Stuck Sellers and Building Trust

Grab your cup. ☕

In our coaching calls this week, we explored some strategies from the archives (like reverse offers…yep, remember those?) to help stuck sellers and uncover negotiation change ups.

Whether you are an agent trying to unlock a stuck seller, a Team Leader/CEO looking to recruit with a heart to educate, the rule of the current market is clear. Profit is protected by systems, controls, and the equity of your relationships.

Here are the two areas we are moving on to win this week.

1. The Agent Strategy: Unlocking the "Stuck" Seller

National data from Keeping Current Matters shows that homes are sitting longer, and 41% of listings now require a price reduction before seeing a single offer.

But contract talks have officially moved way beyond just the final sales price. According to newly released data from NAR, the percentage of sellers making concessions has risen to 46.2%. Buyers are aggressively asking for closing cost credits, repair allowances, and interest rate buydowns to ease their payment pressure. What are you seeing?

The Action Step: Stop waiting for an offer to arrive to surprise your client with a request for a concession. Instead, pre-game the scenarios. Build a side by side net sheet during your listing presentations. Show them exactly what their net proceeds look like with a straight price drop versus a strategic buyer concession. When they see the options in black and white before the pressure is on and you combine that with the REASON they're selling, now you have a better chance at helping them make the right decision.

2. The Leadership Insight: Recruiting by Teaching

Market Center Team Leaders, this shift is your single greatest asset for the 2 Before 2 Recruiting Challenge. If you don't know what that is, we need to talk! Experienced agents across the industry are feeling the weight of this slower market and when you can include those agents in your masterminds and classes, they don't feel so alone and you can help.

As Gary Keller recently pointed out in The Lead, your future profitability is tied to the trust you build long before you need anything from people. Real profit is created in the equity of your relationships and your reputation.

We don't recruit by making empty promises. We recruit by leading with a heart to educate. Bring these exact data points into your consultative conversations with recruits. Show them how to build side by side net sheets and teach them how to run these upfront alignment conversations with their clients. When you show a top producer how to save a failing transaction, you prove your ongoing value as a true business partner.

The Weekly Challenge

This one really is challenging: ask yourself this single question:

"Who is the one person—either a stuck seller or a frustrated recruit—that I am trying to close with a sales pitch instead of empowering with education?"

Reach out to them tomorrow morning. Lead with the data, explain the why behind the shift, and let your value do the heavy lifting.

Hit reply and let me know how that conversation shifts!