what does listing presentation mean

The Real Estate Listing Presentation: A How-To Guide

A How-To Guide to a Real Estate Listing Presentation

The real estate listing presentation… The secret weapon of any successful listing agent. 

It might just be the MOST IMPORTANT factor in your business. That’s because a real estate listing isn’t just a single home or a transaction – it’s a chunk of the market that you control and can leverage for more – and a realtor listing presentation is THE way to get them.

In this blog, I’ll walk you through exactly what a listing presentation is, what goes into it, and how you can make yours stand out from the competition to convince sellers to work with you and even attract new business. 

Let’s start with what a realtor listing presentation consists of…

What is a realtor listing presentation?

A realtor listing presentation is a formal meeting or presentation that a real estate agent conducts with a potential seller who is interested in listing their property for sale. The purpose of the listing presentation is to showcase the agent’s qualifications, expertise, marketing strategies, and the services they provide to help sell the property.

That’s the very direct definition of it. Put another way, it’s your shot to answer two questions: “Why should I sell my house right now and why are you, above anyone else, the person to do it?” 

Or, to put it another way… “How will you make me more money, achieve my goals, and make me feel safe and cared for in the process?” 

The Elements of an Effective Listing Presentation

During the real estate listing presentation, you’ll typically discuss:

• Background and Qualifications: Introduce yourself and provide information about your experience, credentials, and track record in the real estate industry.
• Market Analysis: Present a comparative market analysis (CMA) to help the seller understand the current market conditions, recent sales of similar properties in the area, and the appropriate pricing strategy for their home.
• Marketing Plan: Outline your marketing plan for the property, which may include strategies such as professional photography, virtual tours, open houses, online listings, social media promotion, and print advertising.
• Services Offered: What makes you worth the full commission? Set yourself apart by covering not only the basic services but some unique ones at well. You’ll of course mention staging advice, scheduling showings, negotiating offers, and managing paperwork.
• Agency Agreement: If you convince’em, sign’em! The listing presentation is the place to get that contract signed or at least let them know it needs to be signed before moving forward.

Preparing for the Listing Presentation

Every listing presentation is going to be slightly different, but the core elements will be the same. Your goal is to give this as often and effectively as possible, and that means coming into it prepared. 

At a certain point, you might want to have a team that takes care of every other element of your business so that you can do nothing other than go on listing appointments – because that’s where the money is. So take this preparation seriously.

Research the client

Notice how I’m not calling them a “lead” or a “prospective client” here? Go in with the idea that they are already your client – because you’re going to learn a lot about them before you even get the contract signed. 

First, send out a questionnaire or seller needs analysis asking them all the relevant questions you need to know (more on this below).

Next, dive into research. Start with Facebook, Instagram, and LinkedIn to learn about their preferences, the industry they work in, and previous business history. 

Your objective is to identify their specific needs. See what you can learn to customize your approach to the client.

Now… If you can… try to identify this seller’s DiSC profile . It’ll set you up for success moving forward.

Conduct a needs analysis with potential sellers

Wanna know how to know what a client wants and needs? Start with asking them. All it takes is a simple needs analysis. 

As we’ve already covered, your job in the preparation phase is to discern the motivation so you can tailor the presentation to the seller’s specific needs. 

Are they looking to:

• Sell the house as fast as possible
• Move out by a certain time
• Get more money for some urgent need
• Get more than the home might be worth
• Upgrade or downsize 

On this note, our coaching clients have access to 70+ case studies from top agents, complete with toolkits that include extremely effective needs analysis questionnaires for you to rip-off-and-duplicate.

Gather market statistics and data

Let’s jump back to the topic of DiSC profiles… Some sellers are more motivated by social connection and the trust they build with an agent. Others are motivated by hard data and understanding the numbers. 

It doesn’t matter which one it is – thorough market research is the way to both. It will establish you as the expert who is willing to put in the time to gather this information and then explain it in a way they can understand. 

Where do you get your market data from? Are you combing the MLS? Do you subscribe to Keeping Current Matters or some other real estate trends source? Figure it out and be sure you can show that your information is objective and verifiable.

You’ll want to go armed with:

• A thorough knowledge of the property details
• National and local market statistics
• Comparable sales
• Local rules and regulations (working this in will really establish credibility)

Most importantly, be able to synthesize this information, letting them know that you can both elaborate on any point or break down what is most important for their needs. All of this info will be used in your pricing strategy and help them achieve their goals.

Create a compelling presentation template

If you know me, I’m all about using technology to maximize efficiency and impact, but there is A LOT to be said for the old school route of physical presentation materials. Either way you decide to go, be sure you have a real estate listing presentation template to work off of and customize. 

One of my clients, Carolyn Young , is one of those team leaders who has cleared herself up to focus almost solely on going on listing appointments (going on almost 200 appointments a year) – and that’s because she’s created a listing presentation that is 95% effective in closing the deal. And the centerpiece of her appointment is a set of 200 beautiful, laminated slides that she spreads out across the table to show just how through she is. It blows people away.

On the other hand, a digital approach will give you a much more customizable template. Some of my clients are absolutely killing it with HighNote , which will offer you pre-built templates to upload your material into. You can include professionally edited explainer videos to send to the client before the actual appointment and then open into the full presentation once you’re together.

Just be sure that your presentation is comprehensive and includes all the necessary elements mentioned above, including past sales performance, market data, your marketing plan, and why they should sign an agreement.

The Listing Appointment

Now that you’re all prepared, let’s move on to conducting the appointment itself.

Setting up an effective listing appointment

Where is the best place to conduct a listing appointment? Ideally, it’s in the home you’ll actually be working to sell. Be sure to mention that when setting the appointment, but if it doesn’t work for any reason, don’t wait to set that appointment. Do it in a coffee shop or your office or wherever, because an appointment done anywhere is better than no appointment at all.

No matter where it is, you MUST do a technology and tools check before showing up. If you need anything, be sure you have it:

• Charged laptop
• Presentation slides
• Agency agreement
• Scripts (memorized)

If you need more help with this, you can download this free offer full of listing presentation scripts and strategies . 

Build rapport and establish trust

There’s a very specific reason to practice your listing presentation over and over until you can do it effortlessly, and it’s not so that you get it perfect… Actually, it’s so that you can relax and be calm and receptive to what the seller has to say. 

You’re more than just someone who is going to do this one job for them and be gone; this is an audition to be a part of their lives, and that means you have to be confident, friendly, and likable. Let them know that you’ll be there for them in anything they need in a genuine way before diving into your past client success stories. 

When you’re showing your real estate photos, before and after videos, or CMA findings, it’s about establishing trust and providing value, and your expertise and credentials are a part of that but not the only factor.

Your Listing Presentation Will Make or Break Your Business

I cannot stress how important your real estate listing presentation is. It’s the crux of your business and the key to your financial success. 

Hopefully these tips have been helpful, but if you’re really serious about creating a listing presentation that blows people away and establishes your dominance in your market, the place to get it is Roadmap. 

I’ll be breaking down the best and most advanced listing presentation strategies working today – and best of all, I’ll be doing it in an area near you. So find a location and sign up soon.

But until then, start putting the pieces in place.

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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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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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How to structure an effective listing presentation outline and agenda

by Keir Weimer | Feb 23, 2021 | Agent , Broker

It’s so important for agents to really master this. It’s arguably one of the most fundamental, if not the most fundamental skills in real estate brokerage, and that is this: How to really structure an effective agenda and outline for your listing presentations.

The reason why this is so important and a quick side story, my first year in real estate, if you know anything about my story was challenging. I went 12 months no income, no sales and $40,000 in debt. Marketing, advertising, training expenses. I almost left the business. I was pulling my hair out. My family was like, you might need to get a real job, it’s not working out. But here’s the key thing by all outward measures, right? You might look at my first year and say what a wild failure.

But in fact it was actually probably the biggest success as I started, you know, the foray into this industry and business for this reason. I learned the most important skill that first year, which was how to get in front of high-end, particularly luxury high-end homeowners and convince them to list with a kid that had no prior track record, no sales, no comps, nothing to point to.

And I did so by mastering the art of marketing, creating my own personal brand that was different, that offered an alternative in the market, but also more importantly, the sales side, meaning when I got those appointments, when I got in front of a seller, when I got somebody to give me a chance, I converted them. I built rapport and trust. I created mutual buy-in and a vision for the marketing plan for their property, for what we were going to do together.

And then I pitched and went for the close and created that bond, asked for the business and walked away with a listing. I want to break down a few things that I think are really critical and instrumental to that, to learning that skill. Particularly as how do you structure a really effective agenda and outline and go through a world-class listing presentation to make sure you walk away with a new listing client.

Having an agenda and outline to utilize

There’s a flow and a process to these meetings that I have found to be really important and effective. You’re going to be obviously having some nuance and going to need flexibility. Meaning some sellers you’re going to pull certain things out. You might not say certain things as you would with others. So a lot of this is, emotional intelligence, being aware of who you’re talking to.

A lot of it is understanding the person, the other side of the table or the other side of the zoom camera, right, in this world. And it’s being able to tailor on the fly, your approach, leave certain things in, take some things out, adapt and be changeable on the fly is really important.

But a general framework and agenda for all listing appointments is important. I think it’s can really help you be more effective and close more deals. So that agenda typically looks like this, and this is what we recommend to do.

This is what we’ve done with great success and really counsel and teach our clients to do, which is start with a discovery phase. Discovery portion of the meeting before we even get anywhere near your pitch or listing presentation. And even let me actually back up a second before we even get to the discovery, your first part of this meeting should be rapport building.

Should be breaking the ice, should be finding common ground. So that could be anything from finding activities, background, people or other things you might have in common with this homeowner. Right? Maybe something to do with, if you have kids, you see something in the house you could comment on and “Oh, do your kids play sports? So do mine, blah, blah, blah.” It could be, “how long have you lived in the house or where did you come from?” “What do you guys enjoy doing?” “What are some of the fondest memories you’ve had here at this house since you’ve owned it.”

Find common ground

Break the ice, create a level of comfort and rapport before you really start, then we’re going to dive into this discovery portion of the listing presentation. That is going to be where you do a lot of question asking and not a lot of talking.

You should have a series of questions prepared that you should be asking most all homeowners when you meet with them. Questions such as:

• “How long have you owned the home?”
• “What is your reason for wanting to sell here potentially?”
• “What are some of the favorite things that you really enjoyed about owning this home?”
• “What are some of the least favorite things about the home?”
• “Where are you going to go next?”
• “Where do you go in this home sells?”
• “Are you staying local or are you staying regionally?”
• “Moving out of state?”
• “What is your ideal timeline in your ideal situation here?”
• “And walk me through that. What does that look like?”
• “When does this sell, you know, what are some of your expectations and valuation?”
• “Do you have much of a mortgage left?”

