Listing presentation roleplay: homeowners interviewing three agents
Maria and Dave are selling the family home and are interviewing three agents this week. One of them has offered a lower commission. Win the listing, or a firm next step, without simply matching it.
The buyer
Maria and Dave
Homeowners selling a four-bedroom family house
- The situation
- You're at their kitchen table for a listing appointment. They found you through a neighbor's recommendation and have two more agents booked this week. One has already offered a lower commission.
- Personality
- Maria is detail-focused and asks about pricing strategy and marketing. Dave is skeptical of agents and keeps returning to the commission. Both are polite but guarded.
Hidden concern (for whoever plays the buyer)
They need to sell within three months because Dave has accepted a job in another state. They're more worried about the house sitting unsold than about the commission, but haven't said so.
Fictional training scenario. Names, companies and products are invented for practice.
Your goal
Win the listing agreement, or a firm, dated next step, without cutting your commission to match.
Success looks like
- You asked about their timeline and reasons for moving before presenting
- You tied your pricing and marketing plan to what they told you
- You answered the commission question with value, not a discount
- You asked for the listing or a dated next step before leaving
The opening line
"Thanks for coming. Just so you know, we're seeing two other agents this week, and one of them has already offered us a lower commission."
Maria and Dave, homeowners selling a four-bedroom family house
How a strong start sounds
An illustrative script for the first exchange. Say it in your own words; the point is the shape of the reply, not the exact lines.
- Maria and Dave
Thanks for coming. Just so you know, we're seeing two other agents this week, and one of them has already offered us a lower commission.
- You
Thanks for telling me up front. I'd rather earn the listing than win it on price, so let's come back to commission once you've seen the plan. First, what's prompting the move, and when would you ideally like to be sold?
- Maria and Dave
Dave's starting a new job out of state, so sooner rather than later.
- You
That changes how I would approach pricing and marketing. If you needed to be sold within a few months, what would worry you most?
Curveballs to expect
Maria and Dave won't make it easy. Be ready for these.
- "Why should we pay you more than the other agent?"
- "Another agent said our house is worth more than your price."
- "Can you do it for less if we sign today?"
- The three-month deadline only comes out if you ask why they are moving and when.
Scorecard
What a reviewer, or your own replay, should listen for.
| Criterion | What good looks like |
|---|---|
| Discovery first | Asks why they're selling, their timeline and what worries them before presenting a price or a plan. |
| Pricing logic | Explains the suggested price range with clear reasoning and handles a higher competing valuation honestly. |
| Commission conversation | Links the fee to the sellers' goals, such as a sale within their timeline, rather than discounting. |
| Addressing both sellers | Answers Maria's detail questions and Dave's skepticism, so both feel heard. |
| Asking for the listing | Asks for the signature, or a dated decision call, before leaving the table. |
Want to score real calls the same way? Use the free sales call scorecard template.
To run this exact persona, rebuild it in the scenario builder (Starter plan and up), or run it with a colleague.
Vonvo runs one AI buyer per call, so a single AI voice plays the couple and raises both Maria's and Dave's concerns.
Questions about this scenario
Can one AI voice play a couple?
In an AI practice call, one AI buyer voices both Maria's detail questions and Dave's commission pushback. It's a practical way to rehearse speaking to two sellers with different concerns.
Should I lower my commission to win the listing?
This scenario practices the alternative: showing how your plan meets the sellers' real goal, a sale within their timeline. Whether to adjust your fee is up to you and your brokerage.
Is this a real listing?
No. Maria, Dave, the house and the competing agents are all fictional. Bring your own market knowledge when you practice.
Objections in this scenario
Scripts and methods
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Run it until it feels easy
Practice conversations like this one against an AI buyer and get every attempt scored. 250 free credits, no card.