Ever walked out of a listing presentation thinking you nailed it, only to be met with silence afterwards?
Worse still, the sellers went with “someone more experienced.”
I’ve been there. And let me tell you the truth, experience isn’t what wins listings. Not anymore.
In fact, I built my real estate business from the ground up without any prior experience, and I’ve learned exactly how to become the obvious choice, even as a brand-new agent.
Stop Competing on Experience. Start Competing on Strategy.
When I started in real estate, I had zero deals under my belt. But instead of letting that intimidate me, I leaned into what I could control: how I positioned myself.
I made a decision early on not to play the “years in the industry” game. Competing against top-producing agents with decades of experience is a race you’ll lose before it starts.
So, I changed the narrative.
Instead of highlighting what I lacked, I focused on what sellers actually care about.
And it’s not your experience. It’s your ability to deliver results.
Sellers care about who understands their true motivation for selling, not just what they want, but why they want it. If you can tap into that deeper emotional and strategic layer, your experience level becomes irrelevant.
Craft a Unique Value Proposition (That Isn’t Boring)
Forget the overused “I work hard and I’m available 24/7” pitch. That’s the bare minimum, and frankly, every agent says that.
You need to build a clear, compelling, and DIFFERENT value proposition.
For me, that meant innovation.
While others were still sending Just Listed flyers, I was producing cinematic video tours, running strategic Facebook ad campaigns, posting engaging Instagram Reels, and using YouTube to reach buyers across the country.
I didn’t just talk about what I could do, I showed them.
I’d walk into a listing appointment and pull up real data:
- Ad engagement numbers
- Retargeting funnels
- YouTube performance metrics
- Case studies from past listings
My strategy is don’t promise, but prove.
Dominate with Hyperlocal Knowledge
If you want to stand out, stop relying on broad city-wide stats. Go granular.
Get obsessed with your specific suburb or complex. Know:
- How many listings are active this week
- What sold, and why
- What’s expired, and why it didn’t sell
I tracked data street by street. I’d dig through Property24, Private Property, and even use ChatGPT to break down the trends in plain English for sellers.
And it paid off.
Because when you can use local data to build urgency or inspire confidence, you become the trusted expert sellers are looking for.
For example:
- If there’s low inventory? I’d position the property to attract multiple offers.
- If interest rates were rising? I’d highlight the urgency of pricing right and selling fast.
It’s not about dumping stats, it’s about storytelling with data.
Leverage the Power of Partnerships
One of the best moves I made early in my career was partnering with a top agent.
Some agents see that as a weakness. I saw it as a stepping stone.
I approached my former principal and said:
“I’m generating leads, I’ve built a strong online brand, but I want to give sellers even more confidence with your track record.”
It worked. We co-listed, blended our strengths, and offered sellers the best of both worlds:
Modern marketing and seasoned experience.
If you’re flying solo, you can still use your mentor or broker’s experience in your presentation. Frame it as a team effort:
“You’re getting my innovative marketing AND my partner’s decades of results, all for the same commission you’d pay a single agent.”
That’s hard to turn down.
Master the Art of Handling Objections
Let’s talk about the thing most agents dread: objections.
Here’s a secret, objections are a good sign.
If a seller is engaged enough to push back or ask questions, it means they’re seriously considering you. Silence is what you need to worry about.
Common objections include:
- Your commission rate
- Your pricing strategy
- Your lack of experience
But behind every objection is a root concern.
- Commission? They don’t see the value yet.
- Experience? They’re unsure you can deliver.
So don’t wait for objections, preempt them.
Weave your value into your presentation before they even ask.
Show how your marketing gets more views.
How your data-backed pricing strategies shorten time on market.
How your positioning attracts better buyers.
And when they do ask tough questions, be ready. Rehearse your answers like a pro.
For example:
“Another agent said they’ll charge 3%. Why are you at 6%?”
“I totally understand. But agents who discount commission often cut corners. I’m investing in your sale, professional video, ads, content that actually converts, which means more qualified buyers and a higher selling price.”
Don’t Forget the Emotional Side of Selling
Real estate isn’t just a financial decision, it’s emotional.
Sellers are dealing with memories, stress, and uncertainty. Acknowledge that.
If they’re worried about disruptions, say:
“I get it. That’s why I use video walkthroughs, YouTube listings, and strategic open house scheduling, to minimise stress and maximise exposure.”
People want to work with someone who gets it. Someone human.
When you shift your approach this way, something incredible happens. You stop chasing listings and you start winning them
