There’s a moment in every listing presentation that most agents rush through and it’s usually the part that matters most.

I’m talking about the agreements.

The part where you walk the sellers through how this whole thing works — who does what, who represents who, and how the deal actually gets done.

Now, most agents fumble here because they try to explain it instead of showing it.

So here’s a better way to handle it — step by step.

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Start with this transition:

“Real estate is a game of agreements and power players. Let me show you how to navigate them.”

It positions you as the expert in the room. You’re not just there to list their house. You’re there to quarterback the entire transaction.

Then ask:

“Would it be OK if I show you how this all works?”

That one question shifts the power dynamic.

You’re now leading the process not just reacting to their questions.

Now lay out the 3 agreements:

Grab the actual documents and walk them through them one at a time.

1. Listing Agreement – “This is how you put me to work for you.”
2. Buyer Agency Agreement – “We’re looking for this to make sure the buyer is serious and represented. That way, we keep things clean.”
3. Purchase Agreement – “This is what the offer looks like once we’re under contract.”

Simple. Clear. No jargon.

Then you ask: “So, on those three agreements we just covered, what questions do you guys have?”

That question isn’t just about clarity. It’s about certainty. It gives them a chance to clear up anything that’s unclear — before it becomes an objection later on.

Now bring the Purchase Agreement to life.

This is where you take a sample and walk them through it like you’re filling it out together.

You can say something like:

“Let’s talk about what a win-win offer would look like to you the price, the terms, the timing. I’ll show you how we bring that to life.”

Walk through the basics:

• Their name or legal entity
• Their address
• Escrow or title company
• Closing date, contingencies, buyer financing — all the moving parts

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This is where they start seeing themselves in the contract.

That creates emotional buy-in and a deeper sense of safety.

Then ask: “Would it be helpful to have someone managing all of these timelines and contingencies on your behalf so nothing slips through the cracks?”

Of course the answer is yes.

But you didn’t tell them that.

You led them there.

If you want help implementing this, just click “HERE” and we’ll set up a game plan session. You’ll get access to the full listing presentation and the step-by-step implementation strategy we use to help agents close 90% of the appointments they take.

Cody May & Vikram Deol
:: Founders of Sheridan St.
:: Founders of The TRIS Method
:: Get Free Top Agent Power Pack
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