We have a standard template where there’s at least, I think 8 or 12 questions. This should take anywhere from 15 to 25 minutes, maybe 30 at most. And the point is for one, we’re demonstrating empathy and concern. We’re demonstrating the ability to listen. We’re demonstrating the ability to probe and discover and not just come in and pitch and sell. And we’re actually most importantly getting information, important intelligence that will help inform our marketing pitch and our plan for the actual pitch part of the listing presentation later.

Position yourself as the expert

So that’s really, really key. Then we want to transition the conversation and ask for their permission to tell them a little bit about ourselves in our company, right? So here, we’re going to position ourselves as the expert. Remember, if you’re a new agent, you can lean into this and you can leverage the results and numbers and stats of something bigger than you.

If you don’t have those to point to yet, that could be your brokerage or your larger national brand, if you’re a part of one. So we’re going to really position ourselves as the expert. Now, here, if you’re not comfortable, you’re going to have to get comfortable talking about yourself a little bit right? Some of your strengths, the things that you really enjoy doing, how you love working with clients and sellers, what sellers and clients really love about working with you.

It’s important to say if you have any awards, credentials, designations, time in the business, you know, all of these things are going to be in probably less than five minutes where you, what we call expert positioning, right? That’s where you’re going to position yourself as the expert and the best choice for them.

Then we’re going to want to transition from there. From there into the actual pitch, the listing presentation. That’s where going to have, you know, collateral from, you know, listing sheets and stats to our marketing plan layout to the distribution channel and exposure strategy we have, to how we create great visual assets to really tell a story of their home and market it effectively on the different websites, to the different things that we do, that others don’t, to some of the points of differentiation that our brokerage and company has to offer sellers that maybe other brokerages don’t right. That’s where we’re going to really go into the actual pitch. And that’s the value add of working with us in our firm to list, expose and sell your property for the highest possible amount, because it’s getting the most exposure in the marketplace.

And we’re also in a very targeted way, getting in front of the right people, the decision-makers that would really have the highest propensity to make a decision to move forward and submit an offer on your home. So I’m not going to get into the granularity of the actual listing pitch, even though it’s an entirely different call and video I could do. We’ve done, you know, training videos of over an hour on this. Because every brokerage is a little different in terms of what they train you on, what they want you to really do, focus on, et cetera.

There is some personal nuance to this, like I’ll say, and there’s going to be some need to learn where they experience what to pull out of this and what to include, right? So if you’re meeting virtually, obviously this is going to be done through a screen share over zoom in this unprecedented extraordinary time.

We’re having to use technology increasingly to convert prospects to clients. But if you’re in person you’re going to want to have all of this, your arsenal in your folder, and you just decide what to pull out when to support what you’re saying.

Sometimes less is more

With the right personality, especially if it’s somebody a little bit older, that’s a little bit more focused on the relationship, the trust, the rapport there and less so on the numbers, less data-driven, we’re not going to pull everything out. It could be overwhelming and actually counterproductive and hurt us. So I won’t go into the details much of what should be in the pitch part, that segment of your listing presentation, but know that it should be no more than 20 minutes, 15 to 20 minutes. It should really highlight the benefits of the things that you offer, not just the features.

It should be results-focused, future pacing in terms of what do these benefits actually accrue or mean for the seller. If they were to choose, you would go with you and your firm. And it’s really telling the story of how you’re different, right? How you, your personal brand and the brokerage or company you’re with are different from the sea of choices out there, right? You got to stand out. So find a way to craft this in a compelling way.

That’s part scientific, that’s part art, and it’s nuanced, compelling, attractive and novel. That’s going to be really. And then the last portion of this listing appointment agenda and outline is the close, right? This is when we’re going to ask them if they have any questions about anything that we’ve gone over about the ways in which we’re going to expose, how are we going to market this effectively?

How are we going to find qualified buyers and take them through, how are we going to manage the process end to end with a white glove experience to you, Mr. And Mrs. Homeowner with no stress, lower the anxiety and produce a great result and an offer that you can accept on terms at a price that you’re comfortable with. After we answer those questions, handle some objections, we’re going to go for the close.

And the close generally is what I like to recommend is not a hard close, but it’s a kind of a soft close, and almost an ask for the business, meaning, you know, really asking them for the chance, the opportunity to serve them, to really dive into this. You’re excited about this project, that you have a great marketing plan. That’s customized for them and their home. As you can see that you’ve just gone over, and this is what you love.

Express your passion

You know, you love to work with homeowners with unique and distinctive homes like this one. And you’d love to get started. This is how we can get started. We can get our crews out here to do photos in the next couple of days. We can get you live within, you know, whatever it is, 48, 72 hours. We can be out there and execute and implement our marketing plan as soon as possible. And I would love for the opportunity to do that, to be your trusted advisor and to get started. So what do you say? Something like that, right?

Obviously it could be a little bit different, but it’s going to be something that asking for the business and the opportunity to serve them and be their listing agent. Not like an old school, hard, aggressive close. So that’s what I would recommend. This is where we’ve seen a lot of success.

That’s where a lot of our clients have as well on structuring a listing appointment agenda, an outline to be really effective. Remember listing appointments just like anything in real estate in life is part art, part science. There’s certain things we want to have in there, certain things we might want to pull out. There’s emotional intelligence. There’s an understanding and judging who’s on the other side of the table or the camera. And there’s weaving that all into a really artful presentation that focuses on benefits and value add. On rapport and trust and expertise and counsel, on diligence and discernment, these things will help you be a more effective listing agent and help you close more deals, make more sales and grow your income.

So I hope that this was a value. I hope it helped you in some way. If it did, please let me know, drop a line here and a comment share with somebody else who could benefit from it. An agent broker investor, somebody that might be helped by this as well, and as always to your success, your happiness and your freedom. I’ll talk to you soon.

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

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

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

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

What is a Real Estate Listing Presentation?

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

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

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

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

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

How to Prepare for a Listing Presentation: 7 Key Steps

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

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

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

1. Open with a Brief Introduction

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

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

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

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

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

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

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

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

2. Toss in Some Social Proof

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

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

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

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

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

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

3. List The Benefits of Your Brokerage

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

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

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

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

4. Walk The Prospect Through The Home Sales Process

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

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

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

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

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

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

6. Explain Your Marketing Strategy

Image Source: StockSnap

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

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

7. Wrap It Up with a Killer Case Study

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

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

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

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

Listing Presentation Templates for Real Estate Pros

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

1. Commercial Real Estate Template for PowerPoint

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

Use This Template

2. Real Estate Industry PowerPoint Template

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

3. Real Estate Listing PowerPoint Template

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

4. Residential Real Estate Illustrations PowerPoint Template

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

5. Proptech PowerPoint Template

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

6. Real Estate Open House PowerPoint Template

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

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

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7 ways to stand out in your next listing presentation

• February 3, 2020

Listing presentations are an important part of the real estate hustle, but they can sometimes conjure up visions of outdated PowerPoint templates, one-size-fits-all data (possibly provided by your association in 1992), and canned slides talking about where your MLS’s data will syndicate to. 😴

Given they’re still one of the cornerstones of landing a listing, it’s time for a reboot.

Here are just a few of the ways that you can stand out in your next listing presentation, PowerPoint and all.

#1. Remember it’s a “listening” presentation

It’s easy to think of a listing presentation as your opportunity to tout your best qualities, but it’s important to remember it’s also a “listening” presentation. It’s your opportunity to LISTEN to the sellers, learn more about their motivations and goals, and to show them a strategy that will work for THEM.

How to stand out: Suzanne and Tony Marriott, agents from Arizona, recommend: “Listen to the sellers. Ask questions that speak to their objectives. Propose a strategy that helps them meet their objectives. Discuss what you, the listing agent, commit to doing for the sellers, that it will be in writing in the listing agreement, and that they can terminate the listing agreement if you fail to meet those commitments.”

#2. Show ’em the numbers

Numbers are compelling — particularly statistics about the seller’s local market. Don’t hesitate to share local market data with the sellers to help them understand what they’re up against — and to demonstrate that you’re the real local expert.

How to stand out:  Praful Thakkar, an agent from Massachusetts, says: “I have my “numbers” ready — the stats include median price, market action index from Altos Research and details from Market Snapshot®. Most of the time, the myth is broken when we share that not all homes are selling over asking price — and the proof is in sharing the details. This usually wins me the listing. And of course, the ultimate statement seals the deal: “You can trust me!” Works all the time.”

#3. Customize the presentation

Pop quiz: Should your listing presentation for a high-rise condo be different from the one you give at a sprawling family home in the suburbs? The answer: Yes, of course it should! Be sure to customize your listing presentations so the homeowner feels valued from day one.

How to stand out:  Gretta, an agent from Pennsylvania, recommends: “Go by the house the previous day and take a picture. Make a flyer using the photo, write a description based on what you found out about the house and take it with you to the appointment. Tell them you will make changes and write the price in the flyer.”

#4. Show off your tech-savvy skills

Most homeowners haven’t sold a house in years, so today’s rapidly evolving marketing tactics can blow them away. Whether you use SEO that rivals top real estate sites, don’t be afraid to share how your marketing plan will benefit potential sellers starting on day one.

How to stand out:  Trudy and Nick, agents from Pennsylvania, say: “I offer every listing, regardless of price, a real video — which includes the home, the area, local parks [and] restaurants. This is not a collage of photos, but a real-life moving video walk-through. [I] aim to have it set at 2-3 minutes at the most.”

#5. Be polished

Don’t show up with a PowerPoint from the 90s that hasn’t been updated since the last time you got a new headshot. Be sure you have a polished presentation that makes you look like the expert you are.

How to stand out:  Super simple. Download our free Listing Presentation template and customize it! You can also add/delete slides or import slides from your Broker’s template to make it your own.

#6. Close with a script

You’ve made it through the comps, the marketing plans, the tricky conversation about price… and now, your time is up. Do you have a one-liner or a few sentences that help you summarize your pitch and then explicitly ask for their business?

How to stand out:  We’re big fans of the script below, especially powerful if you are using Local Expert SM to run targeted (and automated) listing ads to local buyers on realtor.com®, Facebook and Instagram…

“When you list with me, I spend my advertising dollars marketing your home on sources chosen to help you get the maximum qualified exposure. Our intention is to create an increase in demand — which could help allow the property to sell for more and in a shorter period of time. As a “local expert” on realtor.com®, I am a go-to for consumers to find out: How much their home is worth How their home is performing on realtor.com® New market activity, including new listings, sold homes and price reductions This will also help give you confidence that we have accurately priced your home. As your agent and the local expert, I also provide free CMAs, to help you have a competitive advantage in getting your home sold.”

#7. Attend one of our upcoming webinars

Shameless plug coming in 3… 2… 1…

Before your next listing presentation, consider attending our webinar on “Best Practices to Win Listings.” In addition to chatting more about the benefits of Local Expert SM and how to create online ads that attract sellers, we’ll also talk in more detail about some of the strategies mentioned above.

With date options throughout the upcoming months, I’m eager to share this information with you. Here’s a link to register. See you there?

