30,000 agents are using this listing presentation framework

Fun fact: The modern real estate listing presentation, physical "brag books", and portfolios became standard in the 1970s and 1980s.

Early presentations involved sharing paper notes or index cards, transitioning to three-ring binders in the 1980s, and to digital, tablet-based presentations in the 2010s.

Sadly, it seems to be the least updated asset in our industry.

Today’s email can revolutionize yours, instantly.

Here’s what is on this week’s B.I.T.S. agenda:

🏆 [B]est in Class: She handed the mic to the house and it closed
💡 [I]deas That Work: The 6-phase listing presentation checklist
📈 [T]raffic & Attention: Serhant turned a $195M listing into a launch
🔔 [S]eller Signals: 80% of sellers have regrets (make sure yours don't)

Let’s dive in 👇

Sharran Srivatsaa and Andrew Undem have taught their listing presentation framework to over 30,000 agents.

The full system runs six phases.

Here are the moves that separate it from every other listing presentation playbook.

1 - Win before you arrive.

The morning of the appointment, send an email outlining the agenda and close it with this exact line: "No prep required, I will guide you through it all."

That single sentence positions you as the expert in charge before you've stepped through the door.

Before that, send the seller a photo of a whiteboard with their address and today's date written on it, with a text that says "We're actively working on your home."

Raw, simple, and impossible to fake, it shows you're already invested before the appointment even happens.

Also, bring a printed email from your lender showing how many pre-approved buyers are actively looking in the seller's specific neighborhood and price range.

2 - Control the room with a sorting question.

The moment you walk in, give the seller the illusion of choice: "Would you like to do a brief walkthrough of the property… or would you like to sit down and strategize?"

Either answer puts you in control of what happens next.

3 - Don't bring comps. Bring market dynamics.

Comps trigger defensiveness; sellers immediately explain why their home is better than the neighbors'.

Instead, discuss the statistical relationship between active listings, pendings, and solds.

Same data. Zero ego in the room.

4 - The 10-10-0 rule eliminates price reduction fights later.

Set the framework upfront: "In the first 10 days if we get no showings, or the first 10 showings if we get no offers, then our invitation price needs to be adjusted."

Pre-framing price changes before they're needed removes all the emotion from the conversation when it actually comes up.

5 - Leave your artifacts.

At the end of the appointment, leave behind the handwritten timeline, pricing matrix, and notes you drew together during the meeting.

The seller now has a physical reminder of your process sitting on their kitchen table after every other agent has gone home.

6 - The one phrase that reframes the entire pricing conversation:

"Pricing is about positioning, and the list price is just an invitation."

It stops sellers from attaching their personal identity to a number, which is the root cause of almost every pricing conflict that follows.

Tuesday ✅

Those six moves alone will separate you from every other agent who walked through that door.

And if you're not going to BAM Fest this week, you're missing the room where frameworks like this actually get built.

Selene is speaking. Sharran is speaking.

Chris freaking Smith is speaking.

The people shaping how elite agents think about content, communication, and listings will all be in the same place.

👉 Grab your BAM Fest 2026 spot before it's gone

Yesterday: She handed the mic to the house and it closed
Today: The 6-phase listing presentation checklist
Tomorrow: Serhant turned a $195M listing into a launch
Thursday: 80% of sellers have regrets (make sure yours don't)

- Chris Smith and Jimmy Mackin