To do more business in the industry, the most important thing is to have strong database, i.e. to have as many properties on list as possible. Besides, the presentation during the house show is another important success factor to differentiate yourself from competitors. Please show me the ways (the details) to show professionalism in the presentation apart from pouring related transaction records and asking prices without any notes in hand (I do not have this kind of memory). It is of course no good just to say it is the kitchen when the client is in the kitchen and say bedroom when in bedroom. Any tactics used to create a professional image?

Why do you have to recite transactions from memory? I bring print outs. Otherwise how would they know you're telling the truth?

A professional image will present itself if you've covered all the bases and know your market. Take a look at A Day in the Life of a Listing Agent for specific guidance in the entire process of serving sellers and doing listing presentations.

Whether clients believe the figures I tell them is another matter. As long as one could recite the transaction records by heart, the clients would think you know the market very well. Even a freshman with printed record in hand could recite the figures, one could not differentiate itself from others if s/he could not recite by heart

I don't know about that. I always have the figures written down and show it to them. Then you can also leave it behind. I"m doing a listing presentation tomorrow. I'm going to show them what other houses like theirs have sold for. I have the print outs, otherwise how are they going to know I can back up my words?

Reciting numbers is pointless. It is the interpretation of the numbers that is where you are going to shine for clients trying to make a decision.

I can show them all the stats I want, but where I make a difference is in pointing out historical trends and analysis for their sub-market and give them a broad perspective on what the numbers end up meaning in real terms.

I show them the numbers but talk with them about my observations.

R