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We break down the ten key moments that win listings, showing how structured conversations and intentional actions turn presentations into signed agreements.
• confirm the appointment properly by understanding referral source, motivation, and whether the owner is pre-sold or price-checking
• send a digital introduction or pre-listing kit to set the agenda and frame the in-home conversation
• use vendor involvement on the tour by asking questions that reveal emotional and hidden value
• present a clear selling and rollout plan to demonstrate strategy, not just service
• ask clear, direct questions to uncover motivation, timing, and decision drivers
• discuss property presentation sensitively, shifting the home from “live mode” to “sell mode”
• explain staged marketing to show how each campaign builds toward the best result
• showcase the property professionally through digital inspections, buyer booklets, and asset protection
• overcome objections and lead confidently into paperwork using the quote pad close
• follow up with a full professional proposal and executive summary if not signed on the spot
A practical guide to mastering the critical moments of a listing presentation, creating clarity, building trust, and increasing conversion through structure, confidence, and intentional communication.
Hosted by Lee Woodward Training Systems
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