Whether you are an experienced Agent or brand new, this training session will help you learn how to effectively get listings. In this presentation made for real estate agents in Ontario, we will walk through the entire Home Listing process. We cover the following: Pre-Listing Questions. Prepare a winning Pre-Listing Package. Make an Impactful First Impression. Winning Listing Presentation. Post-Listing Communication. The 24/7/30 Rule. This slide was prepared for REMAX realty one inc. by Zarifa Bahran and Moe Peyawary, who specialize in real estate in Ontario and service the real estate needs of Mississauga, Milton and Oakville.

1. How to
Get
Listings
"You must list to exist in Real Estate"
~ Unknown

2. Pre-
Listing
Questions
"Selling is not telling,
it's asking the right
questions"
~ Unknown
/03
Listing Presentation | 2021

3. /04
Pre-Listing Questions
In order to gain the lead's confidence, you must display competence
by asking the right question to better understand their needs.
Email address,
Phone Number,
Address being listed,
Best time to contact and a Prefer method,
How did you hear about us.
Main details about the property.
1. Ask your future client for:
2. What would you say are the best features of
this property?
3. Have you done any upgrades to the property?
4. When would you like this move to happen?
5. Will you be staying in the area or moving
away? If away? Where?
6. Is there anyone else involved in the sale of
this property? if not, Will the other person be
present during the listing presentation?
7. How long have you lived in this property?
8. Do you have an idea of what your home will
sell for?
9. How did you arrive at that number?
10. On a scale of 1 to 10, how motivated are you
to sell your home?
Listing
Presentation
|
2021

4. /05
11. Have you done any other Market Evaluations? Are you planning on? Do you plan on
interviewing other agents?
GREAT!! The reason I ask is because we would like to be last. That way you can see all the different
marketing strategies other companies have and compare with ours. Would that be ok?
(If yes) I would like you to make a promise to me. We are going to put a lot of time and effort in
getting ready for our appointment, please do me a favor and don’t list your home with anyone until
you’ve heard what we have to offer that no one else can, is that okay?
Mr. Seller, one last question. If everything sounds good and the price is acceptable, will you be ready
to put your home on the market when we come out on ______________ at _______________?
Pre-Listing Questions
Listing
Presentation
|
2021

5. What's the point of
doing a Pre-Listing
Package?
/06
Prepare a
winning
Pre-Listing
Package.
Listing Presentation | 2021

6. You like to do research before
you buy a product or service so
why not help out your future
client by providing them with
that research.
/07
Listing Presentation | 2021

7. /08
Prepare a Winning Pre-Listing Package:
Your biography
Testimonials from your clients
Information about your brokerage
A complete marketing plan
Affiliations and distribution channels
Samples of your digital & print marketing materials
Market statistics
What to include in a Pre-Listing
Package
A list of questions every seller should ask
their Realtor
Introduction to any additional services.
USP Unique Selling Proposition
Get your property ready for the market Guide
Customize your Pre-Listing package for each
seller that you meet with. This is a great way
to demonstrate the value of working with a
proactive real estate agent.
Listing Presentation | 2021

8. Sample Pre-Listing Package
/09
Listing
Presentation
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2021

9. /10
Pre-Listing Package, breakdown:
Ease your potential clients into the packet with a brief introduction. You can mention your brokerage,
experience in real estate, personal values and mission statement in this section. Keep it professional,
but feel free to add some personal information so that it has a relatable and warm tone.
Biography
It's not a secret, we all buy off the influence of others. Let you future client sample what it would be
like to work with you by having others share their experience with you.
Testimonials from you client
Winners attract winners and this is your opportunity to showcase the people you surround yourself
with. By highlighting what your brokerage does and how many other agents you work with it will put
confidence in your clients by showing them that you have the support of your office and collogues.
Information about your Brokerage
Listing
Presentation
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2021

10. /11
Pre-Listing Package, breakdown:
As clients schedule consultations, they are actively looking for what sets agents apart. 30 point, 50 pint or 100
point marketing strategy, what ever it is make sure to outline your unique approach in a creative manner and
showcase how it will get the job done.
A complete Marketing Plan
This is where you will highlight your network. If you're a part of the local Chamber of Commerce or an exclusive
club, this is the time to mention it and give a brief description of it and how it will help in your marketing efforts.
Affiliations and Distribution Channels
Winners attract winners and this is your opportunity to showcase the people you surround yourself with. By
highlighting what your brokerage does and how many other agents you work with it will put confidence in your
clients by showing them that you have the support of your office and colleagues.
Examples of your digital and print marketing materials
Listing Presentation | 2021

11. We have all seen this and when we say "a list of questions" we don't mean the generic questions that make you
look good. Have a list of questions that are out of the box. Your clients will appreciate you more and this will
demonstrate competence and value.
/12
Pre-Listing Package, breakdown:
Including statistics about the local market shows initiative and professionalism in a pre-listing packet. In addition
to educating sellers about the climate of their local market, you’ll win their trust by backing your opinions with
data and statistics. Alternatively, you can save this portion for your actual CMA.
Market statistics
A list of questions every seller should ask their Realtor
Do you offer staging, cleaning, moving services.....anything that will help highlight your services should be
mentioned here.
Introduction to any additional services
Listing Presentation | 2021

12. /13
Pre-Listing Package, breakdown:
Explanation of the Forms
Summary of the Listing Process
Commission Breakdown and Explanation
Different Marketing Packages.....and so on!
Anything else that can differentiate you and help the seller get ready to
market their property
Include a personalized letter with the clients names and sign it.
What else can you think of?
Customize your Pre-Listing package for each seller that you meet with.
This is a great way to demonstrate the value of working with a proactive
real estate agent.
Listing Presentation | 2021

13. "You never get a second
chance to make a great
first impression"
- Andrew Grant
/14
Make an
Impactful
First
Impression.
Listing Presentation | 2021

14. Formed in 1/300th. of a second.
10,000 cues are unconciously picked up in a minute.
A bad first impression takes up to 6 months to change.
Voice shows emotion in 600th. of a second.
It takes 4 minutes to make a lasting impression.
First Impressions are a part of Basic Survival Intinct and with age
we learn to rely on it more.
/15
Make an Impactful First Impression
Some hard truths about first impressions.
7% from what we actually say.
38% comes from the quality of your voice, Grammar and Confidence.
55% the way you dress, act and walk.
What impacts first impressions?

15. /16
Make an Impactful First Impression
Dress the way you want to be addressed, it's crucial to dress appropriate to your audience.
Be punctual. Arrive for your appointment early, take a few minutes to prepare mentally, physically and
emotionally before walking in.
Have a winning smile. There's nothing like a smile to create a great first impression. It signals warmth and makes
you approachable.
Be open and confident. Your body language speaks louder than your words. Use it appropriately to project
confidence and self-assurance. Be aware of your nervous habits and keep them in check.
Be positive. Attitudes are contagious, is yours worth catching?
Be courteous and attentive.
Make you listing presentation more of a listening presentation. Listen more and speak less. Have your questions
ready and listen carefully. Use small talk appropriately.
Be yourself. Making a good impression mean you need to "fit in", to some degree. It doesn't mean losing
yourself completly or pretending to be something you're not. Be authentic!
First Impressions Matters during the listing Presentation

16. /17
Winning
Listing
Presentation
Business
Goals
|
2021
Research all details that relevant to the property:
1.
- Comparable based on type.
- Comparable based on location.
- Comparable based on unique features.
- Neighborhood Trends.
- Future Development plans and it's impact.
- Title, Tax and property history.
- Neighborhood Demographic and Potential Buyer Profile.
2. Cold hard facts
- Help your client understand exactly what's happening in the market by clarifying any
misconceptions or misinformation.
- If your client has unrealistic expectations, you MUST address them immediately and be
prepared to walk away from the listing.
- DON'T OVER PROMISE! Only commit to what you can realistically provide for your client
3. Ask the right questions and listen attentively, questions such as:
- What upgrades have you done to the property and let them show it to you.
- If you stay here for another 5 years, what changes would you make to the home and why?
- What compelled you to buy this home over the others you saw when you were buying?
- How was your experience with your last agent and what are your expectations of me?
- What plan do you have in place incase the home doesn't sell?
4. Use Value-Giving Approach instead of Self-Boasting Approach. Make the appointment
about your client and how you can serve them, not about your accomplishments.
5. Ask for the order, identify the next step before leaving.

17. /18
Business
Goals
|
2021
"I have a simple philosophy: I
follow up as many times as
necessary until I get a response.
I don't care what the response
is as long as I get one. "
~ Steli Efti
Founder & CEO Close.,
TOPDOX

18. /19
Post-Listing
Communication.
Business Goals | 2021
48% OF SALES PEOPLE NEVER FOLLOW UP WITH A PROSPECT
25% OF SALES PEOPLE MAKE A SECOND CONTACT AND STOP
12% OF SALES PEOPLE ONLY MAKE THREE CONTACTS AND STOP ONLY
10% OF SALES PEOPLE MAKE MORE THAN THREE CONTACTS
2% OF SALES ARE MADE ON THE FIRST CONTACT
3% OF SALES ARE MADE ON THE SECOND CONTACT
5% OF SALES ARE MADE ON THE THIRD CONTACT
10% OF SALES ARE MADE ON THE FOURTH CONTACT
80% OF SALES ARE MADE ON THE FIFTH TO TWELFTH CONTACT
Follow Up Until They Sell or Tell you to Go to Hell
Where are you?

19. /20
Post-Listing
Communication.
Business Goals | 2021
Following up in our preferred communication method not the client's. That's why it's
important to identify it at the start.
Following up during the wrong times and days. It's important to check with the clients or test
out different times and days until you reach them.
Waiting too long before following up. Follow up upon agreed time, if you don't have an agreed
time, use the 24/7/30 Rule:
- Within 24 hours after the meeting, Send out an email, thank them for their time and mention
something memorable you discussed during the presentation.
- Within 7 days give them a call or text (depending on their preferred method), ask
for feedback and the next step.
- Within 30 days connect with them through social media, add them to your mailing
and emailing list.
Common Follow up Mistake

20. /21
Thank
you!
Questions?...
Business
Goals
|
2021
The following members of Moe Peyawary Real Estate Team
made significant contributions to this report:
Moe Peyawary | Founder
Zarifa Bahran | Co-Founder
The Moe Peyawary Real Estate Team at RE/MAX Realty One Inc. located at
50 Burnhamthorpe Rd W, Mississauga, ON, L5B 3C2.