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Do's of Listing Presentation

DO: Include a Video in your Listing Presentation

People nowadays are used to short-form videos, thanks to Instagram and TikTok. A video is a great way to share information in a dynamic and engaging manner. Include a short video in your listing presentation to capture your audience’s attention.

You can make a video introducing yourself or your team. An eye-catching video helps engage the seller off the bat and increase your chances of landing the listing.

DO: Highlight Your Local Sales Records

Your listing presentation should highlight your expertise in the local area. Sellers will want to work with someone with extensive experience and a proven track record selling other properties nearby.

If you don’t have any local sales experience yet, check with your team or brokerage. Your colleagues or team members may have more experience in the area, and you can include their local success in your presentation. Remember, you won’t claim you sold these properties, but you can credit these sales to your team members. Including this information in your real estate listing presentation will increase your credibility and help establish you as a local expert.

DO: Present Your Unique Services

Again, you want your listing presentation to stand out.

Another “do” is to present unique services and experience to potential clients that another real estate agent may not offer or possess. Do you offer virtual tours, professional photos, or a certain number of open houses? What makes you different from other agents? Are you a member of the National Association of Realtors? Remember to differentiate yourself in your real estate listing presentation as much as possible. Show your prospective client how you plan on selling their property for top dollar.

Watch out for our next blog post for another set of must-do’s for your listing presentations.

In the meantime, let’s move on to our first batch of don’ts:

Don'ts of Listing Presentation

DON’T: Overwhelm With Too Many Details

There’s such a thing as information overload, which is a definite DON’T when creating a listing presentation. Avoid overwhelming a prospective client with too much information. Focus on including what directly benefits the client. Put yourself in their position and consider what you (if you were in the shoes of the prospective client) would like to see in a listing presentation and during a listing appointment. 

Remember, most people lose interest in reading long texts or scrolling through a mile-long presentation. Ensure everything you include is engaging and adds value to the listing presentation. For example, your prospective client will be very interested in your proposed marketing strategy, a comparative market analysis, and the sales process. They probably wouldn’t be as interested in a long list of your past clients or in a very detailed story of how your real estate agency was founded ten years go.

DON’T: Focus on Sales Alone

Keep in mind that a real estate listing presentation is not only about making the sale. Of course, you want your listing presentation to lead to that, but equally important is establishing that you are the best real agent they can (and should) work with. 

A winning listing presentation gives your potential client a good idea of your work and your plans for their property. It helps you stand out in a crowded field of other real estate agents. An effective real estate listing presentation also helps build rapport with a prospective client. It should offer them helpful information about you, your selling style, and your proposed marketing strategy that they did not know before viewing your presentation.

DON’T: Make It All About You

Yes, you want to showcase your experience, expertise, and professionalism in your listing presentation. BUT, it’s not all about you! The listing presentation and the listing appointment isn’t a (insert your name here) showcase. 

After briefly introducing yourself and your team, move on to your client’s needs. A consummate professional will focus on the property and how they plan on selling the property. Show your potential client that their needs come first and your priority is how to help them achieve their desired outcome. Include your marketing strategy, a comparative market analysis, and other real estate transactions you’ve completed to show potential clients your main focus is on the property.

Apply These Do’s and Don’ts in Your Highnote Listing Presentation

Creating a winning listing presentation is easy with Highnote, and when you keep these helpful tips in mind. The advice mentioned above is just the first batch of our Highnote do’s and don’ts for listing presentations. We have more essential do’s and don’ts in our next blog post that will help you feel confident when creating your listing presentation.

Remember that a successful sales process has three steps - sending a pre-listing presentation, showing an in-person listing presentation during the listing appointment, and sending a follow-up listing presentation after the listing appointment. These three steps are crucial in landing that real estate listing.

Start building your own listing presentation with Highnote , and begin elevating your presentations today. 

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Everything You Need for a Killer Pre-Listing Presentation [Complete Guide with Examples]

Post Last Updated on 

A persuasive pre-listing presentation can be a killer part of your marketing arsenal. A great one can help you stand out amongst your competitors and will greatly reduce the time you spend answering questions during your in-person listing presentation. A poor pre-listing presentation, on the other hand, can harm your chances of securing a listing and make the listing appointment more arduous than it needs to be.

If you don’t have a listing presentation, or if you cringe every time you pass it out, this post is for you. We’re going to go deep into what a pre-listing presentation is, what it should look like, and what you should include—with a long list of success tips and examples.

[highlight icon=”fa-cloud-download-alt”]PSST! There’s a FREE download below. Don’t miss it!!![/highlight]

What is a Pre-Listing Presentation?

Pre-listing presentation vs listing presentation.

Many people confuse a pre-listing presentation and an actual listing presentation. So first, let’s separate the two. A pre-listing presentation is something you deliver BEFORE the actual listing appointment. This is not an in-person presentation—your listing presentation is your actual in-face presentation/interview.

The Setup Before the Big Show

A pre-listing presentation is a great way to get a potential client acquainted with you and your team, your marketing, and even your market. You want your face-to-face time to be as effective as possible. The pre-listing presentation helps reduce a lot of the explanation time and leaves more time open for questions, interview time, and the house tour.

Does Not Replace You or Your Listing Presentation

As is often the case, you will be the main reason someone chooses to hire you and your team. The pre-listing presentation is not meant to replace your sales pitch or your charm (though it can certainly help). You will likely still need to do some in-person selling at your actual listing presentation appointment.

It’s Not About You

The biggest problem we see with many pre-listing presentations is how self-absorbed they are. The typical pre-listing presentation is all about the agent—the awards they’ve won, the houses they’ve sold, etc.

Remember, the client only cares about themselves. They want to know what you can do for them. So, while you should absolutely build your credibility with your stats/awards, that should be secondary, or even tertiary, to what you’re going to do to help them get their home sold.

Pre-Listing Presentation Design Rules

Now that we know what a pre-listing presentation is, let’s talk about the general principles for putting one together. Then we’ll get into the meat of a pre-listing presentation’s content.

Rule #1—Keep It Concise!

The best way to bore someone quickly is to drone on and on and on about, well, anything. Keep your copy concise and to the point. Don’t waste the seller’s time.

Rule #2—Break Up Your Content

A wall of text is a surefire way to get your presentation overlooked. In addition to keeping things concise (rule #1), you need to break up your content into easily digestible bites. Use lots of headings, subheadings, bullet and number lists, and assets.

Rule #3—Use Plenty of Assets

Speaking of assets, the adage “a picture is worth a thousand words” is very applicable to a pre-listing presentation. Images help break up content (rule #2) and breathe additional life into your presentation. Even better than images? Illustrations! Illustrate as many points as you can. Illustrations help get important points across and are easier for most people to digest.

Rule #4—Keep It On-Brand and On-Message

Remember, the pre-listing presentation comes BEFORE your actual listing appointment. You want the seller’s impression of you to be an excellent one. Your pre-listing presentation should convey what working with you and your team will be like.

Think about your target audience when you’re putting your presentation together (as you should do with all marketing). If you’re a friendly and fun team, your pre-listing presentation should reflect that in both the copy’s tone and the template’s design.

Rule #5—Less is More

When we were looking through pre-listing presentations in preparation for this article, we all noticed that the presentations we were most drawn to as a team were the ones that took a less-is-more approach. Let your design give the content room to breathe, even if it makes your pre-listing presentation a few pages longer.

What Should Your Pre-Listing Presentation Include?

Brace yourself, Effie—this section is very detailed! We’ve broken up what should be included in your pre-listing presentation into sections, topics, examples, and resources. This will help you arrange your own pre-listing presentation in a way that’s easy for sellers to understand. Ready? Let’s get it!

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Download our Pre-Listing Presentation Resources

You’ll get all of the ideas below in an easy-to-follow outline as well as a sample of the pre-listing presentation offered in our own product, Sidekick .

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Section #1—Introduction

Your introduction should be a brief hello from you and your team. Don’t go deep here. Save that for later. For now, you’re just welcoming the seller and thanking them for reading through your pre-listing presentation and potentially choosing your team to list their home.

Idea—Welcome Letter

Tips for Success

• Include your photo
• Include your signature
• Make it heartfelt and warm
• Include your “big why”—why are you in real estate anyway?

Special thanks to: Chris Morrison , Henry Billete , and Justin Oberholtzer .

Idea—Table of Contents

Any way that you can help the seller navigate your listing presentation, please do so.

• Break it up into sections and topics
• Use color-coded sections to further tie sections together

Special thanks to: Mary Pope-Handy ,  Ann Kieran , and Houlihan Lawrence .

Idea—Questions to Ask

The seller will obviously have a lot of questions both before and after reading this presentation. Remind them to write them all down and give them space to do so. This will help your listing presentation go smoother.

• Leave them enough space to write all their questions
• Remind them that the listing presentation is the perfect time to go over these questions
• Give them a few reminders throughout the pre-listing presentation to go back and write down their questions on this page

Section #2—Understand the Market

Before you talk about pricing and marketing strategies, you should prep the seller by helping them understand the market. Your local market has its own unique intricacies. Remember, real estate is local. This is a good place to show off your local know-how.

Idea—Local Market Statistics

• Cover the big 3 stats—sales price, inventory, days on market
• Use graphs to show market trends
• Explain the graphs so the seller knows what they’re looking at
• Update these numbers frequently! (at least every quarter)
• Explain a buyers’ vs. a sellers’ market

Special thanks to: The Hollinger Team .

Idea—Where Buyers Come From

Different markets and even different segments of markets have different ways of attracting buyers. Sign calls may be popular in your area, while Craigslist may not be. Or vice versa. Having this conversation now will help prep the seller for your marketing strategies laid out later in your pre-listing presentation.

• Use a graph to teach and explain
• Show differences in national vs. local numbers
• Give them stats showing where your last 20 buyers came from

Special thanks to: Kentwood Real Estate , Realty Partners , Robin Fink , Ranch & Recreational Group , Farrell Realty .

Section #3—Hire a Professional

There are many ways to sell a house. New startups crop up every day with a new way to sell your home without the use of a Realtor®. While that may work for some, the majority of homeowners need your expertise.

Idea—Why Use a Realtor®

It’s important to not only point out why using an agent is important, you’ll also want to emphasize why using a Realtor® is better than a regular agent.

• Talk about the Realtor® Code of Ethics, and even link to it in this presentation
• Show them how you save them time, money, frustration, and anger
• Remember, you are shielding them against buyers and other agents—that’s valuable!

Idea—Interview Your Realtor®

A seller may not know good questions to ask when she is interviewing Realtors®. This idea gives them a list of hard-hitting questions to ask during the listing presentation with the goal being your answers will be better than your competitors.

• Put in questions that matter to you and your market
• Be prepared to answer them!
• Touch on this section in your listing presentation and ask what other agents have said

Special thanks to: The Hollinger Team , Tristan & Associates , Mary Pope-Handy , and Katie DeBill .

