What Do Sellers Expect From a Listing Presentation in 2025?

By Alissa Gamble

Alissa Gamble is a distinguished Team Leader and Realtor with Minegar Gamble, carrying forward a proud family tradition as a third-generation realtor. Since launching her career in 2005 and establishing her team in 2009, Alissa has been committed to excellence in real estate.

What do sellers really want in a listing appointment? It’s a question every agent should be asking, because expectations have shifted, and the old script isn’t cutting it anymore. Hint: It’s not the same old script from 2019. Sellers aren’t just looking for an agent. They want a strategist, a market expert, and someone who makes them feel confident, informed, and genuinely impressed from the moment you walk through the door. With lower inventory and more agents chasing after the same listings, a mediocre pitch doesn’t just lose you a deal; it can tank your credibility and your pipeline, and lose thousands in commission and future business.

To help you create a pre-listing presentation that works in 2025, I put together a list detailing the six things that sellers want to see:

Pricing strategy. The first question sellers always ask is about price, and for good reason, since the listing price determines how the property will be positioned in the market. It is essential to note that pricing is not something an agent can fully control, as recent sales in the neighborhood, the level of competition, and buyer demand influence it. What you can do is present the data clearly and honestly, help sellers understand the range of values their property might attract, and provide a strategy for setting the most competitive price possible.

Condition of the home. The second area of focus is property condition, and this is the one element entirely within the seller’s control. A house that is clean, repaired, staged, and visually appealing will always attract more attention and higher offers. Sellers need specific guidance on what updates are worth the investment, which improvements are unnecessary, and how to prepare the property so that it stands out. Providing access to contractors, cleaners, and stagers adds even more value because it gives sellers practical resources to make the process less stressful.

Marketing and negotiation. The third priority is marketing and negotiation, which go hand in hand when it comes to maximizing the final sale price. It is not enough to put a home online and hope for interest; the goal must be to attract the right buyers who are motivated and able to pay top dollar. To achieve this, you need a marketing plan that extends beyond traditional advertising, one that utilizes multiple channels to generate exposure and leverages data to track results. I personally monitor my marketing statistics each week to stay informed about market conditions, and I incorporate that information into listing presentations to demonstrate the effectiveness of my approach in real-time. Sellers want to see numbers that prove their home will reach qualified buyers.

Avoiding common mistakes. Many agents fail to ask the more profound questions that uncover a seller’s true motivation. While earning the most money is often a priority, it is not always the only factor. Sometimes sellers are driven by timelines, lifestyle changes, or personal needs. If you only ask surface-level questions, you miss the opportunity to understand their goals fully. Take the time to go deeper, and you will build stronger trust.

The best advice. The best preparation for any listing presentation is to walk in with a complete understanding of the market, a clear plan to educate the seller, and the willingness to recommend what is in their best interest, even if that means advising them not to sell immediately. When you combine accurate pricing guidance, a focus on property condition, and a strong marketing and negotiation strategy with thoughtful questioning, you provide sellers with the confidence that you are the right person to guide them through the process.

If you want to win more listings, then you need to be prepared to show them what a modern listing presentation actually looks like. Arm yourself with the data, marketing tools, and training that you need to move confidently. Most importantly, you need a reliable team that will provide ample support, access to tools, and training. I can help you with that. If you’re interested, please feel free to reach out to me at 208-509-7868 or email me at answers@minegargamble.com. I’ll help you build a strategy that focuses on what matters.