A newer agent reached out recently with a question I loved.

She had just grabbed The Copenhagen Buyer + Seller Presentations and was ready to make it her own — but then she hit a wall on the slides about awards, sales history, and specializations.

Because…she didn’t have those yet.

So what was she supposed to do with them? Pretend? Panic? Add one of those vague “committed to excellence” lines and hope no one asked follow-up questions?

Nope.

Here’s exactly what I told her.

1. Cut the Slides that Don’t Work. 

I know. It feels wrong. Like you’re hiding something. But here’s the truth: an empty awards slide doesn’t make you look humble. It makes you look unprepared. If a slide exists to showcase credentials you don’t have yet, cut it. Don’t fill the space with fluff. Don’t draw attention to what’s missing. Just remove it and move on.

2. Use Your Process as Your Proof.

Here’s what nobody tells newer agents: clients aren’t just hiring a track record. They’re hiring a human being who is going to guide them through one of the most stressful experiences of their life. So talk about your process. Your communication style. How quickly you respond. What they can expect from you at every step. Because most clients are not sitting there thinking, “Wow, I hope this person has a plaque for Most Homes Sold.” They’re thinking, “Please let this person answer my texts, explain what happens next, and have an actual strategy.”

3. Make your presentation educational.

This is the secret weapon of every newer agent who kills it in consultations. If you don’t have years of experience to lean on, lean on clarity instead. Help your client understand what’s actually coming — what decisions they’ll need to make, when, and why. Walk them through the process like you’re the most prepared person in the room. Because you can be. Clarity is its own form of expertise, and honestly, in real estate, it can feel like a warm towel at a very confusing spa.

4. Use character-based testimonials.

Your testimonials don’t have to come from past real estate clients. They just have to be real. Former coworkers, managers, mentors, vendors, community members, friends who have watched you work — anyone who can speak to your reliability, your integrity, your follow-through. Those are testimonials. They count. Use them. People may not be able to say, “She sold my house in 48 hours,” yet, but they can say, “She answers her phone, does what she says she’ll do, and will not crumble under mild pressure.” Also useful.

5. Don’t apologize for being new.

This one is less about your slides and more about the energy you walk in with. You can be honest without making your newness the headline. Confidence doesn’t come from having done everything before. It comes from being prepared enough that it doesn’t matter. You don’t need to walk in pretending you’ve been selling houses since fax machines were involved. You just need to walk in clear, prepared, and ready to guide the person in front of you.

Clients don’t only hire experience. They hire trust.

Your job in that room isn’t to pretend you have a decade of deals behind you. It’s to make the person across from you feel clear, cared for, and confident that you’re going to take their transaction seriously.

Delete what doesn’t apply. Strengthen what does.

You may not have a long list of awards yet — but you do have a way of showing up.

Start there.

And If you want a Buyer +Seller Presentation that has all the copy, strategy and structure baked in, take a peek at: