I’ve always hated the phrase ‘listing presentation’ because it reinforces the idea that you present to a seller.
You shouldn’t be presenting anything. You should be asking questions to figure out their needs so you can provide the right service.
From now on, I want you to think of your listing appointments as listing conversations. Why is this important?
Because real estate agents who do listing presentations will convert, on average, 2 out of 10 listings.
While real estate agents who have listing conversations will convert at least 7 out of 10 listings.
This isn’t an industry average you can look up. It’s based on my years of studying and helping real estate agents improve their listing appointments.
This Is How You Currently Take Listings
Every agent knows the pain of losing a listing they thought they had won.
You delivered your best presentation.
You knew the market numbers cold.
Your marketing plan was solid.
The sellers seemed to love you.
Then they listed with someone else. (insert sad violin music)
What’s worse is when you ask for feedback, they can’t even explain why. They just ‘felt more comfortable’ with the other agent.
This happens because everything we’ve been taught about winning listings is actually backwards.
We’re trained to focus on what to say: scripts, presentations, objection handlers. But that’s like trying to win a chess match by memorizing moves without understanding strategy.
This is why you walk into listing appointments with:
- A presentation that feels rigid and unnatural
- Rehearsed responses that fall apart under pressure
- Surface-level confidence that evaporates when sellers push back
- A constant fear of being exposed as less experienced than you appear
And even when you win listings, it feels more like luck than skill.
The real problem isn’t your presentation skills or market knowledge. It’s that you’re trying to perform when you should be understanding.
Think about your last listing appointment.
While you were focused on delivering your presentation perfectly, you probably missed dozens of subtle signals that told you exactly:
- What the sellers were really worried about
- Why they were actually considering selling
- What would make them trust you
- When they were ready to commit (or why they were pulling back)
This is why you’re more terrified than excited about listing appointments.
My Guide To Listing Conversations
I’ve created a 60-page document called The Raw Psychology Of Winning Listings that will completely change how you approach listing appointments.
This guide shows you how to stop acting and start asking. It deep-dives into the psychology of listings in a way that is not taught by any real estate trainer or coach.
I don’t promote memorizing scripts or objection handlers. I don’t ask you to rely on Canva listing presentation templates or silly presentations.
I show you what is actually happening beneath the surface of every listing conversation. You’ll learn:
- The three unconscious questions every seller is asking (and why getting these wrong is the biggest reason why you’re losing listings)
- How to read the psychological signals sellers give in the first 15 minutes that tell you exactly how to win their trust
- Why sellers often list with the “wrong” agent (and how to ensure that’s never you)
- The real reason commission objections come up (hint: it’s not about the money)
- How to build genuine confidence that doesn’t require performance
Most importantly, you’ll learn how to walk into any listing appointment knowing exactly what to look for, what it means, and how to respond naturally and effectively.
There will be no confusion or anxiety anymore.
For example, I talk about “The Money Signal.”
This is when most agents tense up, because the sellers start asking detailed questions about commission. But this actually signals they’re mentally preparing to list with you, if you know how to read and respond to it correctly.
My guide breaks down dozens of these subtle patterns and shows you how to spot and use them to win more listings while being completely authentic. You won’t ever feel like you’re pretending.
What Makes This Different
You won’t find any scripts here. No rigid presentations. No manipulative closing techniques.
The Raw Psychology Of Winning Listings will show you how to:
- Read what’s really happening in listing conversations
- Understand how sellers actually make decisions
- Demonstrate your value in a way that makes perfect sense for each unique situation
- Build genuine confidence through real competence
- Win listings by understanding, not performing
How will this change your business?
You’ll walk into listing appointments excited to understand and help, rather than nervous about performing perfectly.
Think about what this actually means for your business.
Instead of second-guessing yourself before every appointment, you’ll walk in knowing exactly what to look for and what it means.
Instead of competing on commission or marketing plans, you’ll understand how to demonstrate value in ways that make price objections rare.
Instead of hoping your presentation will somehow fit what the seller needs, you’ll know how to read what they’re actually telling you – often before they say a word.
How This Guide Works
This isn’t a traditional real estate training manual. You won’t find scripts to memorize, slides to copy, generic objection handlers, or any one-size-fits-all presentations.
Instead, you’ll get 60 pages of deep insight into:
- What sellers are actually thinking when they interview agents
- How to spot the subtle signals that tell you exactly where you stand
- Why traditional presentations often create resistance instead of trust
- How to build genuine listing expertise that makes confidence natural
Implementation is straightforward because you’re learning to understand, not perform.
Each section builds on this understanding with specific examples, real situations, and clear guidance on how to apply these insights in your listing conversations.
The Cost Of Not Doing Anything
You can skip The Raw Psychology Of Winning Listings and continue learning the same boring listing presentation scripts and techniques from YouTube.
But every appointment you walk into without understanding the psychology behind what the sellers are thinking about is another listing opportunity where you’ll miss the crucial signals about what they really want.
You’ll continue to lose listings to agents who better understand seller psychology.
And you’ll undermine your own value by unknowingly focusing on all the wrong things.