I typically channel Stuart Smalley --- 

     I'm good enough.  I'm smart enough.  And gosh darn it -- people like me

If they're not repeat/referral, they come to me because they have seen/know what I was doing for someone else.

When I'm competing for a Listing , I do believe that my Presentation should win !

Yes, most of my listings are also referrals or repeat clients.  I know with new clients when I didn't get the listing that was because other agents cut their commission OR they said they can list the price so and so (so much higher than mine).  Then when they cannot sell, they start reducing the price.  The main thing is to get the listing first. I'm not sure that's a good idea.   

Th ebiggest portion of my listings is past customers and referals. Howver i go out there and fight for listings, I interview, i present and let them know what makes me different and most important how i can help them sell their home. 

Well & how do you teach them about the price? Through the listing presentation so I think your comment is --- uh oh -- incorrect it seems. 

All of my business (outside of my investors) comes from referral.  Very rarely do I go on "I saw your sign" appointments (though it does happen).  My presentation is good and gets me business.  On referrals/SOI no presentation is needed.

My presentation will land the newbie, but referrals just want to execute the paperwork!

I think my listing presentation has a significant influence on our being chosen over the other 2 or 3 agents...it's a competition.... 

 Same as you, Hella.  They have already decided on me when they call.  Our discussion is about price, terms, showings.

The canned presentation is only a backdrop to what you say and how you say it.

It always has before.

For new clients, I believe the listing was secured as a result of a combination of the presentation and the presenter.   

You do get better results with those referrals.

I agree with your secondary response. If I am referred I basically only have to show up and they sign the papers. Another thing is chemistry. If the sellers like you off the bat you have won the battle.

I think I win the listings by virtue of:

1. Either they are past clients or referrals from past clients or my sphere and don't want to see any presentation - "Just send us whatever we need to sign."

2. For those who do not know me, my reputation is the #1 reason they select me. #2 is my presentation of myself - I don't sugar-coat it and they know I'm being honest with them. #3 is the presentation itself. Most do not understand pricing that others have suggested to them and I can very easily explain my suggested pricing system...and they 'get it!'

Most of my listings are referrals and repeats also - the rest just haven't learned their lesson yet :)

no, my reputation does.  Can't remember the last time I did a listing presentation.

My personality and Professional look

Hella M. Rothwell, Broker/Realtor® I believe rapport and a good presentation goes a long ways to securing the listing.

I don't so listing appointments. The listings I get I refer out.

We share the same approach....

I think the presentation of the presentation is what gets you the listing.

A lot of my business is repeat and referral. Often the repeat business is from a former buyer who doesn't know how I market (yet). Even referral busines... I don't take it for granted and I review my marketing and pricing strategy with them. I found that it never hurt to do so.... even if all I did was deliver them my presentation bound in advance of a meeting.

I agree, the referrals just know I will do my job, but those you have to interview for, my listing presentation is very thorough, and usually don't lose them.

I dont really have a presentation per-se, just listen to determine the need, offer a solution and get it done.

I think it's more the rapport between me and the prospective seller than the presentation.

We provide an information package prior to the appointment.  The discussion nails it!

I've only lost one listing after giving a presentation and it just happened last month. Seller just said, "I've listed with another agent." It's been a month and he hasn't listed at all so I don't what's going on.

I hope so - 

Yes.

Hella M. Rothwell, Broker/Realtor® - your relationships get you listings provided you are skilled enough.

I think it is more than my presentation. It is reputation and the trust I build in the customer.