What is a listing presentation?

The meeting where you ask a seller to list their home with you. You ask about their move, walk the home, talk about price and your fee, and ask for the listing.

What should a listing presentation include?

The seller's reasons and timing, recent sales nearby, a price range, how you'll market the home and keep them updated, your fee and the agreement, and a clear ask at the end. The outline has all six, in order.

How long should a listing presentation take?

About 50 minutes at the table. The outline gives each part its minutes, so the price talk doesn't eat the ask.

No. Three recent sales on one printed page and the outline in front of you are enough. If you like slides, keep the order and use them for the sales.

What do I do when the seller says they'll think about it?

Ask what the one thing is they want to think over, and agree the day you'll call with an answer. Then call on that day. The follow-up is at the bottom of the outline.

Is the commission negotiable in Singapore?

Yes. CEA tells sellers that "Commissions are not fixed, and you are free to negotiate the amount or rate", and to put the agreed rate in one of its Prescribed Estate Agency Agreements.

Where does the listing appointment fit in my year?

Count how many listing appointments your income goal needs, and plan the week around booking them. The real estate business plan template works it out.

Is the template free?

Yes. Print it, copy it or download it. There's no sign-up and no form to fill in.

ActivityTracker

Free template for real estate and property agents

Listing presentation template: what to ask, what to show, and what to send when they say they'll think about it

A one-page outline for the listing appointment: the questions to ask first, the price talk, the fee talk and how to ask for the listing, with the follow-up for the week after. Print it, copy it or download it for Word. Free, no sign-up.

Search for a listing presentation and you'll find slide decks. The seller at the kitchen table wants something else: to be asked about their move, to see sales they can check for themselves, and to know what you'll do each week. This outline runs about 50 minutes in that order and ends with you asking for the listing. When they say they'll think about it, the follow-up is on the same page, with the day you'll call.

The listing appointment on one page, in the order you'll talk

Download for Word

Listing appointment: [seller's name], [property address]

Date: ______ Time: ______ Agent: [your name and number]

Before you go

Why they're moving, and by when: ____________

Three recent sales nearby, with prices and dates: ____________

Who decides, and whether they'll all be at the table: ____________

At the table

1. Ask first (10 minutes). Why sell now? Where are you moving, and by when? What will you miss about this place? Who else have you spoken to?

2. Walk the home (10 minutes). Note what buyers will like and what they'll ask about. Ask what's been fixed or changed since they bought.

3. Price (10 minutes). Show the three sales and where this home sits against each. Give a range, not one number, and say when you'd look at it again.

4. How you'll sell it (10 minutes). Photos, the listing, the viewings: who does what, and by when. The day each week they'll hear from you.

5. Your fee and the agreement (5 minutes). What the fee pays for, how long the agreement runs, and the clauses you'll read through together.

6. Ask for the listing (5 minutes). "Is there anything stopping us from going ahead today?" If there is, write it down and answer it.

What sellers say, and what to say back

"Another agent said it's worth more.": "They might find that buyer. Here are the three sales we can both check. Which one is your home closest to?"

"Can you lower your fee?": "What would you like me to leave out of the plan to do that?"

"We'll think about it.": "Of course. What's the one thing you want to think over? I'll call you on [day] with an answer to it."

"We'd rather wait a few months.": "That's fine. What would need to change for you to list? I'll check in on [date]."

After the appointment

The same evening: a thank-you message with the three sales and your range

Day 2: call with the answer to the one thing they wanted to think over

Day 7: call and ask for a decision

The result and the next date: ____________

Work out what the listing pays you with the real estate commission calculator

Book more listing appointments with the real estate prospecting guide

Before your listing appointment: three things to find out about the seller

Ask on the phone when you book it, so you walk in knowing.

Why they're moving, and the date they need to be gone by
The recent sales nearby they've already looked at, and what they made of them
Who else decides, so everyone is at the table when you ask

What to say when the seller wants a higher price or a lower fee

Answer with something they can check, then ask a question back.

A higher price from another agent: show the sales, and ask which one their home is closest to
A lower fee: ask what they'd like left out of the plan
"We'll think about it": ask what the one thing is, and name the day you'll call
"We'd rather wait": ask what would need to change, and put a date on it

Ask for the listing agreement before you leave the table

Ask once, plainly, at the end, then let them answer.

Say it in one line: "Is there anything stopping us from going ahead today?"
Stop talking and wait for the answer
If there's a reason, write it down, answer it and ask again
If they still want time, agree the day you'll call before you stand up

After the listing appointment: what to send, and when

Three touches in seven days, each with something new.

The same evening: thank them, with the three sales and your range in the message
Day 2: call with the answer to the question they wanted to think over
Day 7: call and ask for a decision, yes or no
Write the result and the next date on the sheet after each one

Talking about your fee in Singapore: what CEA tells sellers

The Council for Estate Agencies (CEA) tells sellers two things about the fee, in its page on engaging a property agent.

"Commissions are not fixed, and you are free to negotiate the amount or rate."
Sellers should "discuss and document the agreed commission rate using one of CEA's Prescribed Estate Agency Agreements".
CEA also tells sellers to "ask your property agent to go through the clauses in the agreement with you." Step 5 of the outline is where that happens.

Source: CEA, What to take note of when engaging a property agent (last updated 13 May 2026, read 29 September 2026).

One listing appointment, from the first question to the signed agreement

Maya Chen, a real estate agent, at the Garcias' three-bedroom house on a Tuesday evening. The names and numbers are made up.

Before: the Garcias need to move by March for a new job. Three nearby sales: $612,000, $629,000 and $641,000.
At the table: they'd hoped for $680,000. Maya showed the three sales and gave a range of $620,000 to $640,000.
The ask: "We'll think about it." The one thing: would a lower price mean a quick sale at a loss? Maya said she'd call on Thursday.
Thursday: Maya called with the numbers on what they'd paid and what they'd owe. They booked a second chat for the next Tuesday.
The next Tuesday, day 7: they signed.

10 + 10 + 10 + 10 + 5 + 5 = 50 minutes at the table. Then one message and two calls in seven days, and one signed agreement.

Keep every 'we'll think about it' on a date

The template is free. ActivityTracker, the app we make, is paid. It doesn't find sellers or list properties. It keeps the sellers you've met on your follow-up list.

Set a date and the seller's back at the top of your list when it's due
Every message, meeting and note about the seller on one page

See how property agents use it

Questions

Walk in with a plan. Leave with the next step dated.

The template is free to use. The app is paid and keeps every seller you've met on your follow-up list.

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