Idea—Commission Explained

Oh, commissions. The oft-talked about subject. It’s important to have this conversation in your pre-listing presentation before it comes up in person. It may help remedy any objections once you’re speaking face-to-face. It’s also a good place to educate sellers about where commission goes and explain how you get paid.

• Be matter-of-fact in your explanations
• Educate the seller on all the things you pay for to market their home
• Emphasize that Realtors® often get their clients more money for their homes

Special thanks to: Ashley Garner and Ranch & Recreational Group .

Section #4—Price Your Home

Now that we’ve taken the time to explain the local market and we’ve educated the client on why they should hire a professional, it’s time to talk price. Pricing can be seen as very mysterious to many sellers and, with automated tools like Zillow around, it’s important to highlight the correct way to arrive at a proper price and what happens when you don’t.

Idea—How to Find Price

This is a great place to go into some detail about how price is determined. Even a simple example here could help provide much clarity to the seller

• Talk about how comparable sales are adjusted to arrive at a price
• Provide a side-by-side example of three properties with similar features. If this takes up too much space, link to an example on your website.
• Mention that real examples from their neighborhood will be shown in the in-person listing presentation

Special thanks to: Ben Beesley , Tom Savage , Daniel Walker , Bunch Real Estate Group , At Properties , and Kentwood Real Estate .

Idea—Pricing Factors/Non-Factors

We recommend being very bold here. Make sure the seller understands what does and does not matter when determining price.

• Emphasize the market dictates price—you’re just the messenger
• Again, visual elements make a huge difference here

Special thanks to: Henry Billette , Steve Shalongo , Robin Fink , and Karen Fallon .

Idea—Price/Time Comparison

Make sure the seller understands how time affects price.

• Remind them that the longer a home is on the market, the less interest there will be and buyers will start to assume something’s wrong with the home
• Include examples of past listings in your local area with price problems (don’t identify them outright)

Special thanks to: Bunch Real Estate Group , Karen Fallon , and Chris Morrison .

Section #5—Prepare Your Home

It’s a great idea to give sellers some tips to get their home market-ready. This is a great section to highlight how you go above and beyond most Realtors® with your access to home stagers and other contractors who can help prep the home.

While this section isn’t absolutely necessary for a pre-listing presentation—you could just as easily provide it later—it’s common practice to include it here. We will warn you that this should NOT be half of your pre-listing presentation. (Many we previewed were mostly made up of this section.)

Idea—Staging Tips

• DON’T give a huge list here—provide a concise list of items that can be done
• Mention your access to professional stagers who can help
• Talk about how staging shortens time on market and increases price
• Collaborate with or ask a professional stager for advice on this section

Special thanks to: Adam Powers , Farrell Realty , and Brandy Underberg.

Idea—Curb Appeal Tips

• Like the Staging Tips idea above, don’t give a huge list. Keep it concise.
• Provide before/after photos of homes with great curb appeal updates
• Create a Pinterest board with curb appeal ideas and link to it

Special thanks to: Ann Kieran and Kentwood Real Estate .

Idea—Cleaning List

• Create a simple checklist of items that are UNCOMMON—things people don’t think about
• Link to a Pinterest board or some videos with cleaning hacks for those harder tasks
• Include a checklist or handout as an appendix to this presentation or as a download on your website for sellers to follow

Idea—Info for Buyers

This is not about seller disclosures but is more about providing that extra information that most buyers will be curious about.

• Tell sellers not to pack things like appliance manuals
• Create a separate handout to be left at the listing with utility averages, paint colors, appliance warranties, and past contractors who have worked on the home
• Include a checklist or handout as an appendix to this presentation or as a download on your website that sellers can fill out

Section #6—Market Your Home

Up until now, we’ve provided a lot of education but haven’t been too strong on sales. This section is where you get to really show how you market listings. The biggest advice we have for this section is to provide concrete examples. Let’s dive right in.

Idea—Marketing Plan

Add your step-by-step marketing plan to your pre-listing presentation. Make it thorough and provide numerous examples. This pairs well with a marketing timeline (discussed below) so your seller can see when items will be executed.

• List important steps, not basic steps (think “send postcards to closest 100 homes” not “put keybox on property”)
• Point out the items that are “exclusive” to you and your team
• This is a good place to call out your questions page

Special thanks to: Ben Beesley , Karen Fallon , Katie DeBill , Novello Group , Robin Fink , and Ann Kieran .

Idea—Marketing Items

Showcase the pieces of marketing you and your team create and use to market a home. This is a great place to showcase the cohesion of your branding and marketing.

• Provide visual examples of your listing materials
• Include brief descriptions of how the materials will be used
• Customize the preview items for the seller
• Include a link to your website where a seller can go download a sample packet of materials

Special thanks to: Chris Morrison , Daniel Walker , Greg Barteluk , Hancock Group , Listing Power Tools , Steve Shalongo , Tom Savage , At Properties , and Kentwood Real Estate .

Idea—Marketing Timeline

Sellers want to know when things are going to happen. This timeline will help them understand at what point in the process you’ll be doing these marketing activities.

• Separate pre-market and on-market activities
• Highlight one-time vs ongoing activities
• Point out items that are “exclusive” to you and your team

Special thanks to: Ann Kieran .

Idea—Generating Awareness/Interest/Traffic

This idea focuses on the activities you and your team will perform to generate awareness about your new listing.

• Focus on things not represented in your Marketing Items section above. A good rule of thumb is if you can’t represent it with a photo example, put it here
• Highlight things like calls you make, industry events you attend, relationships you have, etc.
• Tie this in with the “Where Buyers Come From” idea from the “Understand the Market” section

Special thanks to: Daniel Walker .

Section #7—Timeline to Sell

We’ve previously mentioned that sellers like to know the timeline of selling a home so they know what to expect. Any way that you can give them a complete glimpse of the process is helpful. This section is pretty straightforward so we don’t have individual ideas, but here are some tips for success.

• Separate pre-market, on-market, and in-contract activities
• Color code these separate activity sections
• Provide a rough time estimate of when each stage happens
• Tie in items from previous sections

Section #8—About You/Your Team

After seven sections all about the client, this section CAN and should be all about you and your team. Make this as personal and friendly as possible. Make sure you only choose two or three of the items below.

Idea—Your USP (Unique Selling Proposition)

A USP (unique selling proposition) is that one thing that makes you totally different from the competition. It could be huge thing like “we’ll sell your home in 30 days or less” or something small like “every home gets a 4k video shoot.” Whatever it is (and we wrote a whole blog post about it), it has to be one-of-a-kind to count.

• Your USP doesn’t have to be mind-blowing, but it should be unique
• Consider branding your USP to help it stand out
• Call out to your USP in the marketing section above

Special thanks to: Michael Davis .

Idea—Biography

A biography is great for Realtors® who may be new to the business or whose resume is light in features. It’s a great way to talk about your love for real estate or your background in other fields.

• Add some personal touches to humanize your biography
• Use either a bio or a resume, but shy away from using both
• Include a photo of yourself doing something you love like gardening, skiing, or playing with your dog

Special thanks to: Ashley Garner .

Idea—Resume

If your professional experience includes lots of honors, awards, or educational history, consider adding your resume to your pre-listing presentation.

• Break up your resume into sections: Education, Experience, Awards, Personal/Volunteer
• Keep each point brief; don’t drone on in paragraphs
• Keep it to one page or less
• Only include items that are applicable to real estate; truncate any non-related items

Special thanks to: Hancock Group and Michael Davis .

Idea—Your Team

If you have a team of people helping you, showcase them here. This will show strength in numbers but will also help the seller know who is who.

• Give a brief explanation of each person’s role
• Include a professional or fun photo of each person—make sure it’s high-quality!
• Consider adding # of years in real estate or similar compelling statistic
• If you have a large team, keep it to staff directly involved in home selling
• Add a link to your website’s team page where people can get a more detailed biography of each person

Special thanks to: Hancock Group and The Hollinger Team .

Idea—Your Stats

Stats are compelling. If you don’t know your numbers, how can you improve? Include your own statistics to show the seller how you’re better.

• Include things like how much more you net your sellers than others, how much faster you sell homes than the typical agent in your area, etc.
• Make sure these stats are seller-focused, not you-focused
• Use charts/graphs to show the differences in numbers between you/your team and your market average
• Have a map on your website that shows your entire listing history and link to it here

Special thanks to: The Baldwin Team , Novello Group , KJK Properties , Karen Fallon , Jim Maloof , GoodLife Team , At Properties , Ewing & Associates , and Kentwood Real Estate .

Idea—Office/Company Info

If you have a large office or work for a franchise with global capabilities, consider adding a section to your pre-listing presentation to showcase this.

• Keep this section brief. If you can give it no more than a half-page, do it
• Only include items that benefit the seller
• Add a link to view more information on your website

Special thanks to: Brandy Underberg, Daniel Walker , Engle & Völkers , The Hollinger Team , Ann Kieran , At Properties , and Kentwood Real Estate .

Idea—Testimonials

You have two options for testimonials. You can include them all on one page or you can sprinkle them throughout the pre-listing presentation. It’s up to you!

• Include the client’s full name, whether they were a buyer or seller, and a date from their transaction
• Update these when you update your stats (at least once a quarter)
• Extra points if you include a photo of the client or a photo of you and the client together
• Keep the testimonial to 1–3 sentences. If it’s longer, consider truncating it
• Add a link to view a complete list of testimonials on your website

Special thanks to: Ben Beesley , Chris Morrison , Hancock Group , and Michael Davis .

Bonus Ideas

Bonus idea #1—create an online resources page.

Many of the items in your pre-listing presentation can be expanded on with additional info, checklists, examples, etc. Consider creating one page on your website that provides all of the additional information in one place.

• Arrange the page in the same order as this pre-listing presentation
• Use the same section headings for easy navigation
• If items are in different places on your website, at least link to all of them here

Bonus Idea #2—Create an Autoresponder for Sellers

A pre-listing presentation can be a lot of information at once. Some sellers may simply glance over it but fail to read the more important details. Consider creating an email autoresponder that will go over one specific item every couple of days. This is a great way to highlight the most important information in a focused manner.

• Cover only one specific item in each email
• Keep the emails short and sweet
• Include one or two visuals in the email itself
• Link to additional items on your website
• Follow up with a phone call

A pre-listing presentation is an important element of your overall brand and seller strategy. It should not be an afterthought but should be put together with careful planning. Above all, make sure it is seller-focused, not you-focused. Follow these tips and you’ll have a killer pre-listing presentation that will get you more sellers and make your competitors jealous!

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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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Real Estate Listing Presentation – How to win a listing appointment?

Published by Milena Alexova

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Competition is the name of the game when it comes to the real estate industry.

There are around 1.52 million real estate agents in the US, according to the National Association of Realtors . So a proficient and dazzling real estate listing presentation is one of the strongest tools in your arsenal to be ahead of the pack..

