Ever walk out of a listing appointment feeling like you nailed it… only to find out the seller chose another agent?
It’s frustrating—and we’ve all been there. But when it keeps happening, it’s worth asking: What are those agents doing that makes them win over and over again?
Here’s the truth: it’s not just pricing strategies or flashy marketing materials. The agents who consistently win listings know how to show up with clarity, confidence, and control—and that’s what clients respond to.
Let’s break down what makes them different.
1. They Know Their Positioning—and Own It
Winning agents don’t try to be everything to everyone. They walk in with a clear message about:
- Who they are
- What they do well
- Why they are the best fit for this seller
They position themselves as a trusted advisor, not just another agent with a sign.
👉 If you don’t control your message, the seller will make up one for you—usually based on commission or personality.
Pro tip: Create a positioning statement you can use in every listing appointment. Example:
“My goal is to sell your house for the most money, in the shortest amount of time, and with the least amount of stress for you…and what that means for you is…”
2. They Walk In with a Plan, Not Just a CMA
Sellers want to feel confident you’re bringing more than just numbers to the table. Top agents don’t just drop off a market analysis—they walk the seller through:
- A tailored marketing strategy
- Timeline expectations
- Pre-listing recommendations
- The “why” behind their pricing strategy
They show up as the professional, not the pitch-person.
Confidence comes from preparation—and top agents prepare better than anyone else.
3. They Lead the Conversation with Confidence
It’s not about being the loudest—it’s about being the most certain. Winning the listing isn’t about talking more. It’s about asking better questions, listening carefully, and then confidently walking the seller through your strategy.
They don’t beg for the business—they lead the appointment.
“This is how we’ll position your home to sell for the most money, in the least time, with the fewest headaches.”
That kind of clarity creates trust.
4. They Use Tools That Make Them Stand Out
Great agents don’t rely on generic printouts. They use:
- Custom branded pre-listing packets
- Digital presentations
- Strategic leave-behinds that reinforce their process and value
And they always—always—end the appointment with a proper close by asking for the business and follow up within 24 hours with a summary and next steps.
Want to win more listings? Make your follow-up as strong as your presentation.
Final Word: Confidence Isn’t a Personality Trait—It’s a Skill Set
The agents who consistently win listings aren’t necessarily more talented—they’re better prepared, better positioned, and better trained.
They don’t hope to win business. They expect to—because they’ve done the work to build systems, polish their message, and show up like a pro every time.
Want to Become the Agent Sellers Choose Every Time?
At Baird & Warner’s Frankfort office, we coach agents on exactly how to sharpen their positioning, build better presentations, and walk into every listing appointment with confidence and strategy.
You don’t have to guess your way to success.
You just need the right tools, accountability, and support—and that’s what we deliver.
👉 If you’re ready to win more listings—and build the business you know you’re capable of—reach out today. Let’s have a quick coffee and talk about how we help agents win more, close more, and grow with ACE.
ACE - Agent Coaching & Elevation 
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