The *secret* to winning listing presentations

Services for Real Estate Pros with PipelineDeals 12345

There's a million and one ideas out there on how to win more listing presentations...

We are told we need the "must-have" materials to give to our clients.  We're told we have to memorize and internalize numerous scripts on how to get the appointment, ask questions, and close to ensure you get them to sign on that dotted line or we don't have a chance.  But when was the last time someone told us that non-verbal communication was the key to making powerful connections and winning the trust and business of our future sellers?


How important is non-verbal communication according to the research? 

A 1970 study conducted by Dr. Ray Birdwhistle at the University of Pennsylvania concluded that 93% of our communication transpires non-verbally and unconsciously. 55% of our communication is our physiology or body language, 38% is tonality or HOW we say our words, and only 7% is the content or words we choose to speak.


So, how do we improve our non-verbal communication style and make it actionable? 


According to Cindy Stockhaus, an innovative and very successful listing agent from Jarvis Realty Group, Indiana, there are four keys to creating a personal connection.


The Art of Creating a Personal Connection

Cindy explains the following points in this quick video clip as well as how she adapts this during a listing presenation.

  1. Mirror and Match: Match your voice, your cadence of speech, your body language to your client.  This will put them at ease and make them feel more connected to you.
  2. Listen:  Hear what your client is truly saying and respond accordingly, rather than thinking about what you're going to say next.
  3. Build Commonality: As you have them give you a tour of their home, try to create a common bond by finding shared interests based on decorating style, pictures and passions. (Think sports, travel, kids, fashion, etc).
  4. Be Genuine: Bring yourself to the table.  People can tell if you're faking it... and they want to do business with YOU-- not who you think they want to do business with. 


This is just a small portion of our webinar where we highlighted Cindy Stockhaus and her winning listing presentations.  To watch the entire webinar and see how she prepares for listing presentations, what she brings on her appointments, how she handles objections, and hear her secrets to how she sets herself apart from the competition (or even just skim the class notes), click here!


Enjoy and go get those listings!!!



Re-Blogged 1 time:

Re-Blogged By Re-Blogged At
  1. Praful Thakkar 11/01/2016 04:51 AM
Real Estate Best Practices
listing presentations
market leader
shannon shimabukuro

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Kathy Smiley
Rodeo Realty ~ Fine Estates Westlake Village - Westlake Village, CA
Westlake Village, CA - "Making YOU Smile!"

Mirror and matching starts with LISTENING! If you're thinking about your own problems, or the fact you may have competition with landing this one, or you are too into your own issues, you will MISS the tone and tempo you need to be in synch with. I've made that mistake with my own energy and enthusiasm in the past!

Jul 24, 2014 03:56 AM #4
Adrian Willanger
206 909-7536 - Seattle, WA
Profit from my two decades of experience

Really good stuff, listening and being yourself are excellent tips.

Jul 24, 2014 03:56 AM #5
Denise Hamlin, Broker/Owner
Cardinal Realty ~ 319-400-0268 - Iowa City, IA
Helping Happy Clients Make Smart Choices

Interesting post with some good pointers.  Only 7% of communication is the actual content of what we say, that's quite the eye opener. 

Jul 24, 2014 04:57 AM #6
Nick Vandekar, 610-203-4543
Long & Foster Real Estate Inc 610-225-7400 - Devon, PA
Tredyffrin Easttown Realtor, Philly Main Line

As much as we need to listen, obviously, the client does not need to as they are forming their opinion based on other information. Interesting.

Jul 24, 2014 05:34 AM #7
Mark Don McInnes, Sandpoint
Sandpoint, ID
North Idaho Real Estate - 208-255.6227

Listing presentations do have an over full spectrum of does and don't s thrown our way constantly.  I believe it is what we are comfortable applying along with being ourselves.

Jul 24, 2014 08:07 AM #9
Karen Feltman
Cedar Rapids/Iowa City, IA KW Legacy Group - Cedar Rapids, IA
Relocation Specialist in Cedar Rapids, Iowa

It is always been basic.  When we listen, we understand better.  When we understand, we ask the right questions, etc.  We are trusted advisors and will reap the benefit of continued trust and referral business.  Quite simple really.  I can always improve on my listing presentation.  I am always in competition and I rarely lose, but when I do, I want to try to make sure that I keep improving and talking about things that are important to the client.  It isn't about me, it is about what I can do to get them where they are going.  Thank you for the post.

