see you as an industry-leading expert.

7.   A well-defined marketing strategy

You want to be clear about how you will market the property, so be sure to include information about the marketing platforms and techniques you use. Explain how you will plan and roll out the listing, including any pre-listing (i.e. “Coming Soon”) activities you plan to employ.

Provide a timeline based on the homeowner’s plans and let them know what you will need from them to deploy your marketing strategy.

8.   Powerful differentiators

What do you offer that makes you different from the other listing agents the homeowner may be talking with about selling their home?

• Is professional photography, videography, and copywriting included on every listing?
• Do you create video ads to run on streaming platforms and YouTube AdRolls?
• Will the seller have access to a staging service that prepares the home before it’s listed?
• Do you offer a flexible commission structure based on who procures the buyer?
• How frequently will you communicate with the homeowner during the listing?

Whatever you do that is unique to you and outshines the competition, include it in your presentation.

9.  Value-added services available

What are some of the ‘extras’ you may offer your home sellers? Do you provide cleanout and storage services for elderly homeowners? Can the home sellers use your branded moving truck on moving day? How will your preferred lenders and closing officers help make the transaction seamless? Do you provide referrals for sellers who are relocating to another city? Your listing presentation should provide additional information about ways you can help simplify and streamline their upcoming move.

10. Required documents

The homeowners may want to talk things over with each other or they may be speaking with another agent for comparison. However, if they decide that they want to sign with you on the spot, be prepared with the listing agreement, disclosure, and other documents you need to bring them on board. If the listing is planned within less than a week, put signage in your car’s trunk and be ready to post a pre-listing rider or make arrangements for sign installation as soon as possible.

Following up after the listing presentation

Like everything in real estate, the key to success is in the follow-up! Don’t forget to send a thank you note or a personal video message to express your appreciation for the homeowner’s time and consideration. Remember, a personal touch is always delightful, so include a detail or two from your conversation to make your communication more authentic and meaningful.

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