THIS Script Saves Stale Listings Before Summer Ends

Hey guys, we're coming up on the end of summer. That means it’s time to have a specific conversation with one key group of clients: sellers.

If their home hasn’t sold yet, it may be time to reprice—because fewer and fewer buyers are entering the market. Many buyers want to be settled before the school year starts. Not all, but a large percentage.

We know the bulk of real estate activity happens in spring and summer. But once we hit late summer—August and September—the market begins to slow down dramatically.

So, what do we say to our sellers?

Here’s how I’d frame it:

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"Mr. and Mrs. Seller, we’re entering September, which means we’re approaching the end of summer. Buyer activity is beginning to taper off, and there’s a lot of competition right now. Many other sellers like you are working to attract a smaller pool of remaining buyers.

"What we typically see this time of year is a wave of repositioning. Sellers begin to get more competitive—especially with price and buyer incentives. Bottom line: we need to take a hard look at price, because showings are what drive offers. The more showings we get, the more likely we are to generate an offer. On average, it takes 12 to 15 showings to get an offer.

“So, would you like my recommendation? As we head into late summer, based on current market conditions, I suggest we meet the market where it’s at. I’ve seen two new listings come on the market this week priced lower than ours. Two other listings just went pending. One closed—and all were priced below us. I recommend we adjust accordingly.”

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And be clear. Don’t let sellers say, “Let’s drop it by $1,000.” That’s not a real adjustment.

Give them a realistic number. It’s better to have an uncomfortable conversation now and sell the property, than to let the listing expire—only to watch another agent lower the price and sell it.

We’ve all had that happen. Let’s avoid it by being proactive and honest.

Sellers expect us to have these conversations. When we don’t, they’re often surprised.

So let’s step up and do what’s necessary.

If you want more ideas like this, check out The Path Performance Coaching Program. It’s only $1 for your first month and one of the most affordable coaching options in the country.

We’ve got hundreds of lead generation strategies to keep you sharp and help you win in any market.

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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