If you only have about 1 hour to persuade your prospective clients, even the most minute detail can make or break the listing appointment.

And a real estate listing presentation could be that detail.

Whether you are fresh off the bench or you want to sharpen your game for your next listing appointment, we’ve prepared a complete guide to help you rock your real estate listing presentation. It’s no walk in the park.

But these strategies and real estate listing presentation templates offer a blueprint for success.

What Is a Real Estate Listing Presentation?

Photo by Headway on Unsplash

The listing presentation is, at its essence, a sales pitch. A way to convert leads into prospective clients.

It’s also your chance to shine as a real estate agent. To win the listing presentation, you must harness your finest skills. There are a few aspects that must come through in order to close the deal:

• Your people skills. Real estate agents have to be likable and create a favorable, lasting impression on their potential buyers or sellers.
• Your research skills . High-quality research affects everything, from the quality of your presentation to your ability to attract sellers and buyers.
• Your ability to sell. It goes without saying why using your salesman skills is vital tot the success of your pitch.
• Your authentic self. Leaving your mark on the selling process will make you stand out.
• Your agility. Listing appointments and house tours are filled with unexpected events. Flexibility allows you to deal with the unexpected in fruitful ways.

The real estate listing presentation should mirror who you are as a professional. More so, it should reflect the success of your real estate business, and show clients and prospects how you can add value to the selling process.

What to Include in a Real Estate Listing Presentation?

Photo by Avi Waxman on Unsplash

Remember, real estate listing presentations are short. They shoot straight to the point.

On average, they last about 30 to 60 minutes. But each presentation is unique. Concerned or first-time sellers might have plenty of questions, as opposed to more experienced sellers. That’s something to keep in mind as you prep for the presentation.

Now, let’s break down the main ingredients that make up a memorable real estate listing presentation.

1. The Introductory Section

Every real estate listing presentation should contain a brief introduction. This section is a chance to introduce yourself and your brokerage in terms of professional background, qualifications, and reputation. Last but not least, it should direct the focus on the needs and expectations of your potential clients.

Let’s zoom in on the elements that make up this section.

The Brief Resume

Every home seller wants to hire a qualified real estate agent who will get them a fair and good price.

But trust is built, not born.

This introductory section will help them gauge your ability to make the sale happen. Here is what you should include:

Your top skills. Maybe you have a keen eye for design. Or you’re marketing savvy. Maybe you’re the life of the party. Lead with your top skills. It would be ideal, though, if they matched the seller’s needs. Your unique value proposition should come through in this part of the pitch.

Listings you’ve previously sold in the area. This conveys that you are familiar with the neighborhood and that you can predict the market value of the property. There’s no point mentioning apartments if the seller owns an ocean-view house with a spacious patio. Include similar previously sold listings only.

A comparison of the original sales price against the final sales price . Most clients would pay a higher commission fee, provided the agent can secure them a better price for the property.

Social proof. As humans, we are heavily influenced by the opinion of others in our decision-making process. In the real estate industry, social proof is a very powerful technique that you can use to attract clients. Tossing in testimonials and photos of previous clients guarantees a batch of approval.

Alternatively, you can include your achievements, such as:

• Total number of properties sold
• Customer satisfaction rate
• Average time to make a sell
• Total number of clients
• Professional organizations you are a member of

Don’t be shy. Customers need to know that you are the most suitable agent for the job.

If this is one of your first real estate listing presentations, there is an ace up your sleeve that you can use to grow your social capital: the brokerage . You can bring an experienced member of your company, so clients can see that you are being coached by trained and experienced professionals.

The Brokerage Company

This bit should be succinct. Highlight your company’s unique selling points. What does your company bring to the table?

Explain how you will work on delivering those benefits to clients, and set expectations regarding the communication process. It’s also a good opportunity to include any discounts, packages, or promos that your agency currently runs.

2. The Local Market Data

Now is the moment to present the comparative market analysis or the CMA. It’s a handy way to set expectations about what the price will be. This part of the real estate listing presentation will also demonstrate that you’ve done your due diligence in researching the area and neighborhood.

Of course, the first comparative market analysis is not set in stone. Usually, agents perform two analyses. The first one is based on the data you have at hand and your educated guesses. The second CMA incorporates the data you have gathered after the house tour and discussion with the owners.

By now, clients should know your expectations regarding their property.

Keep it short and sweet. Use charts and graphs to illustrate the results of your analysis. Engaging visuals make the presentation memorable . Xara Cloud provides a wide selection of graphics and charts that you can use in your presentation.

3. The Sales Process in a Nutshell

Some sellers are not familiar with the selling process, especially first-time sellers.

Educating these inexperienced clients is crucial if you want your selling process to run as smoothly as possible. Everyone has expectations and preconceptions. This part will ensure that you and your clients are on the same page.

You should only focus on the general timeline and state what is expected of your clients. Lastly, encourage them to ask questions if they find something confusing.

4. The Sales and Marketing Strategies

Photo by Campaign Creators on Unsplash

You want to show customers how you managed to close amazing deals. This is where the real estate marketing plan comes into play.

Are you considering opting for a cross-channel marketing strategy? Or will you choose full digital? Ideally, your approach will be unique, depending on the property and seller’s needs. Explain to your potential client why you chose this approach over other methods. Show them data that supports your arguments.

They might have a different picture in mind regarding the real estate marketing strategy. You can even include some of their ideas, provided you find them suitable.

5. The Pricing Strategy

While you may not be able to give sellers a sales price just yet, you should nevertheless guide them through your real estate pricing strategy . For good measure, you should explain the roles of the local market data and comparative market analysis in the pricing strategy.

The goal is to educate them on how pricing works and illustrate your approach to getting the best price. To this end, you can highlight how certain elements, such as the number of bedrooms or current market trends, affect the sales price.

This can be a tricky subject, as some homeowners ask for a higher price than the actual value.

6. The Home Preparation

Photo by Roberto Nickson on Unsplash

After you cover topics such as the CMA, marketing plans, and the pricing strategy, you should educate your clients, so they know how to prepare the property for sale.

It’s essential that they understand their responsibilities in this domain and how certain unwanted features can affect the selling price. Here are a few aspects you should inquire about:

• Decluttering
• Reparations
• Removing personal items
• Renovations

Additionally, you can discuss home staging in this section of the real estate listing presentation.

82% of agents said that home staging helps buyers visualize and personalize the space. It’s great for helping future owners imagine what it would feel like to wake up in that home.

Therefore, it’s important that sellers understand the potential of this strategy, and what it entails. Home staging , along with quality photos, videos, or virtual tours, speeds up the selling process and brings better offers.

This leads us to the open house events. Should you choose to opt for these, this is the ideal time to explain to your clients how these work. An open house event, however, might not be so effective, as most homebuyers find their home online nowadays.

Photo by Tobias Nii Kwatei Quartey on Unsplash

Extra Tip: Design the Real Estate Listing Presentation with Brand Consistency in Mind

Sure, what you include in the real estate presentation is crucial. So is how you pitch. Yet we cannot neglect the importance of a neat presentation layout filled with stunning visuals and graphs. The best learning experience happens when information is presented through multiple channels.

So visual communication also matters. A lot. Luckily, you don’t have to spend hours creating listing presentation templates from scratch.

Use ours. To make the entire process easier, our team has compiled a few real estate listing presentation examples and templates that you can use. Creating your own listing presentation has never been easier.

Source: Xara

Whether you’re aiming for a minimalist, modern look or a design leaning toward the traditional side, there’s a real estate listing presentation template for every need. Not to mention that each real estate listing presentation template can be edited and personalized based on the information you want to include.

This way, your real estate listing presentation will match your brand vision.

How to Prepare Before You Go to a Real Estate Listing Appointment?

Going empty-handed to a listing appointment is not in your best interest.

You have to prepare beforehand and put together a strategy. Otherwise, you’ll end up like Phil from Modern family, trying to sell a house you don’t actually understand. If you haven’t seen the episode, we’ll summarize it for you: Phil is trying to present a house, but can’t figure out the complicated and impractical layer of it. You can imagine the outcome, right?

There are two possible root causes to this. Either the client wasn’t the right fit for his expertise, so he shouldn’t have taken on the job. Or maybe he should have done more research before hosting an open house. Either way, you don’t want to get caught off guard during your appointment.

Not only will this reflect your trustworthiness as a real estate professional, but it can also help homeowners gain an encompassing understanding of the current market.

It will be easier to collaborate with prospective clients after you’ve done your due diligence to inform them.

There are a couple of aspects you should cover in your pre-listing preparation stage.

#1: Study the Neighborhood

This is the moment to put your Sherlock Holmes skills to good use. Part of a listing agent’s job is acting as a scientist or detective in their work. Research is especially important when you prepare for real estate listing presentations.

Talk to other real estate agents or friends to see what you can find out about the neighborhood in question. Take your car for a ride and explore the area. Act like a local. Attention to details is key at this point.

Here’s what you should look at:

• Level of diversity
• Transportation
• School districts in the area
• Level of noise
• Number of families
• Distance to amenities, such as the supermarket, gym, or restaurants
• Future developments, such as construction plans in the area

Why is this step so crucial?

Well, researching the neighborhood helps with setting up the sales price, it’s great for attracting potential clients, and it also informs your marketing strategy.

#2: Perform a Comparative Market Analysis or Study the Local Market Data

Photo by Carlos Muza on Unsplash

Before you can sell your pitch and the property, you need to learn everything there is to know about the subject property. Persuasive real estate listing presentations are based on thorough research.

Imagine meeting with a real estate agent who knows nothing about your home. Would you trust them with selling your property? Of course not.

A firm grasp of the local data will persuade the potential client that you are well-equipped for the job. It will show them that you have learned everything there is to know to price the property, market it successfully, and ultimately guide the entire selling process on their behalf.

Not to mention that research helps you feel confident in your choices. Think of it as a compass.

Now, how do you start?

With a comparative market analysis, or CMA. This might sound puzzling at first, but it’s actually easy to grasp. A CMA is used by listing agents to determine the market value of a property. This is done by looking at the local market data: previously sold properties and similar properties currently on the market.

What are the steps for performing a comparative market analysis ?

• Collect all the relevant information about the estate. Aspects such as square footage, number of bedrooms or bathrooms, or special features.
• Find out how much was the property listed in the past,
• Look up previously sold homes that are similar or in proximity.
• Search for active listings in the area.
• Compare and put the information together.

Some real estate agents prefer performing a CMA after seeing the client’s home and discussing it with them. If that’s the case, you should still study the local market data and bring forth an analysis based on the square footage, lot size, and neighborhood features.

#3: Practice the Presentation Beforehand

It’s normal to feel nervous about your presentation. But you don’t want to be tongue-tied while you present. You want to be composed and confident in your strategy.

To ease your mind, make sure you practice the pitch out loud before you meet with the home seller.

This way, you will be able to walk in feeling confident and focus on what really matters: fostering a personal connection with the home sellers, presenting all the details, and ultimately converting them into your clients.

