The Ultimate Listing Presentation (w/ Tom Ferry, Undem, Younger)

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 presentationAndrew's split between qualitative and quantitative prep — and the line he repeats on the drive overTom's prompt for feeding your full presentation to Claude or ChatGPT for instant coachingInternal vs. external decision makers, and how to spot which seller you're sitting withWhy walking sellers through a clear process removes objections before they come upThe exact "That's not a problem" script for fee pushbackHow Opendoor's Cash Now, More Later changes the one-solution listing pitchChapters:00:00 Intro01:10 Meet the Panel: Tom Ferry, Stephanie Younger & Andrew Undem04:40 Before the Doorbell: Getting Your State Right (Tom Ferry)07:20 Stephanie's 5-Page Seller Intake Questionnaire12:48 Feed Your Presentation to Claude: Tom's AI Prompt14:58 Reputation or Preparation, Ideally Both15:59 The First 15 Minutes: Host Gifts, Dogs & Shoes19:23 Tour or Strategize? Why Asking the Questions Means Control25:56 Stephanie’s 3-Step Listing Presentation27:08 Internal vs. External Decision Makers30:02 "You're Meeting With Five Agents?"32:47 The Kitchen Table: Sell the Process, Not a Presentation39:49 Multiple Options: Opendoor's Cash Now, More Later43:09 Winning the Listing Without a Hard Close47:53 "That's Not a Problem": Handling the Fee Objection49:59 How to Get Great: 200 Appointments & Role Play54:17 OutroShow Notes:Ultimate Listing Presentation PlaybookStephanie Youngers Seller Lead Questionnaire Tom Ferry Agent TrainingBook a RealScout Demo🔥 Subscribe to the podcast: • Apple Podcasts: https://apple.co/459lPWc • Spotify: https://open.spotify.com/show/1iTCsUWhBGEI1y0lXrxYM3?si=f1216c3a30bc4b37Connect with Andrew Flachner on Social: 🔗 Instagram: https://www.instagram.com/aflachner/ 🔗 LinkedIn: https://www.linkedin.com/in/andrewflachner/