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The Ultimate Listing Presentation (w/ Tom Ferry, Undem, Younger)
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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: https://bit.ly/4w7FJLx
Stephanie Younger's Seller Lead Questionnaire: https://bit.ly/3SBt6JZ
Tom Ferry Agent Training: https://bit.ly/4gxko9x
Book a RealScout Demo: https://bit.ly/3Sn0dBk
🔥 Subscribe to the podcast: • Apple Podcasts: https://apple.co/459lPWc • Spotify: https://open.spotify.com/show/1iTCsUWhBGEI1y0lXrxYM3?si=f1216c3a30bc4b37
Connect with Andrew Flachner on Social: 🔗 Instagram: https://www.instagram.com/aflachner/ 🔗 LinkedIn: https://www.linkedin.com/in/andrewflachner/
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: https://bit.ly/4w7FJLx
Stephanie Younger's Seller Lead Questionnaire: https://bit.ly/3SBt6JZ
Tom Ferry Agent Training: https://bit.ly/4gxko9x
Book a RealScout Demo: https://bit.ly/3Sn0dBk
🔥 Subscribe to the podcast: • Apple Podcasts: https://apple.co/459lPWc • Spotify: https://open.spotify.com/show/1iTCsUWhBGEI1y0lXrxYM3?si=f1216c3a30bc4b37
Connect with Andrew Flachner on Social: 🔗 Instagram: https://www.instagram.com/aflachner/ 🔗 LinkedIn: https://www.linkedin.com/in/andrewflachner/
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