#4: Know Thy Competition

The home seller probably contacted other realtors for a consultation. Knowing where you stand compared to other realtors is useful. It helps you see where you might bring the added value to a transaction. Surely, some areas make your approach unique compared to that of other agents.

Of course, bad-mouthing other agents is a big no-no, but knowing what they have to offer may help you discover your unique proposition.

#5: Establish the Structure of the Real Estate Listing Presentation and Appointment

Knowing the process increases its efficiency.

The more you define your listing appointment process, the higher the chances you come off as professional. For instance, you could start by touring the house and save the real estate listing presentation for last.

Choose the agenda that suits your work style. And remember: structure is the key to a smooth-sailing sales process.

#6: Think About Your Unique Value Proposition

What distinguishes you from other real estate agents? This is the moment to let those qualities shine. Think about your:

• Personality
• Years of experience
• Personal life. Are there any experiences or hobbies that make you suitable for what the prospective clients are looking for?

Next, make a list and craft a statement that shows why clients will benefit from having you as their listing agent.

#7: Send Them a Pre-listing Package

A real estate pre-listing package is a must if you want to impress potential sellers. It conveys professionalism and care.

Generally, it should include some of your marketing materials, as well as your unique value proposition and advertising strategy. Add details that illustrate your personal brand, such as your real estate logo.

To prompt homeowners to prepare for the meeting, you could toss in some questions about the real estate property and their motivations to sell. This will speed up the listing process.

#8: Establish Your Online Presence

These days, sellers will probably reach out to book an appointment only after they’ve skimmed your social media profiles and website.

A zero online presence makes people obsolete. But so does a lousy online marketing strategy. Effectively leveraging social media is a must.

Your website, your social media profile, your listing presentations should showcase your work and grow the chances of attracting a prospective client. After all, your online presence is your portfolio. It’s a way of showing who you are.

That’s why your real estate marketing plan needs to be up-to-date. There are plenty of real estate marketing ideas that you could pursue. Ultimately, your online presence should mirror your personality and working style, while following the latest marketing trends.

Plus, seller leads can look you up after the appointment. If they see a well-put-together online portfolio, they might be more inclined to sign the listing agreement.

What Should I Bring to a Listing Appointment?

You have put together the listing presentation and prepared it before the meeting. Now, what should you bring with you?

• Duh, the listing presentation.
• The listing paperwork. All the contracts and papers should be at your fingertips in case you close the deal.
• A rough sketch of the points you’re going to cover, if that helps you walk through the meeting with more efficiency.
• Some marketing materials, such as real estate images, flyers, or brochures, so clients can get a feel of your strategy.
• A print of the comparative market analysis, that clients can study at home.
• Testimonials from past clients.
• Your business cards. Xara Cloud offers a wide selection of business card templates that you can choose from.

How to Win a Listing Appointment?

Photo by Scott Graham on Unsplash

It’s the moment of truth. And, as you know, you never get a second chance when it comes to first impressions .

So, let’s see. How to win a listing appointment?

#1. Dress for Success

It takes between 33 and 500 milliseconds to form a first impression about someone. Enthralling, right?

Your dress code could literally set you up for success.

It’s a no-brainer that you should wear something that makes you feel confident, professional, and comfortable. Something that makes you feel that you’ve already converted the seller leads into clients. Ask yourself: “Does my outfit inspire trustworthiness, professionalism, and commitment?”

If the answer’s yes, you’ve got your winner attire.

#2. Mind Your Body Language and Posture

Photo by ThisisEngineering RAEng on Unsplash

Actions are just as important as your words. This is a general rule of thumb when it comes to human relationships.

Especially when you aim to sell.

Your body language can inspire confidence, openness, and professionalism. So keeping this in mind is key to impressing your seller leads. Greeting your prospects with a firm handshake, eye contact, and a smile is a great way to build trust and establish a rapport with them.

#3. Don’t Stop Pitching

During your listing presentation, you might notice micro-expressions of boredom, confusion, or disinterest on the seller’s face. You might think: “Oh, no, I’ve lost them.”

Whatever you do, don’t stop pitching. Keep going, but adapt your tone, stories, and style to what you notice. Come up with an interesting story or pun if you feel like your clients might yawn at any moment. Bring a persuasive and witty argument if they seem to back down.

Adapt your pitch as you go.

#4. Prepare Questions for Your Prospective Clients

Once you have pitched why you are the right person for the job, it’s time to get to know your customers. This is your chance to establish trust, ease their fears, and determine their wants and needs.

Here are a few questions you could ask:

• “What are the reasons for selling?” – helps you gauge whether there is any room for negotiation
• “What do you like about the real estate property or neighborhood?” – this will bring to light some of the unique features of this property
• “Are there any issues I should know about?”
• “How long has this property been on the market?”

#5. Set-Up Time for a Q&A Session

Just as you have inquiries, so do sellers. Make sure you set aside some spare time to answer all of their questions.

You don’t want to look like a rabbit caught in headlights. That’s why you should do your homework ahead. A few objections and questions from home sellers may come up. After all, they want to cover all their bases before signing the paperwork. But remember — each question or objection is an opportunity to showcase your knowledge and expertise on the matter.

Most inquiries will revolve around property value and time to sell.

Some of them will also focus on getting to know you as a listing agent. Sellers want to know how you came up with the listing price or how you plan to attract buyer leads. Work on building rapport: be positive, honest, and professional.

People will often object to the listing price if it’s lower than they had imagined — it is your duty to explain how you got to that number, why it can’t go higher, and what your selling strategies are.

You can expect the following questions:

• “What’s the ideal listing price for this property? How long will it take to sell it?”
• “How did you come up with this listing price?”
• “What are your credentials? What makes you the right fit?”
• “What makes you different from other real estate agents? What do you bring to the table?”
• “Have you sold similar properties in my area?”
• “What would you change about this property?”
• “How do you advertise homes for sale?”

#6. Present a Case Study

A case study adds a storytelling element to your pitch. It adds character where there were only numbers. The sales process becomes personal and easy to grasp.

Plus, it’s the ultimate social proof you bring to the table. If a previous client is willing to participate in a case study, you must have done something right. A killer case study will boost your expertise and credibility points.

#7. Take Photos of the Client’s Home

This is a fantastic way of creating a buzz on social media before the listing actually goes online. Explain to your prospects that, should they choose not to sign the listing contracts, you will not use any of these materials.

Not only is it a way of marketing the property, but it also leaves a good impression on the homeowners. It conveys that you are determined to sell their property.

#8. Be Authentic

Not only is it liberating to let your true colors shine through, but it’s also one of the most effective strategies to attract future clients.

People can usually sense whether someone’s being authentic or just playing pretend. Part of being authentic is getting used to not saying yes to everything just to win the listing appointment.

Stay true to your approach and expertise, and don’t compromise just to attract clients — especially if you cannot uphold your promises.

It’s best to be upfront, even if it’s uncomfortable.

#9. Always Send a Thank-You Email

This is a golden rule. It shows that you’re considerate. Who knows, this tiny detail might even bring you new business.

And even if you don’t win the listing appointment, you’ll be remembered in a positive light.

Winning Listing Presentations Is Not Easy These Days

Photo by krakenimages on Unsplash

Many people pivoted toward real estate careers during and following the pandemic. With more real estate agents than homes for sale, the race can be tight. To succeed, agents have to prepare assiduously. If you’ve read this far, you’re probably on the right path. This article covered everything you need to know to secure your next listing appointment.

After all, realtors need closure.

But before we come to an end, we have one final tip that will ensure that you deliver killer listing presentations every time.

Visually appealing presentations are alluring. They are a must. So leave the design work to us. We have created a variety of listing presentation templates to choose from. Whether you collaborate with investors or home sellers — our templates are sure to turn heads. Try out Xara Cloud for free. Choose a real estate listing presentation template and create one-of-a-kind listing presentations that convert seller leads into clients. x

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How to Structure your Presentation, with Examples

August 3, 2018 - Dom Barnard

For many people the thought of delivering a presentation is a daunting task and brings about a  great deal of nerves . However, if you take some time to understand how effective presentations are structured and then apply this structure to your own presentation, you’ll appear much more confident and relaxed.

Here is our complete guide for structuring your presentation, with examples at the end of the article to demonstrate these points.

Why is structuring a presentation so important?

If you’ve ever sat through a great presentation, you’ll have left feeling either inspired or informed on a given topic. This isn’t because the speaker was the most knowledgeable or motivating person in the world. Instead, it’s because they know how to structure presentations – they have crafted their message in a logical and simple way that has allowed the audience can keep up with them and take away key messages.

Research has supported this, with studies showing that audiences retain structured information  40% more accurately  than unstructured information.

In fact, not only is structuring a presentation important for the benefit of the audience’s understanding, it’s also important for you as the speaker. A good structure helps you remain calm, stay on topic, and avoid any awkward silences.

What will affect your presentation structure?

Generally speaking, there is a natural flow that any decent presentation will follow which we will go into shortly. However, you should be aware that all presentation structures will be different in their own unique way and this will be due to a number of factors, including:

• Whether you need to deliver any demonstrations
• How  knowledgeable the audience  already is on the given subject
• How much interaction you want from the audience
• Any time constraints there are for your talk
• What setting you are in
• Your ability to use any kinds of visual assistance

Before choosing the presentation’s structure answer these questions first:

• What is your presentation’s aim?
• Who are the audience?
• What are the main points your audience should remember afterwards?

When reading the points below, think critically about what things may cause your presentation structure to be slightly different. You can add in certain elements and add more focus to certain moments if that works better for your speech.

What is the typical presentation structure?

This is the usual flow of a presentation, which covers all the vital sections and is a good starting point for yours. It allows your audience to easily follow along and sets out a solid structure you can add your content to.

1. Greet the audience and introduce yourself

Before you start delivering your talk, introduce yourself to the audience and clarify who you are and your relevant expertise. This does not need to be long or incredibly detailed, but will help build an immediate relationship between you and the audience. It gives you the chance to briefly clarify your expertise and why you are worth listening to. This will help establish your ethos so the audience will trust you more and think you’re credible.

Read our tips on  How to Start a Presentation Effectively

2. Introduction

In the introduction you need to explain the subject and purpose of your presentation whilst gaining the audience’s interest and confidence. It’s sometimes helpful to think of your introduction as funnel-shaped to help filter down your topic:

• Introduce your general topic
• Explain your topic area
• State the issues/challenges in this area you will be exploring
• State your presentation’s purpose – this is the basis of your presentation so ensure that you provide a statement explaining how the topic will be treated, for example, “I will argue that…” or maybe you will “compare”, “analyse”, “evaluate”, “describe” etc.
• Provide a statement of what you’re hoping the outcome of the presentation will be, for example, “I’m hoping this will be provide you with…”
• Show a preview of the organisation of your presentation

In this section also explain:

• The length of the talk.
• Signal whether you want audience interaction – some presenters prefer the audience to ask questions throughout whereas others allocate a specific section for this.
• If it applies, inform the audience whether to take notes or whether you will be providing handouts.

