Winning Listing Presentations Start Before the Kitchen Table
Share
REM Mastermind's April session focused on a plain problem for agents: many have a listing presentation, but fewer have one that wins when several agents are competing for the same seller. The session was moderated by Andrew Fogliato and featured Brandon Wasser from Richmond Hill and the GTA, Tom Storey from Toronto, and Tamara Stone of the Stone Sisters in Kelowna, B.C.
The strongest point from the session is that the presentation starts before the appointment. Wasser builds three to five touchpoints before arriving. Storey uses a seller questionnaire to learn updates, timeline, and personal details. Stone sends a digital flipbook in advance and tracks whether clients open it. In each case, the agent walks in with context, not just a pitch deck.
Question
Why does pre-appointment work matter in a slower or more selective market? Sellers are often interviewing multiple agents and comparing fees, promises, and personalities. If the first real relationship begins at the kitchen table, the agent is already late.
Editor's Comment
In Greater Vancouver, the “listing presentation” that wins is increasingly the one that reduces seller uncertainty before you ever step inside—especially when owners are interviewing multiple agents and fee-shopping. A short, intentional pre-listing sequence (questionnaire, a few value-based touchpoints, and a preview of your process) signals professionalism and lets you walk in already understanding motivation, timing, and decision drivers. The other practical takeaway is to stop leading with a glossy package and start with the home and the seller’s questions. Market stats only land when they’re hyper-local and tied to the property type—absorption, months of inventory, list-to-sale ratios, and active competition in the immediate area. That’s what supports a disciplined pricing and launch plan, plus a clear “if the market doesn’t respond” adjustment path—often the real differentiator in a competitive listing room.