The listing presentation is the single highest-value hour in your business. What used to win one has changed. Sellers now arrive having run their own research through AI, holding a list of questions designed to see if you actually know your market.

This live (bonus) Playmakers session breaks down how top agents win listings now. Host Andrew Flachner, co-founder and CEO of RealScout, sits down with Tom Ferry, the number one real estate coach in the world; Stephanie Younger of the Stephanie Younger Group at Compass, a top-15 team in the country; and Andrew Undem of SURE Group, who sells roughly 500 homes a year with a team of three staff and 20 agents.

The panel maps the four moments that decide every listing appointment: before the doorbell, the first 15 minutes, the kitchen table, and winning the listing.

What you'll hear in this episode:

• Why your personal state before the doorbell matters more than your pricing deck (Tom Ferry)
• Stephanie's 5-page seller intake questionnaire and the 20-minute call that does half the presentation
• Andrew's split between qualitative and quantitative prep — and the line he repeats on the drive over
• Tom's prompt for feeding your full presentation to Claude or ChatGPT for instant coaching
• Internal vs. external decision makers, and how to spot which seller you're sitting with
• Why walking sellers through a clear process removes objections before they come up
• The exact "That's not a problem" script for fee pushback
• How Opendoor's Cash Now, More Later changes the one-solution listing pitch

Chapters:

00:00 Intro

01:10 Meet the Panel: Tom Ferry, Stephanie Younger & Andrew Undem

04:40 Before the Doorbell: Getting Your State Right (Tom Ferry)

07:20 Stephanie's 5-Page Seller Intake Questionnaire

12:48 Feed Your Presentation to Claude: Tom's AI Prompt

14:58 Reputation or Preparation, Ideally Both

15:59 The First 15 Minutes: Host Gifts, Dogs & Shoes

19:23 Tour or Strategize? Why Asking the Questions Means Control

25:56 Stephanie’s 3-Step Listing Presentation

27:08 Internal vs. External Decision Makers

30:02 "You're Meeting With Five Agents?"

32:47 The Kitchen Table: Sell the Process, Not a Presentation

39:49 Multiple Options: Opendoor's Cash Now, More Later

43:09 Winning the Listing Without a Hard Close

47:53 "That's Not a Problem": Handling the Fee Objection

49:59 How to Get Great: 200 Appointments & Role Play

54:17 Outro

Show Notes:

Ultimate Listing Presentation Playbook

Stephanie Youngers Seller Lead Questionnaire 

Tom Ferry Agent Training

Book a RealScout Demo

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Connect with Andrew Flachner on Social: 🔗 Instagram: https://www.instagram.com/aflachner/ 🔗 LinkedIn: https://www.linkedin.com/in/andrewflachner/