About this Event
Walk in prepared. Walk out with the listing.
This is a working session — not a lecture. You'll spend three hours building your own listing presentation framework, practicing the hardest seller conversations, and leaving with tools you can use at your next appointment.
Most agents lose listing appointments before they say a word about the market — because they arrive unprepared, present generically, or freeze when the seller pushes back on price. This seminar is designed to close that gap.
What you'll cover:
The seminar is built around 8 Principles, each one following a LEARN → BUILD → PRACTICE structure. You don't just hear the concept — you write it in your own words and then practice it out loud.
1 — The Listing Appointment Foundation What sellers are actually evaluating before you open your mouth — and how to arrive already having answered their most important questions.
2 — The Structure of a Powerful Presentation Why the order of your presentation matters as much as the content — and how to customize the depth of each section based on what the seller signals.
3 — Pricing Strategy & Market Positioning How to walk a seller through a CMA with clarity and authority, explain the cost of overpricing in dollars and days, and guide them to the strategic price without losing the relationship.
4 — Your Marketing Plan & Value Proposition How to present a specific, documented marketing plan that creates demand — and why "I use social media and the MLS" isn't a marketing plan.
5 — The Listing Process & Expectation Setting How to walk sellers through every milestone from signing to closing — so nothing surprises them and nothing damages your relationship mid-transaction.
6 — Handling Objections with Confidence The four-step framework for handling any objection calmly, with data, and without becoming defensive. Full coverage of the top five seller objections including commission, overpricing, interviewing other agents, and FSBO.
7 — Closing the Listing Appointment Three closing approaches, how to read which one to use, and how to guide the conversation forward when the seller is 95% there but won't sign tonight.
8 — Roleplay & Your Action Plan Structured roleplay practice with peer feedback, followed by a personal action plan with specific commitments before you leave the room.
What you'll walk away with:
✓ A complete listing presentation framework — built in your own words during the session ✓ A pricing conversation structure grounded in market data ✓ A written marketing plan with a documented 7–14 day launch schedule ✓ A clear approach to the top 5 seller objections — how to read what's behind them and where to take the conversation next ✓ A personal action plan with specific next steps for your next listing appointment ✓ Complimentary access to the Caveris Practice Lab (see below)
Caveris Practice Lab — Included at No Charge
All registered participants receive complimentary access to the Caveris Practice Lab through Caveris Direct. The Practice Lab is an AI-powered conversation platform where you can practice all 8 scenarios from this workshop — one-on-one with an AI that plays the seller role — any time after the seminar.
After each session, you'll receive a Field Reflection: a short coaching note on what you did well and what to work on next. Your sessions are stored to your account so you can track your progress over time.
To access the Practice Lab, you'll need to create a free account at caveris.ai/direct. Instructions are included in your workbook. No payment required.
Who this is for:
This seminar is designed for licensed real estate agents at any experience level. Whether you're building your first listing presentation or looking to sharpen the one you've been using for years, the LEARN → BUILD → PRACTICE structure means you leave with something done, not just something learned.
Details:
📅 Date: October 22nd, 2026 🕐 Time: 11 AM – 2 PM 📍 Location: KW Coastal Virginia, 1100 Volvo Parkway, Suite 200, Chesapeake VA 🪑 Seats: Limited — register to hold your spot 💵 Cost: Free for registered participants
A printed workbook is included.
Presented by Charlotte Trux Productivity Coach · KW Metro Center
Materials are proprietary and licensed for use by registered participants only. Reproduction or distribution is prohibited.
Event venue & nearby stays
Keller Williams Coastal Virginia Chesapeake, 1100 Volvo Parkway, Chesapeake, United States
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