Your listing presentation is your chance to shine.
A great presentation isn't just about rattling off facts and figures. Too many agents bore sellers with market data that goes over their heads - charts and graphs without context don't help anyone.
It's about telling a story.
Your story.
The story of how you'll guide them through selling their home, find the perfect buyers, and get them the best price possible. And honestly? Sometimes that means showing them you're human too.
At the recent Ylopo Summit in Austin, three top-notch real estate pros shared their secrets.
Livia Monteforte, Davina Hughes, and Rachael Novak spilled the beans on how they consistently win listings. Not the generic advice you usually hear - they got into the nitty-gritty details.They combine cutting-edge tech, data-driven decisions, and a laser focus on what sellers really need. Sometimes too much tech, if you ask me - but I'll get to that.
You can watch their full panel presentation here:
Below, I'm covering their proven techniques for pre-listing prep, educating sellers, and crafting presentations that actually land you listings.
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Chapter 1: Pre-Listing Prep: Setting Yourself Up for Success
The real work starts long before you step foot in a seller's home.
Here's how to lay the groundwork for a winning presentation:
1. Leverage Tech for Scheduling
Livia swears by using tech to make a great first impression.
She uses the appointment feature in CRM systems like Follow Up Boss to schedule initial meetings.
But here's the kicker: she gets super specific with the appointment title.
Instead of a boring "Listing Appointment," she goes for something like: "Meeting with Livia Monteforte and John Smith to discuss selling 123 Main Street"
Why does this work?
It links you, the agent, to the property and the seller's goal.
Shows up on the seller's calendar, keeping you top of mind.
Proves you're a pro who pays attention to details.
Sets you apart from other agents who use generic titles.
2. Pre-Listing Questionnaires: Get the Scoop
All three agents stressed the importance of gathering key info before the listing appointment.
Livia uses a Google Form to collect data.
Some clients might not be comfortable with forms, so offering multiple options for sharing information can be helpful.
She asks about:
The seller's estimated home value
Recent updates or improvements
The seller's timeline for moving
Whether they're talking to other agents
What they're looking for in an agent
This approach gives you crucial info to prep for the appointment and gets sellers thinking critically about their home's value and condition before you ever show up. Plus, some sellers will tell you things in a form they'd never say to your face - like their real bottom-line price or how many other agents they're interviewing.
3. Educate Before You Meet
Davina is big on educating sellers before the listing appointment.
She uses a platform called Highnote to send potential clients a pre-listing package.
Many agents create custom PDFs that can be easily customized and emailed - the medium matters less than the content.
The package includes info about her and her track record, how homes are priced, a preliminary CMA, an overview of the listing and selling process, and her marketing strategies and tools.
By providing this info upfront, you position yourself as an expert and educator, ensure sellers are prepped for the appointment, and set clear expectations.
Some agents worry this gives away too much of their "secret sauce" - but it actually makes the in-person meeting go much smoother. The sellers aren't sitting there wondering what the process is; they're evaluating if you're the right person to guide them through it.
That said, sometimes they don't read it. Always ask if they had a chance to go through the materials and have a backup plan ready.
4. Data-Driven Marketing: Show Your Power
All three agents emphasized using data-driven tools to showcase their marketing chops. This part can get expensive quick, so pick your investments wisely.
They love tools like those in our improved Seller Suite that let them create heat maps showing buyer interest, do reverse lookups to find potential buyers already in their database, and use predictive analytics to target marketing efforts.
While these tools might seem too technical, sellers often respond positively to visual data like heat maps showing where buyers for their neighborhood are coming from. It's tangible proof you have systems in place.
Some of these platforms might be overkill for certain markets.
But having at least one impressive data tool in your arsenal gives you a talking point that most other agents don't have.
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Chapter 2: The Listing Appointment: Your Time to Shine
You've done your prep work.
Now it's showtime.
Here are the key strategies these top agents use to consistently win listings:
Talk Price Early
Rachael insists on tackling price early in the listing appointment, flipping the script on traditional methods.
While many agents save pricing for last, her strategy is a game-changer.
Here's why: If sellers doubt your pricing expertise from the start, they won't absorb anything else you say. Their minds will be too preoccupied with doubts about your competence.
Her advice?
Dive into a detailed CMA and articulate your pricing logic upfront
Be prepared to back it up confidently.
This approach shifts the room's dynamic—address price first so clients can then focus fully on your marketing prowess.
Even if sellers overestimate their home's value initially, presenting comps right away helps ground them in reality and aligns them with an effective pricing plan.
Break Down the Numbers
Sellers want to know how much money they'll walk away with after the sale.
Rachael stresses the importance of providing a detailed net sheet that breaks down:
Estimated sale price
Mortgage payoff (if applicable)
Closing costs
Agent commissions
Taxes and other fees
Estimated net proceeds to the seller
Presenting this info upfront and you show transparency and help sellers understand the full financial picture.
Map Out the Process
Sellers crave assurance that you have a robust plan, covering every detail beyond just marketing.
All three agents advocate for a concise, step-by-step guide of your listing and selling strategy.
This should encompass everything from pre-listing tasks like photography and staging advice to marketing tactics, showing protocols, offer negotiations, and closing steps.
This segment is pivotal—it proves your experience and systematic approach. Rachael highlights the importance of setting clear expectations for both parties.
Be upfront about what you need from sellers—when they should vacate for photoshoots, how showings function, their cleaning responsibilities—which ultimately instills confidence through specificity.
Show Off Your Marketing Muscle
Effective marketing is crucial.
There's value in both digital strategies and traditional methods - the best approach often combines both.
The agents shared several strategies for demonstrating their marketing capabilities: predictive analytics, leveraging your buyer database, professional photography and videography, social media marketing, and print materials.
