The ultimate listing presentation with Tom Ferry, Andrew Undem, and Stephanie Younger

Tom Ferry, Andrew Undem and Stephanie Younger discuss how agents can prepare for listing appointments, answer informed sellers, and win their trust.

Tom Ferry in his separate one-on-one Playmakers interview with Andrew Flachner

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 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

  • 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

  1. 00:00Intro
  2. 01:10Meet the Panel: Tom Ferry, Stephanie Younger & Andrew Undem
  3. 04:40Before the Doorbell: Getting Your State Right (Tom Ferry)
  4. 07:20Stephanie's 5-Page Seller Intake Questionnaire
  5. 12:48Feed Your Presentation to Claude: Tom's AI Prompt
  6. 14:58Reputation or Preparation, Ideally Both
  7. 15:59The First 15 Minutes: Host Gifts, Dogs & Shoes
  8. 19:23Tour or Strategize? Why Asking the Questions Means Control
  9. 25:56Stephanie’s 3-Step Listing Presentation
  10. 27:08Internal vs. External Decision Makers
  11. 30:02"You're Meeting With Five Agents?"
  12. 32:47The Kitchen Table: Sell the Process, Not a Presentation
  13. 39:49Multiple Options: Opendoor's Cash Now, More Later
  14. 43:09Winning the Listing Without a Hard Close
  15. 47:53"That's Not a Problem": Handling the Fee Objection
  16. 49:59How to Get Great: 200 Appointments & Role Play
  17. 54:17Outro
Ultimate Listing Presentation PlaybookStephanie Youngers Seller Lead QuestionnaireTom Ferry Agent Training

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