It's hard to believe, but sellers are greedy. We all are, right? When we sell our homes, we want the maximum amount we can get.

The problem is that many agents will "buy" a listing, especially in this desperate market. We're finding listings, but many agents are hanging on by their fingernails, willing to do anything to get a listing. That's not how we do business. We need a script that addresses the greedy seller.

Here's a script I'll call the "100% Script." If I'm sitting across the table, I can say…

“You know what? Many people don't realize this, but statistically, in our market, only about 60% of the time do listing agents sell the listing the first time. They list it, put it on the market, do the marketing, but then the home doesn't get an offer or the right offer, and you have to list it with another REALTOR. I don't want to do that with you. I don't want to waste your time or effort. I want to give you a different experience because my goal is to sell 100% of the...

Hey guys, price drops have hit an 18-month high. Here are three stats you need to know:

1. In May, 6.4% of home sellers dropped their home prices. In the last week of May, home prices actually came down by $3,000.
2. This is the first time home prices have declined in the last six months.
3. Homes are also staying on the market longer, now averaging 46 days. We are seeing more stagnation with listings.

When analyzing the market, we consider supply versus demand. We still have very low supply, but demand is decreasing due to high interest rates and record-high home prices. This combination makes affordability tough for many home buyers.

When discussing this with sellers, it's important to explain that a market can have pricing power or pricing pressure. For years, sellers had pricing power due to low supply and high demand. Now, with demand dropping, pricing pressure is entering the market.

The best time for a price adjustment might be surprising—it's at the listing appointment. At...

Let's pretend a seller says, "Nope, I'm not paying the buyer agent commission."

This can happen, albeit rarely. When it does, it’s your job to educate them on what comes next. Just because they say they don't want to pay it doesn't mean they won't receive offers requesting them to do so.

It's likely most offers will include language requesting the seller pay the buyer agent commission of X dollars. Then, the seller will have to decide to either reject the offer or counter it. We need to educate the seller about this.

You could do this by saying, "Hey, I totally get it. But just so you know, most offers we receive will still ask you to pay the buyer agent commission. At that time, we can look at the overall offer and decide if you want to do that or reject all offers that include that verbiage."

"I wouldn't reject everything out of hand. I'd suggest looking at the whole spectrum—what they're offering versus what your net will be. We can judge it on an offer-by-offer...

Hey everyone, I've got some thrilling news about a game-changing trend in the real estate industry.

Meet the "Silver Tsunami."

Get this: 51% of individuals aged 50 and above are gearing up to downsize. Brace yourselves because this wave kicks off in late 2024, gains momentum in 2025, and is expected to roll in for decades, unleashing an estimated 30 million homes onto the market.

Just to put things in perspective, we currently have around seven to eight hundred thousand homes available.

Now, imagine an additional 30 million hitting the market in the next 10, 15, or 20 years. That's a colossal opportunity!

So, the big question: are you targeting these silver tsunami sellers?

Take me, for instance. I'm 54 and just sold my home—right in the sweet spot. Many individuals like me, empty nesters whose kids have flown the coop, are looking to downsize. This demographic is about to create a flood of opportunities in our market.

Now,...

We know that NAR lost the lawsuit, totaling $5 billion. It's actually $1.8 billion, but it was tripled during the court process. Additionally, some major franchises in America are also involved in this lawsuit.

You might think that it doesn't affect us because it will get appealed, but that's wrong. The major news outlets have been covering this story since the trial, and now, after the verdict, they're going to continue. Your clients, both buyers and sellers, will be talking about it.

A situation might arise when you or another agent in your market is taking a listing, and the seller asks, "I read in the newspaper that I don't have to pay a buyer agent commission. Is that true?"

How do you respond to that?

Well, here's how your conversation should go:

“You have the option not to offer a buyer agent commission. It's entirely optional. But let me frame this for you as it's a competitive and...

I've noticed a common practice among the top performers in the country, and it's what I like to call an "Easy Exit Listing Guarantee."

The question for you is, do you have one, and are you effectively marketing it? And what exactly is an Easy Exit Listing Guarantee?

It's pretty straightforward: It means that if a seller feels you're not meeting their expectations, if they're unsatisfied with your service or marketing, they can exit the listing and hire another REALTOR.

Now, there are a couple of conditions to consider.

First, they need to give you a 48-hour window to address the issue. Some may prefer 24 hours or 72 hours, but there should be a timeline for addressing any perceived problems.

Second, they can't exit the listing if it's pending or close to closing.

Those are the two key caveats.

So when you're in a listing appointment, you can say, "I want my clients to feel completely satisfied with my service, so I offer an...

I want to help you become the go-to expert in your market.

You should aim to be seen as the trusted authority that people turn to with their real estate questions. To achieve this, you need to consistently share information and content about the real estate market.

Let me share an example of a script I recently created for our agents in our coaching program. This script focuses on national market statistics that you might find valuable:

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First, let's talk about inflation. You may have heard that inflation has recently risen to 3.7%. One common question I receive is, "How does this affect the real estate market?"

Well, the most significant impact has been on mortgage rates. Mortgage rates have climbed to the mid-sevens, almost hitting 8%. This has caused some potential buyers to hesitate. However, there is some good news:

Surprisingly, we are still selling approximately 91% of the number of homes we sold...

During a crisis, my go-to strategy is digging for details. The more I ask questions and dive in, the better the chances of finding a resolution for all parties involved.

It's about reaching a middle ground, not a perfect solution where everyone feels like a winner. Conflict requires compromise.

So, how do I dig for details? Let me share five or six strategies for engaging in productive conversations.

1. I encourage people to open up to me.

I ask them to elaborate on what's happening and why they feel the way they do. I want to draw out their thoughts and emotions. Sometimes, my goal is to help them release their emotional tension. By talking it out, they become more amenable to reaching a resolution.

2. I clarify by asking for more context.

When things are unclear, I dig deeper. I rephrase questions if necessary. Lawyers excel at this skill.

3. The third approach is normalizing.

I let them know they're not...

In a study of 10,000 sales calls, two different scripts were tested to set appointments with sales professionals.

I'll share those scripts with you, and I want you to think about which one you believe was more effective.

Script one: "I'd love to talk to you about a game-changing idea I just came across."

Script two: "I'd love to get your opinion on something."

Now, which script do you think had a higher success rate? Well, script two, where we asked for their opinion, outperformed the other script by a staggering 700%.

People love giving their opinion. It's irresistible. We see it on social media all the time. So when we use this language in our sales approach, it engages and opens up the conversation.

Try incorporating it when selling homes, talking to buyers, or engaging with sellers.

For example, ask Mr. and Mrs. Buyer, "I've found a few homes that could be a good fit. Can you tell me your opinion? Which...

I want to discuss how to follow up with a seller effectively. Having a reliable follow-up process is essential to getting the seller to sell their house for the highest possible price.

Many agents don't have a set follow-up plan, so I encourage you to adopt a consistent and rigid one. This means that you are consistent in delivering your follow-up to the seller. It all starts with a conversation where you set the seller's expectations when you first take the listing. You say, "Hey, Mr. and Mrs. Seller, I'm super excited to be your listing agent and start working with you. We're going to get your home sold."

One of the things I like to do is to have a weekly follow-up call, and I will provide a complete update on what's happening. This includes virtual showings, physical showings, feedback from agents, the seller's peer group, and any new listings that hit the market. I will also send you a physical report every week.

I...