The Ultimate Listing Presentation (w/ Tom Ferry, Undem, Younger)
About this episode
This episode discusses the evolving strategies for winning real estate listings in a competitive market.
The listing presentation is the single highest-value hour in your business. What used to win one has changed. Sellers now arrive having run their own research through AI, holding a list of questions designed to see if you actually know your market. This live (bonus) Playmakers session breaks down how top agents win listings now. Host Andrew Flachner, co-founder and CEO of RealScout, sits down with Tom Ferry, the number one real estate coach in the world; Stephanie Younger of the Stephanie Younger Group at Compass, a top-15 team in the country; and Andrew Undem of SURE Group, who sells roughly 500 homes a year with a team of three staff and 20 agents. The panel maps the four moments that decide every listing appointment: before the doorbell, the first 15 minutes, the kitchen table, and winning the listing. What you'll hear in this episode: Why your personal state before the doorbell matters more than your pricing deck (Tom Ferry) Stephanie's 5-page seller intake questionnaire and the 20-minute call that does half the presentation Andrew's split between qualitative and quantitative prep — and the line he repeats on the drive over Tom's prompt for feeding your full presentation to…
People in this episode
Host: Andrew Flachner
Guests: Tom Ferry, Stephanie Younger, Andrew Undem
Topics covered
- listing presentation
- real estate
- sales strategies
- market knowledge
- client engagement
- objection handling
Keywords
- listing presentation
- real estate coaching
- seller engagement
- market research
- objection handling
- AI in real estate
Mentioned in this episode
Organizations: RealScout, Stephanie Younger Group, Compass, SURE Group, Opendoor
Products: Claude, ChatGPT
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