Producer Playbook Ep. 2: The Listing Presentation

For the second episode of Producer Playbook, we ran a listing presentation instead of talking about one. Dylan took the appointment, I played the seller, and I pushed back on purpose. Ten years in the house, a kid heading to college, wanting an acre and no basement, and a neighbor’s home that sat for seventy-eight days. I wanted to net $500,000, and I had two more agent interviews lined up, with one arriving in fifteen minutes.

You can watch the full video, or skip to the topics that interest you most using the timestamps below:

00:00 — Episode Two Setup

01:01 — Who Gets In

02:07 — The Seller’s Situation

05:06 — Market Reality Check

06:23 — Three Possible Outcomes

08:01 — The Three Ps

12:20 — Why Work Together

13:49 — Relocation Buyer Targeting

17:03 — The Basement Conversation

19:06 — Pricing The Property

26:40 — Who Gets Inquiries

35:29 — The Mega Open House

39:39 — The Commission Question

42:00 — Getting To Net

48:38 — Closing The Deal

49:54 — Group Debrief

One last thing from the debrief. Sellers respond to directness, and I’ve been hired more than once because of it. The distinction is blunt with tact, which means guiding a seller to see the difference between what you do and what the next agent does, not telling them the next agent stinks. None of these tools matter if you can’t articulate them well enough that the seller feels good about what they’re hearing, and that comes from reps, not slides.

If you want help building your presentation or working the scripts until this comes out automatically, come Wednesday or reach out directly. Email me at john@jbolos.com or visit thejohnbolos.com, and take a look at the support we’ve built around our agents. I’d rather run the role play with you here than have you learn it in someone’s living room.