The Ultimate Listing Presentation (w/ Tom Ferry, Undem, Younger)

If you've ever watched a great agent work, it feels like much of the outcome is determined even before they ever walk through the front door.

So, Tom, let's start with you.

What are you seeing from your coaching clients or what have you learned over the years in terms of what is the best way to prepare for an appointment, maybe with a pre-appointment phone call?

What if I told you that the same thing that I see working with Steph, who's a personal client, a dear friend, Andrew's the same, Timmy Smith, who's one of the best listing agents I probably ever witnessed.

It's the same exact thing that I see when I am working with one of my presenters, Andrew, when I say to them, whether you're presenting to two people, 200 people or 2000 people, there's a couple of things you have to do if you really want to be effective.

And the number one thing is you've got to get your state, your personal state at a level of comfort that when you walk in, there is nothing except for the people you're talking to next.

And, you know, I've been presenting for call it 30 plus years.

I've done, you know, sub 4000 talks in my life.

And I think every person out there watching can relate to this.

You know, when you show up to an appointment, you're running late, right? You're in your head.

You're thinking about the client that you haven't talked to.

You're thinking about the conversation you have with your spouse this morning that's still weighing on you.

And when you walk in, Andrew and I, we talk about it all the time.

How you feel on the inside radiates to the people on the outside.

And like what I know about Steph and what I know about Andrew is their ability to compartmentalize everything happening in their world.

Stop that, walk in, get present, and now go help them achieve what they want.

The hard part for everybody listening is, The listing presentation has nothing to do with you.

You're there to basically help facilitate what is important to them.

No different for me doing a one day training or a three day training or a one hour keynote.

It's not about Tom Ferry.

It's not about my track record.

It's not about how long I've been doing this.

It's can I help that person get what they want in the time frame that they desire? And if I can do that, I've got a victory and I've got a chance, Andrew, of actually winning.

Stephanie, I want to move over to you.

You graciously offered to include a link to your seller intake questionnaire in the show notes.

If you've ever watched a great agent work, it feels like much of the outcome is determined even before they ever walk through the front door.

So, Tom, let's start with you.

What are you seeing from your coaching clients or what have you learned over the years in terms of what is the best way to prepare for an appointment, maybe with a pre-appointment phone call?

What if I told you that the same thing that I see working with Steph, who's a personal client, a dear friend, Andrew's the same, Timmy Smith, who's one of the best listing agents I probably ever witnessed.

It's the same exact thing that I see when I am working with one of my presenters, Andrew, when I say to them, whether you're presenting to two people, 200 people or 2000 people, there's a couple of things you have to do if you really want to be effective.

And the number one thing is you've got to get your state, your personal state at a level of comfort that when you walk in, there is nothing except for the people you're talking to next.

And, you know, I've been presenting for call it 30 plus years.

I've done, you know, sub 4000 talks in my life.

And I think every person out there watching can relate to this.

You know, when you show up to an appointment, you're running late, right? You're in your head.

You're thinking about the client that you haven't talked to.

You're thinking about the conversation you have with your spouse this morning that's still weighing on you.

And when you walk in, Andrew and I, we talk about it all the time.

How you feel on the inside radiates to the people on the outside.

And like what I know about Steph and what I know about Andrew is their ability to compartmentalize everything happening in their world.

Stop that, walk in, get present, and now go help them achieve what they want.

The hard part for everybody listening is, The listing presentation has nothing to do with you.

You're there to basically help facilitate what is important to them.

No different for me doing a one day training or a three day training or a one hour keynote.

It's not about Tom Ferry.

It's not about my track record.

It's not about how long I've been doing this.

It's can I help that person get what they want in the time frame that they desire? And if I can do that, I've got a victory and I've got a chance, Andrew, of actually winning.

Stephanie, I want to move over to you.

You graciously offered to include a link to your seller intake questionnaire in the show notes.