Ask the CoachElite Agent

Ask The Coach: Tips to Improve Your Listing Presentation

Real estate coach and performance mentor, Claudio Encina is in the hot seat answering your most pressing questions around everything to do with sales productivity and process.

Q. I’ve recently missed a few listings – any tips to improve my listing presentation? Mele Gong, Professionals Kogarah

I read about a year ago some interesting stats from Google in the United States on ‘How do people choose their agent to sell their home?’ Basically, people want to work with you for three reasons: they feel comfortable, like and trust you. Below are the stats in order of importance.

  • Trust 49%
  • Track Record/results/credibility 15%
  • Negotiation 13.2%
  • Personal referral 11.8%
  • Work fast 8.4%
  • Brand 2.5%

As you can see, your success will be determined by your ability to communicate effectively with others. ‘Social intelligence’, or the ability to interact, converse, negotiate with and persuade others, is the most highly paid and respected form of intelligence you can have. You will need to learn to be a warm, friendly, likable and charming individual who can connect with your clients. Rapport opens doors!

One of the most valuable commodities in the world isn’t gold or diamonds; it’s charm. The more people like you and think warmly of you, the more they will want to see you, listen to you, be in your presence and invite you into theirs. People buy people!

Do you have a pressing question you’d like to ask Claudio? To have your question answered, email

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Claudio Encina

Claudio Encina works directly with some of the leading agents and sales teams in Australia to identify how to deliver optimum performance. For more information visit