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Realtors Property Resource Releases the 2018 State of the Listing Presentation

January 15 2019

Findings show relationships and home valuations are key for successful listing presentations

CHICAGO –– Realtors Property Resource (RPR), a wholly-owned subsidiary of the National Association of REALTORS, announces the results of the 2018 REALTOR State of the Listing Presentation. The report includes findings from a survey of more than 450 REALTORS and reveals trends on what sellers want from a listing presentation.

According to the study, most REALTORS® still give listing presentations in-person. This is indicative of the value REALTORS® place on client relationships, also evidenced in follow up methods post-presentation. The majority of REALTORS® choose to follow up via phone call, as opposed to an email. These personal interactions prove successful, as nearly half of respondents said a listing presentation results in a signed contract 76 to 100 percent of the time.

The survey also revealed home valuations are, perhaps, the most crucial part of a listing presentation for both REALTORS® and sellers. Eight out of 10 respondents agreed it is extremely important to provide an accurate valuation to a seller in the listing presentation. More than 40 percent of sellers request a valuation ahead of the listing presentation. Half of REALTORS® include a valuation in their pre-listing package, and nearly 80 percent always provide one during the listing presentation.

"The survey indicates home valuations are the subject of one of the most-asked questions during a listing presentation," said Reggie Nicolay, RPR vice president of marketing. "Valuations are confusing to many sellers, and a listing presentation is the perfect opportunity for REALTORS® to educate clients on how valuations are calculated."

Additional key findings from the 2018 REALTOR® State of the Listing Presentation Report include:

  • An overwhelming majority (93 percent) of REALTORS® hold their listing presentations face-to-face.
  • A majority follow up via a phone call, with over 40 percent even sending a handwritten note.
  • 84 percent of REALTORS® agree that it is extremely important to present an accurate valuation model in the first meeting with a seller.
  • 21 percent of REALTORS® report the top questions they are asked during a listing presentation are questions about home value.
  • Additionally, 19 percent said the top questions are about how much the home will sell for or the listing price.

RPR provides REALTORS® with many tools to increase the effectiveness of their listing presentations, including customizable property reports and comparable market analysis. To aid REALTORS® in conversations about valuations, RPR also offers the Realtors Valuation Model®. RVMs allow REALTORS® to estimate valuations based on factors AVMs do not take into account, thereby showcasing their expertise in the industry.

To view the full report, visit

To learn more about RPR, visit

About Realtors Property Resource®

Realtors Property Resource, LLC® (RPR®), a wholly owned subsidiary of the NATIONAL ASSOCIATION OF REALTORS®, is an exclusive online real estate database created to support the core competence of its members. The parcel centric database, covering more than 160 million residential and commercial U.S. properties, provides REALTORS® with the analytical power to help clients make informed decisions while increasing efficiency in the marketplace. For more on RPR, visit