5 Questions First-Time Home Sellers Want Answered

Your job as an agent is not just to make the deals happen, but also to keep your clients happy and reassured throughout the process.

How can you help your clients buy their new home, while managing the stress that comes with selling their current home on the same timeline? Start things off on the right foot by focusing on these five questions about the home-selling process that sellers around the country say they wish they’d had the answers to before listing their first home, according to Trulia.

#1. How Much Is Your Home Really Worth?

While it’s tempting to tell your clients a high price in order to get the listing, your clients deserve to hear your honest opinion. Conduct a comparative market analysis prior to the listing presentation and discuss with your clients a realistic high/low price range.

#2. How Important Is Your Listing Agent?

This is where your stellar listing presentation comes in. When meeting with potential sellers, demonstrate how hiring you to handle their listing will reduce the stress and pressure that comes with selling their own home. Show them all the work that goes into successfully selling a home, from marketing to home staging to open houses and showings, and prove to them that you’re up for the challenge.

#3. Does Anyone Even Read Listing Descriptions?

According to a grammar-focused Redfin and Grammarly survey, while photos are considered more important than text in listings, “87 percent of the survey participants said that descriptions were extremely important or very important.”

Professionally, clearly written descriptions can add value to listing images and present you as someone who can get all the details right. When writing your listing descriptions, read them out loud or have someone copy edit them for you to catch avoidable errors that could drive potential clients away.

#4. What’s the Best Home Staging Tip?

Reducing the amount of furniture and personal belongings in the home is the most important home-staging tip. When walking your clients through the home-staging process, emphasize the importance of decluttering the home to increase visual appeal and make each room appear more spacious.

#5. Should I Make Plans for the Pets During Home Showings?

Pets are considered a huge turn-off for some potential homebuyers: they can leave lingering odors, trigger allergies and leave behind unsightly damage. Suggest that your clients leave their pets with a friend or family member once the house is listed and showings begin.

If your clients aren’t willing to consider that option, sit down and make a plan to either remove the pets or put them in a pet-friendly cage out of sight prior to showings.


AgentEDU® is a platform where agents at every level can come to watch 10-minute video courses for the many situations that successful agents must master. From essential to advanced level and everything in between, AgentEDU® courses help agents become top producers with increased earnings and a plan for continued growth.

AgentEDU® is an Agent Publishing brand. For nearly two decades, Agent Publishing has been committed to providing residential real estate professionals with the information and training required to build successful and meaningful careers in their local markets. Agent Publishing’s influence extends to every career stage and reaches agents across print, digital, events and online learning.

A real estate agent meets with prospective clients in a cafe

The 5 Steps of A Killer Listing Presentation

Real estate agents have a lot to prove. How do you show prospective clients you have what it takes to sell their home?

Your value to your clients (and potential clients) lies largely in your ability to handle the details of their home search, transaction and closing that they aren’t equipped to handle themselves. They need to believe in you.

If your listing presentations aren’t earning you business, to put it simply: you’re doing it wrong.

Learn How to Get it Right

Most agents will get their chance to prove their merit at the listing appointment.

And make no mistake, you will have a lot to prove: that you have the skills, market knowledge and marketing savvy to effectively market their home; that you can help them get the best price possible; and that no one else can do it better than you can.

If that seems overwhelming, know that there are actually only five basic steps you need to follow for a winning listing presentation.

But First…

Before you’re ready to set your meeting in motion and execute those five steps, there’s some groundwork to be done.

You can begin setting the tone by being the proactive party in setting up the appointment and securing important details, such as:

  • Making sure that you’re meeting with people who can actually make a buying decision
  • If you can’t meet at the client’s home, confirming that the location has everything you need to present (a table, adequate seating, privacy, a quiet atmosphere)
  • Checking in the day before you’re scheduled to meet

These items may seem like common sense, but chances are your clients are busy and distracted by work, kids, or the demands of transitioning into a new home, so they’ll appreciate an agent who can keep things on track and hit the right balance between taskmaster and adviser.

Don’t Sabotage The Process With A Bad First Impression

All this preparation feeds into the overall impression you’ll make on the client. Before they feel ready to commit to anything, they need to be certain about you.

So do your research, create an agenda for yourself and dress to impress.

In a listing presentation, your sellers are trying to get a feel for how you work and whether you’ll be the right person for the job. So you’ll need to do your homework and show that you’re invested in them as clients and understand their situation:

  • What do you know about their neighborhood?
  • What do you know about their property?
  • What are the sellers’ names, whose is on the title, and what is their financial situation?

The more information you have, the more prepared you’ll be to handle their individual needs.

Are you ready to learn the five steps of a killer listing presentation? Then check out AgentEDU’s course series called The 5 Steps of a Listing Presentation, Parts 1 and 2—which along with our other 70 courses on our platform—is available to you for one low monthly price when you sign up for the program.


AgentEDU® is a platform where agents at every level can come to watch 10-minute video courses for the many situations that successful agents must master. From essential to advanced level and everything in between, AgentEDU® courses help agents become top producers with increased earnings and a plan for continued growth.

AgentEDU® is an Agent Publishing brand. For nearly two decades, Agent Publishing has been committed to providing residential real estate professionals with the information and training required to build successful and meaningful careers in their local markets. Agent Publishing’s influence extends to every career stage and reaches agents across print, digital, events and online learning.