This One Conversation Can Make or Break Your Listing Presentation

When you're sitting with a seller for the first time, I like to have what I call the “Red Flag Conversation.”

I'll say, “Hey Mr. and Mrs. Seller, one of two things is going to happen now that we've listed the property: either we’re going to get showings—or we won’t. That alone gives us valuable insight. If we put your house on the market tomorrow like we're planning, and we get a surge of activity, that tells us something important.

“It means that the backlog of buyers—hundreds of buyers waiting for the next listing—have turned and looked at your property. If they like what they see online—the photos, the condition, the price—they’ll come see it in person. So if we see a surge of interest, a spike in calls and showings, that’s a signal we’ve nailed the price and did our job right.

“But the opposite can happen too. If we don’t get much activity in the first week or two, that’s a red flag. It’s the market telling us we probably missed the mark on pricing.

“There’s also a third scenario that catches people off guard: we get a lot of showings, but no offers. That usually means the price isn’t the issue—but something else is turning people off once they’re inside the house.

“That’s where my job really comes in. I’ll collect feedback from every showing—what buyers liked, what they didn’t, what they thought of the price, condition, neighborhood—and even what they ultimately purchased.

“Then I’ll bring all that feedback to you, so we can make smart, strategic, and informed decisions. I just want you to know what to expect. I’ll stay in close contact and keep you updated regularly.”

By having this red flag conversation early, it makes those future calls much easier. If I call you a week or two from now with this information, it feels helpful and educational—not confrontational.

It keeps us aligned and working together to get your home sold. It’s not me versus you. It’s us against the market.

If you like this concept and want more like it, join us at eRealEstateCoach.

Check out the Path Performance Coaching program—an incredible coaching system designed to help you become a listing-driven agent and give you hundreds of lead generation strategies you can use in your market right now.

We’d love to see you there. The first month is just $1, so it’s worth checking out.

Have a great day—and good selling.

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Why do Brokerage Owners, Office Leaders, Team Leaders, and Solo Agents choose Jim to be their coach?

+ 32 Years of Real Estate Sales, Management, and Coaching Experience
+ Top 1% REALTOR Himself (he has been in the trenches)
+ Opened his First Real Estate Company at 23
+ Grew his Real Estate Company to 17 Offices (largest in Oregon)
+ His Current Team Closed $1.4 Billion in Sales in One Year
+ He is a Current Real Trends Top 500 Broker

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