Make your sellers more money faster and easier than any other agent
When you master the first four steps, closing becomes the natural result. But there are still techniques that can push your results even higher. This is where the art of real estate truly shines—in getting sellers more money while making the process smoother for everyone.
Overpricing leads to extended days on market and lower final sale prices. Price it right from the start for maximum return.
Identify issues before buyers do. This prevents renegotiations and builds seller confidence.
Know when to offer credits vs. price reductions. Protect your seller's net with every decision.
Every concession should come with something in return. Never give without getting.
Keep inspection periods short and financing deadlines firm. Protect your seller's timeline.
Stay on top of every detail from contract to close. Problems caught early are problems solved.
When a buyer asks for a price reduction:
"I understand you'd like to discuss the price. Before we do, I want to make sure we understand the value here. The market data shows [X] comparable sales at this price point. What I CAN do is sit down with the sellers and see if there's flexibility in the terms—what would be most helpful to you in terms of closing timeline or included items?"
Why it works: Redirects from price to terms, and shows willingness to negotiate without cutting price.
When a buyer wants an extended inspection period:
"I hear you want more time for inspection—that's reasonable. Here's what I can do: I'll recommend to my sellers that we extend to [X] days, which is still well within industry standards. In exchange, can we have your final decision on day [X+2]? This keeps the timeline moving while giving you the time you need."
Why it works: Gives a little to get a little. Every accommodation should come with a commitment.
When the appraisal comes in low:
"The appraisal came in at [amount], which is [X] below our agreed price. Here's what I recommend: First, let's look at recent comparable sales that support our price. Second, let's have your lender review the comps. Third, let's give the seller a counter-option: either meet us at appraised value, or we split the difference and both save the transaction."
Why it works: Presents options rather than problems, and keeps both parties working toward a solution.
Help sellers understand their true net from the start. Review this at listing appointment:
You've completed the SellerAssist Playbook. You now have all the tools to make your sellers more money faster and easier than any other agent.
Now it's time to put these strategies into action and grow your listing business!
Now it's time to put these strategies into action and grow your listing business.