Jul 24, 2014 09:06 AM #10
Olga Simoncelli
Veritas Prime, LLC dba Veritas Prime Real Estate - New Fairfield, CT
CONSULTANT, Real Estate Services & Risk Management

All great points, but it's all literally academic until after you get some experience under your belt. Then you can sound more genuine rather than scripted.

Jul 24, 2014 10:19 AM #11
Andrew Mooers | 207.532.6573
Northern Maine Real Estate-Aroostook County Broker

The passion for what you do, the expertise you exude or don't wins or loses the day. Arms crossed, slouching, not looking someone straight in the eye or truely listening all make the connection weak. Or not at all. Biggest purchase, sale a person ever makes, do they trust you are the one that can navigate to the closing? Do you seem to know what you are talking about? Do you chart bullet point down through a long take a nap on the other end of the signal? As if they have nothing to do with the two way back and forth?

Jul 24, 2014 10:15 PM #12
Amanda Christiansen
Christiansen Group Realty (260)704-0843 - Fort Wayne, IN
Christiansen Group Realty

I love your thoughts here.  It's not about what we say, but how we say it and how we hold ourselves.  Good stuff!  

Jul 24, 2014 11:16 PM #13
Nina Hollander
Coldwell Banker Realty - Charlotte, NC
Your Charlotte/Ballantyne/Waxhaw/Fort Mill Realtor

Obviously, nothing many of us haven't heard before.... and yet it always bears repeating! I've always found listening and being genuine work great. Sometimes you don't have much in common with the sellers, but that's ok so long as you are genuine, honest, and they feel you understand where they are coming from.

Jul 24, 2014 11:43 PM #14
IRMA Beltran
Century 21 M & M and Associates-Turlock homes Real Estate - Turlock, CA
Your Real Estate Agent 4 Life Always there 4 You!

Very good points, I agree it's all about how we say things.

Have a Blessed Day!!!

Jul 25, 2014 03:13 AM #15
Tammie White, Broker
Franklin Homes Realty LLC - Franklin, TN
Franklin TN Homes for Sale

Shannon, you always provide us with useful information to improve our business. Thank you for all you do.

Jul 25, 2014 04:27 AM #16
Kathleen Vetrano
RE/MAX Gateway - Falls Church, VA
Helping YOU Achieve YOUR Dreams

Oh yes....most communication is non verbal.  Great featured post.

Jul 26, 2014 05:05 AM #17
Kevin J. May
Florida Supreme Realty - Hobe Sound, FL
Serving the Treasure & Paradise Coasts of Florida

University of Pennsylvania, great school!  Dr. Ray Birdwhistell, if you want to get down to the nuts & bolts of man, ask an anthropologist.  He was a great one.

Jul 26, 2014 07:22 AM #18
Chandler Real Estate Liz Harris, MBA
Liz Harris Realty - Chandler, AZ

Fantastic blog post today, thanks for contributing to the Active Rain community, look forward to the next one!

Jul 31, 2014 02:01 PM #19
Donna Foerster
HomeSmart Realty Group - Parker, CO
Metro Denver Real Estate Assistant

Great post Shannon. The 4 items that you mentioned seem like they should happen naturally, but often times they do not.

Aug 01, 2014 11:53 AM #20
Les & Sarah Oswald
Realty One Group - Eastvale, CA
Broker, Realtor and Investor


All great points we should consider in order to have a winning listing presentation. Listening to our clients is so very important in all our real estate transactions.

Aug 01, 2014 03:11 PM #21
Christy Couch, REALTOR®
BloomTree Realty - Prescott, AZ
BloomTree Realty "Expanding What's Possible"

That was a totally awesome presentation from Cindy Stockhaus. I learned so much more and I am going to use her methods. Thank you for sharing.

Aug 29, 2014 09:57 AM #22
Tammy Adams ~ Realtor / Podcaster
Maricopa Real Estate Co - Maricopa, AZ
A Maricopa Agent who Works, Lives & Loves Maricopa

Potential clients are turned on or off within minutes of meeting us if they feel we only want to speak and not listen to their needs. 

Sep 03, 2014 04:11 PM #23
Sybil Campbell
Long and Foster REALTORS® 5234 Monticello Ave Williamsburg, Virginia - Williamsburg, VA
REALTOR® ABR, SFR, SRES Williamsburg, Virginia

Shannon Shimabukuro, this was a great blog, I didn't see it until it was reblogged by Praful

Nov 01, 2016 11:22 AM #24
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Shannon Shimabukuro

Smart Selling Made Simple for Brokers
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