What should a real estate agent’s listing presentation include in NZ?

What Is a Listing Presentation and What Should It Include?
The listing presentation is the agent’s pitch for your business.
Here is what a quality presentation looks like and what red flags to watch for.

What a listing presentation is
A listing presentation is a meeting (typically conducted at the property) where a real estate agent presents their case for why you should appoint them to sell your property. It typically covers their assessment of your property’s market value, their recommended sale strategy and method, their proposed marketing plan, their commission and fee structure, and their track record and credentials.

What a quality listing presentation includes:

A written, evidence-based market appraisal
The appraisal should cite specific comparable sales: similar properties in your suburb or comparable areas, sold within the last six months, with sale prices, days on market, and key characteristics noted. The agent should be able to explain why your property is comparable to or differentiated from each example.

A method of sale recommendation with rationale
The agent should recommend a specific method of sale (auction, tender, price by negotiation) and explain specifically why that method suits your property in the current market conditions. A generic ‘we recommend auction for everything’ answer is a weaker presentation than a market-specific rationale.

A written marketing proposal
The marketing plan should specify: which platforms, what photography standard, whether a floor plan and 3D virtual tour will be included, the open home schedule, whether the property will be promoted on social media, and the total marketing cost and who pays it.

Their recent local results
A credible listing presentation includes a list of recent sales in your area with prices and outcomes. This is the agent’s proof of competence, not just their promise of it.

Red flags in listing presentations
Be alert to: an agent who gives a price opinion higher than comparable evidence supports (they may be ‘buying the listing’); an agent who rushes through the presentation without listening to your priorities and questions; vague or generic marketing plans without specifics; and pressure to sign the listing agreement on the day of the presentation.

​Take time to compare multiple agents before committing.

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Paul Sumich is a Whangarei-based real estate professional with local Northland expertise. Find more at paulsumich.co.nz/blog