Build a Better Listing Presentation Package

Creating the ultimate listing package requires tenacity, creativity and insight. Sellers want to know your presentation is based on a keen sense of the market, your expertise in determining value, and your ability to bring a deal to close in the shortest time possible and at the highest price.

The key to nailing your next listing is to prepare … more thoroughly, more accurately and more creatively than your competition.

First, don’t let your prospect get away with just an appointment. Use this opportunity to capitalize on your uniqueness, if only, leaving the prospect with one key takeaway—that you listen and act.

A casual yet pointed conversation between you and the homeowner should confirm the basic facts about the home (number of bedrooms, bathrooms, etc.) and identify what steps the homeowner has taken to improve the property.

Real estate speaker Jared James has some great tips in this regard. Jared urges agents to give sellers an assignment—something that will give you an idea of what kind of seller you’re dealing with, and allow you to subconsciously take control of the transaction.

“When you put someone to work, it subtly asserts your control, while also building trust, because you are working on something together,” said Jared, a frequent contributor to REALTOR® Magazine. The strategy also provides insight into the seller’s motivation and expectations of what they want to sell for, which, as all REALTORS® know, is not always in line with market values.

For example, while on the phone, ask the sellers to email you the following information about their perceptions of the home, letting them know that their contributions to the process will be used in consideration of your marketing strategy:

  • The three top selling points of their house
  • The three top objections a potential buyer may have
  • Who they think the ideal buyer is

The more details you capture about the home’s condition and enhancements, the more equipped you will be to determine the its value.

Also consider that a good CMA tool will help you acquire market statistics to find data on similar properties, the neighborhood, and the local economy.

RPR’s Realtor Valuation Model® (RVM®) sets the standard for real estate valuation models. Available exclusively to REALTORS®, the RVM goes beyond the traditional AVM by incorporating listing and sales data from the MLS into the equation.

The RVM is accompanied by a Confidence Score—a value between zero and five stars that indicates the level to which each of the multiple models agrees with other estimated values for a given property. High confidence scores indicate that other models yield similar estimates for the property.

Once you’ve secured insight into your seller’s motivation, what is important to him or her, and the property’s condition, conduct your search for comps, determine a pricing and marketing strategy, and package your presentation in the most professional way possible. You should include:

  • Your bio

    Share information that demonstrates your capabilities and makes you seem personable. Past sales activity, awards, credentials, community involvement, volunteer projects and information on your experience are a good place to start.

  • Social proof

    Collect testimonials from past clients and include those along with any news clips that verify your work ethic.

  • Service levels

    What types of services do you offer that will exceed seller expectations?

  • Marketing plan

    Create a plan for the client in a timetable format to show the exact measures you will take and when.

You will also want to be creative about how to deliver your listing package. Distance and personal schedules can get in the way of meeting your client face to face. Instead, find a creative way to convey your professionalism and expertise, such as personalized video messages.

Lastly, never underestimate the power of consistent communication and its impact on persuasion. Sellers are known to respond positively to REALTORS® who tactfully keep in touch. Want to make a lasting impression? Within 24 hours of your presentation, send a thank you to the homeowners. In this digital age, a handwritten note means a lot.

208 replies
  1. Shea Kaaber
    Shea Kaaber says:

    Can you please email me a sample listing presentation, it can be for a fictious home or my home even, with marketing plan. Please and thank you. I love RPR

    Reply
  2. Kim
    Kim says:

    Can you please send me a sample of your listing presentation..Thank you so much! Also any info on newbies without past sells or reviews to display …how to present?

    Reply
  3. Barb Carroll
    Barb Carroll says:

    Please also include me in a sample presentation. RPR is fantastic, after over 25 years of CMA’s RPR makes things sooo much easier and impressive to sellers, buyers too .

    Reply
  4. Marina
    Marina says:

    I would also love a sample of a listing presentation & instructions on how to print them, etc. I am brand new to this website.

    Reply
  5. Tamera Neely
    Tamera Neely says:

    I would also love a sample of a listing presentation & instructions on how to print them, etc. I am brand new to this website.

    Reply
  6. Michael Harkleroad
    Michael Harkleroad says:

    I’m equally excited about your listing package, please provide me with a sample listing packet. Do you also have a similar one for buyers?

    Reply
  7. Kathy Davis
    Kathy Davis says:

    May I please receive a copy of a sample listing presentation as well? I would really appreciate it. Thank you in advance.

    Reply
  8. Julie Osborn
    Julie Osborn says:

    Great information! Very new to this industry. May I get a sample listing presentation? What is the most effective way to handle no real estate experience on my bio?

    Reply
  9. Wayne
    Wayne says:

    Ditto everyone else. Just post one on your website or include with the next newsletter. It would be a great help to any realtor, regardless of their experience. Thanks.

    Reply
  10. J. Denise Hickman
    J. Denise Hickman says:

    I am a new real estate agent I would also like a copy of a sample presentation. Thank you very much!

    Reply
  11. Danette Williams
    Danette Williams says:

    Could I please have a sample of your listing presentation, as well as buyer presentation if available?

    Thanks!

    Reply
  12. Summer Perkins
    Summer Perkins says:

    Based on the comments, I bet I know what your next article should be, Lol. I would also love a sample of a listing and buyers presentation. This article was very informative and I would love to develop a better strategy. Thank you!

    Reply
  13. Marilyn Pearce
    Marilyn Pearce says:

    Please send me a sample as well of the Listing Presentation and Letter to Buyer and seller

    Thank You

    Reply
  14. Gil Vaughan
    Gil Vaughan says:

    I would love to receive a copy of your listing presentation template as I am constantly striving to increase the effectiveness of the one that I currently use. Thanks! Gil

    Reply
  15. Linda Jones-Espinoza
    Linda Jones-Espinoza says:

    I am assuming your template will be going out to everyone on your email list>
    I am also interested.

    Reply
  16. Tony Barnes
    Tony Barnes says:

    I would like a sample of the listing presentation and template. Also are photos included with comps pulled from MLS? I have had trouble getting photos that identify the property. onto the presentation.

    Reply
  17. Bill Current
    Bill Current says:

    Good article. I’m a new realtor and would like a copy of the sample listing presentation. Thanks!

    Reply
  18. Susana Longoria
    Susana Longoria says:

    I too would love to see a copy of the listing presentation built by the RPR team.
    Thank you in advance,
    Susie

    Reply
  19. Cristina Torres
    Cristina Torres says:

    This is awesome!!! I would love to receive a copy of your listing presentation, please add me to your list.

    Thank You,

    Cristina Torres

    Reply

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