The way you structure your introduction can depend on the amount of time you have been given to present: a  sales pitch  may consist of a quick presentation so you may begin with your conclusion and then provide the evidence. Conversely, a speaker presenting their idea for change in the world would be better suited to start with the evidence and then conclude what this means for the audience.

Keep in mind that the main aim of the introduction is to grab the audience’s attention and connect with them.

3. The main body of your talk

The main body of your talk needs to meet the promises you made in the introduction. Depending on the nature of your presentation, clearly segment the different topics you will be discussing, and then work your way through them one at a time – it’s important for everything to be organised logically for the audience to fully understand. There are many different ways to organise your main points, such as, by priority, theme, chronologically etc.

• Main points should be addressed one by one with supporting evidence and examples.
• Before moving on to the next point you should provide a mini-summary.
• Links should be clearly stated between ideas and you must make it clear when you’re moving onto the next point.
• Allow time for people to take relevant notes and stick to the topics you have prepared beforehand rather than straying too far off topic.

When planning your presentation write a list of main points you want to make and ask yourself “What I am telling the audience? What should they understand from this?” refining your answers this way will help you produce clear messages.

4. Conclusion

In presentations the conclusion is frequently underdeveloped and lacks purpose which is a shame as it’s the best place to reinforce your messages. Typically, your presentation has a specific goal – that could be to convert a number of the audience members into customers, lead to a certain number of enquiries to make people knowledgeable on specific key points, or to motivate them towards a shared goal.

Regardless of what that goal is, be sure to summarise your main points and their implications. This clarifies the overall purpose of your talk and reinforces your reason for being there.

Follow these steps:

• Signal that it’s nearly the end of your presentation, for example, “As we wrap up/as we wind down the talk…”
• Restate the topic and purpose of your presentation – “In this speech I wanted to compare…”
• Summarise the main points, including their implications and conclusions
• Indicate what is next/a call to action/a thought-provoking takeaway
• Move on to the last section

5. Thank the audience and invite questions

Conclude your talk by thanking the audience for their time and invite them to  ask any questions  they may have. As mentioned earlier, personal circumstances will affect the structure of your presentation.

Many presenters prefer to make the Q&A session the key part of their talk and try to speed through the main body of the presentation. This is totally fine, but it is still best to focus on delivering some sort of initial presentation to set the tone and topics for discussion in the Q&A.

Other common presentation structures

The above was a description of a basic presentation, here are some more specific presentation layouts:

Demonstration

Use the demonstration structure when you have something useful to show. This is usually used when you want to show how a product works. Steve Jobs frequently used this technique in his presentations.

• Explain why the product is valuable.
• Describe why the product is necessary.
• Explain what problems it can solve for the audience.
• Demonstrate the product  to support what you’ve been saying.
• Make suggestions of other things it can do to make the audience curious.

Problem-solution

This structure is particularly useful in persuading the audience.

• Briefly frame the issue.
• Go into the issue in detail showing why it ‘s such a problem. Use logos and pathos for this – the logical and emotional appeals.
• Provide the solution and explain why this would also help the audience.
• Call to action – something you want the audience to do which is straightforward and pertinent to the solution.

Storytelling

As well as incorporating  stories in your presentation , you can organise your whole presentation as a story. There are lots of different type of story structures you can use – a popular choice is the monomyth – the hero’s journey. In a monomyth, a hero goes on a difficult journey or takes on a challenge – they move from the familiar into the unknown. After facing obstacles and ultimately succeeding the hero returns home, transformed and with newfound wisdom.

Storytelling for Business Success  webinar , where well-know storyteller Javier Bernad shares strategies for crafting compelling narratives.

Another popular choice for using a story to structure your presentation is in media ras (in the middle of thing). In this type of story you launch right into the action by providing a snippet/teaser of what’s happening and then you start explaining the events that led to that event. This is engaging because you’re starting your story at the most exciting part which will make the audience curious – they’ll want to know how you got there.

• Great storytelling: Examples from Alibaba Founder, Jack Ma

Remaining method

The remaining method structure is good for situations where you’re presenting your perspective on a controversial topic which has split people’s opinions.

• Go into the issue in detail showing why it’s such a problem – use logos and pathos.
• Rebut your opponents’ solutions  – explain why their solutions could be useful because the audience will see this as fair and will therefore think you’re trustworthy, and then explain why you think these solutions are not valid.
• After you’ve presented all the alternatives provide your solution, the remaining solution. This is very persuasive because it looks like the winning idea, especially with the audience believing that you’re fair and trustworthy.

Transitions

When delivering presentations it’s important for your words and ideas to flow so your audience can understand how everything links together and why it’s all relevant. This can be done  using speech transitions  which are words and phrases that allow you to smoothly move from one point to another so that your speech flows and your presentation is unified.

Transitions can be one word, a phrase or a full sentence – there are many different forms, here are some examples:

Moving from the introduction to the first point

Signify to the audience that you will now begin discussing the first main point:

• Now that you’re aware of the overview, let’s begin with…
• First, let’s begin with…
• I will first cover…
• My first point covers…
• To get started, let’s look at…

Shifting between similar points

Move from one point to a similar one:

• In the same way…
• Likewise…
• Equally…
• This is similar to…
• Similarly…

Internal summaries

Internal summarising consists of summarising before moving on to the next point. You must inform the audience:

• What part of the presentation you covered – “In the first part of this speech we’ve covered…”
• What the key points were – “Precisely how…”
• How this links in with the overall presentation – “So that’s the context…”
• What you’re moving on to – “Now I’d like to move on to the second part of presentation which looks at…”

Physical movement

You can move your body and your standing location when you transition to another point. The audience find it easier to follow your presentation and movement will increase their interest.

A common technique for incorporating movement into your presentation is to:

• Start your introduction by standing in the centre of the stage.
• For your first point you stand on the left side of the stage.
• You discuss your second point from the centre again.
• You stand on the right side of the stage for your third point.
• The conclusion occurs in the centre.

Key slides for your presentation

Slides are a useful tool for most presentations: they can greatly assist in the delivery of your message and help the audience follow along with what you are saying. Key slides include:

• An intro slide outlining your ideas
• A  summary slide  with core points to remember
• High quality image slides to supplement what you are saying

There are some presenters who choose not to use slides at all, though this is more of a rarity. Slides can be a powerful tool if used properly, but the problem is that many fail to do just that. Here are some golden rules to follow when using slides in a presentation:

• Don’t over fill them  – your slides are there to assist your speech, rather than be the focal point. They should have as little information as possible, to avoid distracting people from your talk.
• A picture says a thousand words  – instead of filling a slide with text, instead, focus on one or two images or diagrams to help support and explain the point you are discussing at that time.
• Make them readable  – depending on the size of your audience, some may not be able to see small text or images, so make everything large enough to fill the space.
• Don’t rush through slides  – give the audience enough time to digest each slide.

Guy Kawasaki, an entrepreneur and author, suggests that slideshows should follow a  10-20-30 rule :

• There should be a maximum of 10 slides – people rarely remember more than one concept afterwards so there’s no point overwhelming them with unnecessary information.
• The presentation should last no longer than 20 minutes as this will leave time for questions and discussion.
• The font size should be a minimum of 30pt because the audience reads faster than you talk so less information on the slides means that there is less chance of the audience being distracted.

Here are some additional resources for slide design:

• 7 design tips for effective, beautiful PowerPoint presentations
• 11 design tips for beautiful presentations
• 10 tips on how to make slides that communicate your idea

Group Presentations

Group presentations are structured in the same way as presentations with one speaker but usually require more rehearsal and practices.  Clean transitioning between speakers  is very important in producing a presentation that flows well. One way of doing this consists of:

• Briefly recap on what you covered in your section: “So that was a brief introduction on what health anxiety is and how it can affect somebody”
• Introduce the next speaker in the team and explain what they will discuss: “Now Elnaz will talk about the prevalence of health anxiety.”
• Then end by looking at the next speaker, gesturing towards them and saying their name: “Elnaz”.
• The next speaker should acknowledge this with a quick: “Thank you Joe.”

From this example you can see how the different sections of the presentations link which makes it easier for the audience to follow and remain engaged.

Example of great presentation structure and delivery

Having examples of great presentations will help inspire your own structures, here are a few such examples, each unique and inspiring in their own way.

How Google Works – by Eric Schmidt

This presentation by ex-Google CEO  Eric Schmidt  demonstrates some of the most important lessons he and his team have learnt with regards to working with some of the most talented individuals they hired. The simplistic yet cohesive style of all of the slides is something to be appreciated. They are relatively straightforward, yet add power and clarity to the narrative of the presentation.

Start with why – by Simon Sinek

Since being released in 2009, this presentation has been viewed almost four million times all around the world. The message itself is very powerful, however, it’s not an idea that hasn’t been heard before. What makes this presentation so powerful is the simple message he is getting across, and the straightforward and understandable manner in which he delivers it. Also note that he doesn’t use any slides, just a whiteboard where he creates a simple diagram of his opinion.

The Wisdom of a Third Grade Dropout – by Rick Rigsby

Here’s an example of a presentation given by a relatively unknown individual looking to inspire the next generation of graduates. Rick’s presentation is unique in many ways compared to the two above. Notably, he uses no visual prompts and includes a great deal of humour.

However, what is similar is the structure he uses. He first introduces his message that the wisest man he knew was a third-grade dropout. He then proceeds to deliver his main body of argument, and in the end, concludes with his message. This powerful speech keeps the viewer engaged throughout, through a mixture of heart-warming sentiment, powerful life advice and engaging humour.

As you can see from the examples above, and as it has been expressed throughout, a great presentation structure means analysing the core message of your presentation. Decide on a key message you want to impart the audience with, and then craft an engaging way of delivering it.

By preparing a solid structure, and  practising your talk  beforehand, you can walk into the presentation with confidence and deliver a meaningful message to an interested audience.

It’s important for a presentation to be well-structured so it can have the most impact on your audience. An unstructured presentation can be difficult to follow and even frustrating to listen to. The heart of your speech are your main points supported by evidence and your transitions should assist the movement between points and clarify how everything is linked.

Research suggests that the audience remember the first and last things you say so your introduction and conclusion are vital for reinforcing your points. Essentially, ensure you spend the time structuring your presentation and addressing all of the sections.

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Business Jargons

A Business Encyclopedia

Presentation

Definition : A presentation is a form of communication in which the speaker conveys information to the audience. In an organization presentations are used in various scenarios like talking to a group, addressing a meeting, demonstrating or introducing a new product, or briefing a team. It involves presenting a particular subject or issue or new ideas/thoughts to a group of people.

It is considered as the most effective form of communication because of two main reasons:

• Use of non-verbal cues.
• Facilitates instant feedback.

Business Presentations are a tool to influence people toward an intended thought or action.

