The MasterPitch isn’t just a pitch.
It’s a time-tested solution to win every listing appointment.
In a standing‑room‑only session at REMAX R4 at the MGM Grand, three high‑performing real estate leaders delivered a powerful message to agents: Winning listings is about process.
“This is a process solution to help you win listings. Not some of the time, but all the time,” said Chris Lim, REMAX President and Chief Growth Officer, who developed the presentation in more than two decades as a top agent.
Lim, along with top producers Michelle Warner, an agent with REMAX Connections in San Diego, California, and Brianna Castillo, an agent with REMAX DFW Associates VIII in Dallas, Texas, walked through the three vital parts of winning a listing appointment.
MasterPitch focuses on prework, leading the listing appointment with confidence, and managing expectations after signing. As Lim explained, it emerged from years of hard‑earned lessons. Relying on instinct or charisma is not enough – especially in hyper‑competitive markets such as San Francisco where Lim worked – and where Lim said 4,900 agents battle for only 3,000 listings and 90% of agents never take a listing at all.
MasterPitch is a world-class listing strategy complete with personalized listing materials from REMAX. It can be purchased at R4 and will soon be available in the REMAX Brand Boutique online store.
Lim emphasized the importance of clarity and confidence in articulating both personal value and brand value.
“Agents spend too much time talking about themselves,” he said. “Clients don’t care about your production. They care about their home.”
Step 1: Prework Can Change Everything
All three top producers said the presentation begins before they show up.
Each said they do as much prework as possible. This material reframes the appointment before it even begins. Ideas include:
- A personalized letter
- A listing guide
- A folder of marketing materials
- An endorsement letter from their Broker/Owner
- A presentation box for premium listings
Step 2: Standing Out and Winning the Listing
The prework sets it all up.
For Warner, her appointments never begin with a pitch, but rather a conversation.
“Give me a tour of your home,” she said. “Tell me everything you love about it.”
Then, room by room, she listens, then advises. She sets the stage for alignment, not disagreement.
Step 3: Owning the First 24 Hours and Setting Expectations
Castillo highlighted the critical hours after an agent leaves the property.
“It’s their move, their stress, their world. And the first 24 hours can build trust or completely erode it,” she said.
She recommended sharing a written launch plan, scheduling the next touchpoint and including a small personal gift like cookies.
“But it’s not about cookies,” she said. “It’s about presence.”
Once the listing is landed, both Warner and Castillo stressed the importance of allowing clients to see progress.
They share their photography dates, staging timelines and marketing rollouts.
Momentum creates confidence.
“You’ve worked so hard,” Castillo often tells clients. “Now relax – I’m taking it from here.”
Some properties, Warner added, receive VIP treatment, such as private walkthroughs for top-performing agents to film their own marketing videos.
In the end, MasterPitch is a system designed to give agents the best opportunity to secure more listings, more of the time.
“Performance matters,” Lim said. “But process? Process wins the business.”
Written by Luke Graham