The key point is showing sellers you're investing in marketing their home, not just sticking a sign in the yard and crossing your fingers.Showing actual ads run for similar properties, complete with metrics, can be powerful.
Concrete numbers like "This ad reached 7,500 potential buyers and generated 40 showing requests" matter more than vague promises.
Offer Tiered Service Packages
Rachael uses a tiered service system:
Basic Package: Covers essential listing needs
Flex Package: Adds marketing and support services
VIP Package: Includes professional staging and pre-inspection
This strategy works on consumer psychology—people often choose the middle option. The premium package makes the Flex tier seem like a better value, making commission rates easier to justify.
Address Potential Objections Head-On
Win over sellers by tackling their concerns upfront.
Explain your:
Commission structure
Marketing strategies
Success record
Process for handling multiple offers
Start conversations with: "Many sellers ask about commissions—let me explain what it covers and why." This builds trust by addressing concerns before they're voiced.
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Chapter 3: Standing Out from the Pack
In markets where sellers often interview multiple agents, it's crucial to set yourself apart.
The agents shared several strategies for differentiation:
Provide Questions for Other Agents
Livia recommends giving sellers a list of questions to ask other agents they might be interviewing.
These questions should highlight your strengths and sophisticated tools. For example:
"How many buyers in your database are currently searching for homes like mine?"
"What predictive analytics tools do you use to target potential buyers?"
"Can you provide a detailed net sheet showing my estimated proceeds?"
You accomplish two things: you position yourself as confident and transparent, and you set a high bar others may struggle to meet.
Agents who implement this strategy often find that sellers report back that competing agents couldn't answer all the questions - giving them a clear advantage in winning the listing.
Highlight Your Tech Advantage
Invest in cutting-edge tools like CRM systems, data analytics, and virtual tour technology.
Showing these tools in action is more effective than simply describing them.
However, adjust your approach—some older clients might find too much technology overwhelming.
Showcase Your Team
For agents with a team, emphasizing the strength of your support staff can be a key differentiator.
Rachael leads a team of 12 agents and 6 support staff and highlights how this allows her to provide comprehensive service.
Solo agents with minimal support staff can emphasize the "boutique" nature of their service - clients always work directly with the agent, not an assistant.
Find your angle based on your actual situation. Solo isn't necessarily worse - it's just different.
Flaunt Your Local Market Knowledge
While technology matters, local market expertise remains crucial.
Share:
Recent neighborhood sales
Specific area trends
Your experience with similar properties
Your network of local agents and potential buyers
Agents who live in their selling communities have a natural advantage. Knowledge of schools, restaurants, parks, and amenities appeals to buyers—authenticity that can't be faked.
Offer Unique Value-Added Services
Consider offering services that go beyond the typical agent's offerings.
This could include:
Professional home staging
Pre-listing home inspection
Professional cleaning services
Minor repairs or updates to improve marketability
By offering these services (either included in your package or as optional add-ons), you show a commitment to maximizing the home's value and appeal.
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End the vicious cycle of wasted time and money on dead-end leads.
Chapter 4: Creating a Presentation That Engages
Make it Visual
A text-heavy presentation won't cut it anymore.
Sellers quickly lose interest when faced with dense pages of information. Instead, use visual elements:
Professional photos of sold properties
Video testimonials from satisfied clients
Interactive infographics for complex data
For in-person meetings, bring tangible items like marketing brochures or sample signage. A framed photo from a recent sale showcases your photography skills without saying a word.
For online presentations, ensure digital materials are polished and glitch-free.
Leverage Pre-Built Templates for Professional Results
Why start from scratch when you can leverage professionally designed templates?
Ylopo's listing presentations template is specifically designed to help agents showcase their tech advantages that other competitors simply can't match.These customizable templates highlight your unique selling propositions while maintaining a polished, professional appearance that impresses potential clients.
Top producers like David Giambruno, Robert Bentley, and Shana Gates have used these templates to consistently win listings in competitive markets.
You can repurpose these templates for both listing presentations and recruiting efforts, maximizing your investment.
To see examples of how successful agents have implemented these templates, visit the Ylopo Training Center under "Listing Presentations."
Bringing Your Presentation to Life with Storytelling
Facts and marketing plans are important, but stories connect emotionally. We remember stories better than data, and trust grows when emotions are engaged.
Use vivid examples and case studies instead of abstract numbers. When discussing your marketing plan, paint a picture of how each strategy leads to a successful sale.
Don't just mention social media ads; describe how these campaigns will attract ideal buyers. When clients can visualize selling their home successfully and feel confident in your abilities, you'll win their business.
Parting Thoughts
To consistently win listings:
Prepare thoroughly
Use cutting-edge technology
Communicate clearly
Tailor these strategies to your market and personal style—there's no one-size-fits-all approach.Focus on education, transparency, and demonstrating clear value.
This will help you win more listings while building a reputation that attracts repeat business and referrals.
While tools evolve, understanding client needs and delivering excellent service remain timeless keys to success in real estate.
Elevate Your Listing Game with Ylopo's AI-Powered Platform
You now have the blueprint for creating a winning listing presentation in 2025.
To truly stand out, you need a tech advantage. Ylopo's AI-driven platform helps top agents generate quality leads, nurture prospects, and convert effectively.
Experience Ylopo firsthand—book your free demo today and see how it can transform your listing business.
With Ylopo supporting you, you'll have everything you need to dominate your market.
Aaron Franklin
Head of Growth
Aaron "Kiwi" Franklin is the Head of Growth at Ylopo and an innovative technologist and serial entrepreneur who has over 25 years of experience creating digital solutions for major brands and pioneering companies at the intersection of technology and real estate. His depth of expertise stems from leading development of the first website for Apple to founding a global community of over 1,000 elite athletes.