Parts of Presentation

• Introduction : It is meant to make the listeners ready to receive the message and draw their interest. For that, the speaker can narrate some story or a humorous piece of joke, an interesting fact, a question, stating a problem, and so forth. They can also use some surprising statistics.
• Body : It is the essence of the presentation. It requires the sequencing of facts in a logical order. This is the part where the speaker explains the topic and relevant information. It has to be critically arranged, as the audience must be able to grasp what the speaker presents.
• Conclusion : It needs to be short and precise. It should sum up or outline the key points that you have presented. It could also contain what the audience should have gained out of the presentation.

Purpose of Presentation

• To inform : Organizations can use presentations to inform the audience about new schemes, products or proposals. The aim is to inform the new entrant about the policies and procedures of the organization.
• To persuade : Presentations are also given to persuade the audience to take the intended action.
• To build goodwill : They can also help in building a good reputation

Factors Affecting Presentation

Audience Analysis

Communication environment, personal appearance, use of visuals, opening and closing presentation, organization of presentation, language and words, voice quality, body language, answering questions, a word from business jargons.

Presentation is a mode of conveying information to a selected group of people live. An ideal presentation is one that identifies and matches the needs, interests and understanding level of the audience. It also represents the facts, and figures in the form of tables, charts, and graphs and uses multiple colours.

Related terms:

• Verbal Communication
• Visual Communication
• Non-Verbal Communication
• Communication
• 7 C’s of Communication

Reader Interactions

Abbas khan says

October 2, 2022 at 11:33 pm

Thank you so much for providing us with brief info related to the presentation.

Farhan says

February 23, 2023 at 9:45 am

yusra shah says

July 3, 2023 at 2:04 am

it was helpful👍

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Tips for Presentations: How to reference your presentation

• Tips for speaking in public
• How to reduce anxiety
• Resources (books and video courses)
• How to reference your presentation

Referencing

• The same as in your assignments, you should cite it to give credit to the author regardless of whether you are using a quote or paraphrasing the information.
• Indicate that you have used the ideas and written material belonging to other authors in your own work both in the text of your presentation Cite direct quotes, paraphrased text, images, tables, video, etc. on the appropriate slide, just like an in-text citation.
• Include a reference list at the end of your presentation.

"Write it Right" are the official referencing guidelines for the Institute and they will help you to reference correctly and avoid plagiarism.

• << Previous: Resources (books and video courses)
• Last Updated: Apr 11, 2024 10:12 AM
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The Library, Technological University of the Shannon: Midwest

At revered Black school, Biden leans into faith and tells grads he hears voices of dissent

ATLANTA – President Joe Biden on Sunday warned graduates at one of the country's most revered African American academic institutions of "extremist forces aligned against the meaning and message of Morehouse" College in a commencement address that sought to lay out the stakes of the 2024 election.

"Graduates, this is what we're up against," Biden said during a 27-minute speech that leaned heavily into themes of faith and democracy in an appeal to Black voters. "They peddle a fiction, a character about what being a man is about − tough talk, abusing power, bigotry. Their idea of being a man is toxic."

"But that's not you. It's not us," he said.

Biden's remarks to the 414 graduates at Morehouse , an all-male historically Black college in Atlanta, came as he is struggling to unite Black voters , particularly Black men, around his candidacy. Many Morehouse students and faculty criticized Biden's participation when it was announced because of his support for Israel's war in Gaza.

"In a democracy, we debate dissent about America's role in the world. I want to say this very clearly: I support peaceful, nonviolent protest," Biden said on Sunday in response to the complaints. "Your voices should be heard. I promise you, I hear them."

Prep for the polls: See who is running for president and compare where they stand on key issues in our Voter Guide

No major disruptions, but peaceful protests target Biden

Although there were no major disruptions during Biden's speech, a few students walked out when Biden received an honorary Morehouse degree. More than a dozen graduates and at least three faculty members wore keffiyehs, while one student entered the ceremony draped in a Palestinian flag.

As Biden delivered his address, at least one female faculty member stood in the opposite direction, her fist raised, in a sign of protest.

Biden, wearing a maroon gown at the outdoor ceremony, said his administration is "working around the clock for more than just one cease-fire," but also to "bring the region together." He reiterated his support for a two-state solution in which Israelis and Palestinians live in peace.

"This is one of the hardest, most complicated problems in the world. There's nothing easy about it," Biden said. "I know it angers and frustrates many of you, including my family, but most of all, I know it breaks your heart. It breaks mine as well."

Biden added that leadership is about "fighting through the most intractable problems" to "find a solution by doing what you believe is right, even when it's hard and lonely."

About a mile away, pro-Palestinian protesters held a rally organized under the banner of "Say No to Genocide Joe Speaking at Morehouse." Morehouse's valedictorian also raised Israel's war in Gaza during his remarks before Biden took the lectern.

"It is my stance as a Morehouse man – nay as a human being – to call for an immediate and the permanent cease-fire in the Gaza Strip," graduating senior DeAngelo Jeremiah Fletcher said, with Biden sitting just steps behind him. Biden applauded in response.

Biden touts record with Black voters

Polling shows Biden is vastly underperforming his 2020 performance among Black voters, a reliably Democratic constituency, as some drift to Donald Trump, the former president and presumptive Republican nominee.

A New York Times/Siena College poll of six battleground states, including Georgia, found Biden has support from 60% of Black voters and Trump, while Trump is backed by 20% of Black voters. Biden won Black voters in the 2020 election by a 87%-12% margin, according to exit polls.

Ahead of Biden's arrival, Anwar Karim, a sophomore studying film at Morehouse and a member of Atlanta University Center Students for Justice in Palestine, told USA TODAY he was disappointed in his school’s choice of commencement speaker. He also decried Morehouse’s decision to award Biden an honorary degree, which is typically awarded to the school’s commencement speaker after a faculty vote.

“Morehouse College is dedicated to producing men of consequence who lead lives of service and leadership, and I just have to beg the question, when it comes to Biden, what is an example of his leadership?” Karim said Friday.

Biden commits to showing 'democracy is still the way'

In his speech, Biden touted his presidency as one that has delivered to Black Americans, pointing to efforts to invest in Black families and communities, cut child poverty, expand work opportunities, reduce prescription drug prices and cut student loan debt. He called out the "poison of white supremacy" and "systemic racism."

He said he is committed to "show that democracy, democracy, democracy is still the way," even in the face of inequality for Black Americans.

"What is democracy if Black men are being killed in the street? What is democracy if the trail of broken promises still leave Black communities behind?" Biden said. "What is democracy if you have to be ten times better than anyone else to get a fair shot? Most of all, what does it mean, as you've heard before, to be a Black man who loves his country even if it doesn't love him back in equal measure?"

Biden railed against new voting restrictions in Georgia and the "constant attacks on Black election workers." He also said those who stormed the U.S. Capitol on Jan. 6, 2021 "are called patriots by some," a clear reference to Trump.

“Not in my house," Biden said.

In the days leading up to his Morehouse visit, the White House focused on Black outreach. Biden met on Thursday with plaintiffs of the landmark Brown v. Board of Education Supreme Court decision, on the 70th anniversary of the dismantling of the "separate but equal" precedent. On Friday, Biden met with leaders of the "Divine Nine" HBCU sororities and fraternities.

More: In a nod to history, Biden meets with Brown v. Board of Education families

In Atlanta on Saturday, Biden spoke to Morehouse alumni and others at a campaign event at Mary Mac's Tea Room. "The fact is, this election, lots at stake, lots at stake. It's not about me. It's about the alternative as well," Biden said. "My opponent's not a good loser, but he is a loser."

Introducing Biden, Morehouse President David Thomas said, "No administration in history, since the inception of historically Black colleges and universities, has invested more in our institutions than the Biden administration."

"And if you look at his policies, it is very clear that those investments are not charity," Thomas said.

Biden, 81, closed his remarks with a reference to his age, a liability that has hung over his reelection. When he started his political career, Biden said he was told he was "too young." Now he hears he's "too old."

"Whether you're young or old, I know what endures: The strength and wisdom of faith endures. And my challenge to you is to still keep the faith as long as you can," Biden said. "Together we're capable of building a democracy worthy of our dreams."

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2024 Preakness Stakes post positions, odds, entries, field, lineup, horses, start time, complete guide

The second leg of the triple crown got a little more interesting when the favorite was forced to withdraw.

With the Kentucky Derby now in the books, all the attention in horse racing turns to Pimlico Race Course in Baltimore, Maryland for the 149th running of the Preakness Stakes. Dubbed the "People's jewel" of thoroughbred racing, this event typically separates the contenders from the pretenders when it comes to the Triple Crown. Mystik Dan has the chance to make history after winning at Churchill Downs earlier this month and heads into the eight-horse field on Saturday as the favorite.

There will be one notable name absent from the starting gates as Muth was scratched early in the week. The morning-line favorite, trained by Bob Baffert, was pulled from the race after suffering a spike in temperature upon arrival to Pimlico. Now, it could be any one's race to win given the smaller field.

Trainer Ken McPeek remains confident in Mystik Dan ahead of the second straight massive race in just three weeks.

Baffert is no stranger to the winner's circle at Pimlico. National Treasure, another horse trained by the prolific trainer, won the 2023 Preakness Stakes at 4-1 odds. In fact, Baffert has won the Preakness Stakes more than any other trainer in the race's storied history.

Catching Freedom, the fourth-place finisher at the Kentucky Derby is also among the favorites with 7/2 odds. Rounding out the top of the field is Tuscan Gold (9/2), trained by Chad Brown, who has been to the winner's circle at Pimlico twice in his career already.

Here is how you can watch the action on Saturday evening along with the post draw and latest odds on the race. Stay tuned to this page for any news or developments ahead of post time.

How to watch the 2024 Preakness Stakes

Date:  Saturday, May 18 Post time:  7:01 p.m. ET Location:  Pimlico Race Course -- Baltimore, Maryland  TV:  NBC |  Stream:   fubo  (try for free)

2024 Preakness Stakes post positions

• Mugatu (20-1)
• Uncle Heavy (20-1)
• Catching Freedom (6-1)
• Muth (8-5)*
• Mystik Dan (5/2)
• Seize the Grey (15-1)
• Just Steel (15-1)
• Tuscan Gold (8-1)
• Imagination (6-1)

Muth was scratched from the race on Wednesday

2024 Preakness Stakes odds (sorted)

• Mystik Dan 5/2
• Imagination 6-1
• Catching Freedom 6-1
• Tuscan Gold 8-1
• Seize the Grey 15-1
• Just Steel 15-1
• Mugatu 20-1
• Uncle Heavy 20-1

So who wins the 2024 Preakness Stakes? Where does Mystik Dan finish? And how has Yu constructed her wagers?  Visit SportsLine to see Yu's picks for the Preakness Stakes , all from the Santa Anita Park-based racing insider who has hit the exacta in the Preakness Stakes the last two years, and find out. 

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