Listing Presentations: How We Prepare, Stay Confident & Win New Clients

A listing appointment is a job interview, plain and simple. And what’s more frightening than a job interview? Your nerves are high. The pressure is on. And you’re likely up against other agents, if not discounted agents, too.

That being said, there is no better opportunity in the business than when a potential client lets you sit down in front of them and explain your value proposition. If there’s any one task worth the extra effort and preparation, it’s a listing presentation.

That’s why today, we’re (Team SellWell) sharing our personal tips and tricks for going into a listing presentation calm, cool, collected, and ready to close.

Justine:

For me, preparation is key but needs to be completed by a reasonable hour the night before. A great night’s sleep is even more important than a few extra hours of prep work. I always set a time limit on when I need to step away so I wake up refreshed and ready to go. 

On the day of the presentation, I put time aside so I can arrive at least 10 minutes early. Then, I sit in my car and take some deep breaths. I like to run through a list of things I’m proud of in my head. Not affirmations necessarily, but what I’ve accomplished already to get myself here. It’s easy to forget how capable we are and we can all use the reminder of the value we bring to the table as agents.

Aaron:

When it comes to getting in the right mindset, I’d never cram right up until the meeting. A great comparison is someone who has finally committed to going to the gym after years of not going. If they go all out and start working out three hours a day with no rest, what happens next? They get hurt or burnt out or both. 

The same goes with how you run your business. Don’t all of a sudden start going at a frantic pace or you’ll start to break and make mistakes. Instead, prepare a little bit daily and take the time to rest and reset. 

Then, when it comes time for a big appointment or presentation, you’ll be so prepared that you’ll be naturally calm and able to live in the moment. My goal was always to consistently use my Morning 90 to prepare for growth activities. Then when it came to a listing presentation or any big moment, I was fully present and ready to give it my best.

Katy: 

I grew up doing a lot of theater and acting, so being prepared for any sort of interview means writing out exactly what I plan to say and practicing it. Of course, in the end, I want it to feel natural and will improvise where needed, but it really helps me to have a full game plan written out beforehand. Ideally, I can even practice my spiel in front of someone at least once.

With any interview or presentation, I definitely need to arrive early to calm my nerves. Then, I like to go through a few rounds of alternate nostril breathing to bring my heart rate down. To try this method, cover one nostril with your thumb and inhale through the other nostril. Then release, and cover the other nostril with your ring finger as you exhale. Inhale out the same side. Then switch your fingers to exhale. Alternate between the two for at least five rounds.

Whether you try this method or simply take some deep breaths (try counting them!), it does wonders for those of us who get a lot of nerves beforehand. Then, I walk in calm, prepared, and ready to blow them away.

Tips from Our Community:

One great piece of advice we’ve heard from agents who’ve been through the SellWell program is that they like to play the Pre-Listing and Listing Presentation sections of the program the night before — or even on the drive to the appointment. Whether you’re in the program, or have a podcast or song that inspires you, this can be another great way to get your mind in the right place. 

If you’re a visual person, you might benefit from printing and filling out a Prep Sheet to bring with you. Research shows that writing by hand is better for memorizing information than typing so it can’t hurt to jot down the most important notes as you prepare. This free Listing Presentation Prep Worksheet is a great place to start.

Above all, remember that clients aren’t just interviewing you — you’re interviewing them, too. Go into each appointment confident and ready to say no if it’s not a great fit. Will working with this client impact your mood, time, other clients’ time, etc.? Stay steadfast in making the right decision for your business, which means not always chasing the easy paycheck.