How To Prepare for a Listing Presentation in 2025

By Greg Smith

Greg Smith has called Colorado home since 1986, when he came to attend the University of Colorado. After selling a successful marketing company and earning a graduate degree in information systems, Greg joined RE/MAX Alliance in 1998, where he quickly became Managing Broker and later co-owner of the Boulder Valley office.

Sellers today are facing a more challenging housing market, and that means your listing presentation needs to go beyond surface-level information. At a recent mastermind, we talked about what it takes to earn a seller’s trust and secure the listing in this type of environment. If your approach still centers on basic comps and general marketing promises, it’s time to rethink your strategy. Here’s where to start:

Know your numbers. Traditional Comparative Marketing Analysis (CMA) focuses on what has already been sold, but that does not give sellers a complete picture. I always include data on current active listings and homes under contract. This shows where the seller’s property stands in the eyes of buyers today.

I also recommend having sellers preview competing homes so they can see what else is available at their price point. It helps them understand the market from the buyer’s perspective and leads to better decisions on pricing and preparation.

Stand out with marketing. Many agents say they use professional photos and online marketing, but very few explain the strategy behind it. I walk sellers through how I use two MLS platforms to reach different buyer pools. I list in one MLS first to trigger exposure on major portals, then list in the second MLS a week or two later to refresh the home’s visibility.

I also use different photography sets based on where the house will be featured. What works best on Zillow may not perform the same on Instagram or Facebook. Each piece of the plan is tailored to the platform and designed to get results.

Lead with confidence. Confidence is one of the most important elements in any listing presentation. Not arrogance, but certainty. You need to be able to explain your process clearly and show why your approach works. Sellers want someone who understands the market and has a plan.

That means knowing your numbers, defining your marketing choices, and setting expectations with clarity. When you do that well, it builds trust and positions you as the right agent for the job.

The housing market has become more competitive, and sellers are expecting agents to bring more to the table. With the proper preparation and a clear plan, you can stand out and earn their trust. If you need help reviewing market data or want to fine-tune your listing strategy, feel free to call or text me at 303-442-3180 or email me at greg@boulderhomesource.com. I’m here to support you with the tools and insights you need to win more listings.