The best real estate lessons rarely come from textbooks. Sometimes they happen live — under bright lights, in front of judges, and with three minutes to prove your worth.
That was the case in Halifax, where The Leads Are Sh*t hosts Taylor Hack and Andrew Fogliato, owner of Real Estate Magazine, recorded their first-ever live episode from the Re/Max Nova office. The two broke down what happened during a high-stakes listing pitch competition and what every Realtor can take away from watching top agents perform — and sometimes stumble — under pressure.
Here are the highlights.
Authenticity beats polish
On stage, agents had three minutes to convince a panel of judges — and the audience — that they deserved the listing. Some froze, others thrived. The biggest difference wasn’t experience level or production volume. It was authenticity.
The contestants who dropped the script and spoke like real people connected faster. They didn’t hide behind jargon or rehearse-perfect phrasing. They acknowledged nerves, joked about the setup, and let their personality come through.
In real estate, clients don’t hire a pitch — they hire a person. The more human you sound, the faster people trust you.
Preparation wins when pressure hits
A few contestants had the advantage of hearing early feedback from judges before their turn. Others went in cold, discovering the property only moments before stepping up to the mic. The takeaway? Those who had trained their fundamentals adapted fastest.
Practice doesn’t make you robotic; it makes you reliable. The same applies to listing appointments. You can’t predict every objection, but if you’ve rehearsed how to tell your story, explain your process, and handle curveballs, you’ll stay composed no matter what happens.
As Andrew put it, “You can’t fake the reps.”
Every pitch is a test of empathy
The Halifax competition used a celebrity property — Connor McDavid’s home — as the scenario. Contestants had to tailor their pitches around discretion, privacy, and reputation.
That twist revealed a truth about real estate: every listing requires emotional intelligence. Not every client wants visibility. Some value privacy over exposure. Some want reassurance, not marketing buzzwords.
Top agents read the room quickly and adjust their tone. The best listing presentations feel customized because they are.
Sell the process, not the promise
One of the lessons that came up repeatedly was that agents who outlined how they work — their process, their preparation, their steps — outperformed those who focused only on results.
Sellers aren’t just looking for the highest price; they’re looking for confidence. They want to feel that you’ve done this before, that you have a roadmap, and that you’ll guide them through each stage without surprises.
Certainty sells better than superlatives.
Win at the kitchen table
While the pitch battle was entertaining, the real magic still happens at the kitchen table. The agents who stood out most weren’t the most theatrical — they were the ones who could make you believe they’d earn your trust across a coffee mug, not a microphone.
That’s the key difference between performing and connecting. Stage presence might win applause, but real connection wins listings.
Sharpen your skills before you need them
One of the best takeaways from the conversation was to practice pitching in different scenarios: the divorcing couple, the downsizing retiree, the overwhelmed first-time seller. Each requires a different rhythm and language.
The goal isn’t to memorize scripts — it’s to build range. When you can empathize with any situation, your confidence shows up before you do.
The takeaway
The Halifax pitch competition was more than entertainment — it was a masterclass in what makes real estate agents compelling.
The agents who stood out:
- Showed authenticity instead of perfection
- Prepared deeply so they could pivot under pressure
- Adapted with empathy to the situation at hand
- Sold process, not promises
As Taylor and Andrew put it, the business isn’t just about who can speak best on stage — it’s about who can build trust fastest at the table.
The next time you prepare for a listing presentation, remember: you don’t need to win a competition. You just need to make the seller feel like they’ve already chosen the right person.
Watch the full conversation on The Leads Are Sh*t:
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Content by REM Bot has been created with the assistance of AI. Audio and video interviews, conducted by our team with real people, are transcribed and repurposed into text for those who prefer reading. REM Bot articles are reviewed by staff before publication to ensure factual accuracy and maintain editorial standards.
