A listing appointment is your opportunity to build trust, position yourself as the expert, and set clear expectations with the seller. Too often, agents rely on generic presentations that focus on their own achievements instead of addressing the real issues sellers need to understand. If you want to stand out, make sure you cover three critical topics in every listing appointment: supply and demand, product placement, and buyer behaviour.

1. Supply and Demand

The property market is not static - it shifts based on economic conditions, interest rates, and local inventory levels. Sellers need to understand where their property sits in the current cycle.

High demand + low supply means competition between buyers, often resulting in faster sales and stronger offers.

Low demand + high supply puts buyers in control, requiring more realistic pricing and creative marketing.

Explaining these dynamics helps sellers see why their home may not achieve the same results as their neighbour’s did six months ago. It sets a foundation for realistic pricing discussions and demonstrates that you are in touch with the market.

2. Product Placement

Once sellers understand the market conditions, the next step is showing them how their property will compete. Think of the home as a “product” and the marketplace as a showroom. To stand out, the property must be positioned correctly. This involves:

• Accurate pricing (not overpricing, which only helps sell other homes).
• Presentation (staging, repairs, decluttering, professional photos).
• Marketing strategy (where and how it’s showcased).

When sellers see their property through the lens of product placement, they are more likely to commit to preparing it properly before hitting the market.

3. Buyer Behaviour

Finally, sellers must understand the mindset of modern buyers. With access to endless information online, today’s buyers are educated, data-driven, and quick to dismiss properties that don’t tick the right boxes. They compare homes by price, features, and value. They also expect speed—instant responses, online tours, and clear information.

If sellers don’t adapt to this reality—by pricing correctly, presenting well, and being flexible—they risk losing buyers to competing properties. When you explain buyer behaviour clearly, you help sellers align their expectations with the people who matter most: the buyers.

Bringing It All Together

By covering supply and demand, product placement, and buyer behaviour, you shift the listing conversation from “here’s what I can do” to “here’s how the market works and how we’ll succeed within it.” Sellers walk away informed, confident, and far more likely to trust your guidance throughout the sales process.

Use an experienced attorney

At VDM Attorneys, we partner with trusted estate agents to guide clients through every stage of the property journey – from listing to transfer – ensuring that sellers and buyers alike are supported by experienced professionals.