The Agent Advantage Weekly #17 - Price Reduction Strategies That Protect Your Value
🧠 Big Why Booster — Your Job Is Clarity, Not Convincing
When markets shift, clients panic because they don’t understand what’s happening. Your Big Why this week: be “the” calm in the storm. By offering clarity, context, and compassion, you build unshakable trust — even when you’re talking price reductions.
Action Step: Call every seller and ask, “Would you like me to update your CMA for you?”
🔥 Your Passion is Your Superpower
It’s easy to avoid hard conversations — but passion makes you brave. Remind yourself: you’re not “cutting prices”; you’re “creating opportunities.” When you lead with service, not sales, tough talks turn into teamwork.
Example: An agent reframed a 5% reduction as “meeting the market halfway” — and got a full-price offer the next week.
Do More of This, Less of That
✔️ Do More:
Review your CMA weekly, update your seller on trends, prep them emotionally before the market forces change.
❌ Do Less:
Wait for silence, panic, or expired listings.
Action Step: Schedule “micro updates” — 5-minute weekly touchpoints with every seller.
🗣 Script of the Week – The “Reality Reset”
“Based on the last 30 days, buyers are seeing more choices and taking longer to decide. If we want your home to stay in their top 3, a small adjustment now can save weeks later.”
Soft Alternative:
“The market’s moving, and we have two choices: chase it slowly or lead it wisely. What feels right for you?”
Systems Run Your Business — You Run the Systems
Create a 3-step CMA Update SOP:
Pull new comparables weekly.
Highlight “price-changed” listings to show trends.
Email sellers a short video update (“Here’s what I’m seeing this week”).
Benefit: Keeps sellers engaged and trusting your leadership.
📊 Know Your Numbers
Track these every Monday:
Average DOM (days on market)
List-to-sale ratio
% listings that reduced price last 30 days
Pro Tip: Share local stats visually — sellers trust data more than dialogue.
💰 ATM/ALM Top Tip
Your Automatic Transaction Machine (ATM) needs honest pricing. An overpriced listing isn’t an “opportunity” — it’s a delay. Automate price review reminders every 14 days in your CRM.
WOW Factor
After every price adjustment, send a handwritten card:
“Thank you for trusting me through this shift. Your confidence means everything.”
It turns a “hard decision” into a shared win — and keeps the relationship strong for referrals.
Download of the Week – Your Toolkit
📘 Price Reduction Guide (Editable PDF)
Includes:
CMA Update Checklist
3 Prices Model
Reduce or Cancel Option
Seller Conversation Framework
Email + SMS Templates
4 Objection Handlers
Market Update Canva Template
Presentation tools etc.
Re-Commitment letter(s)
Productivity Tip
Use template videos + CRM reminders to make weekly CMA updates automatic. 15 minutes per listing = massive trust dividends.
“Price is what you pay. Value is what you get.” – Warren Buffett
Seller: ‘We want to list high and test the market.’
Agent: ‘Congratulations, you just became the market’s science experiment!
Real pros don’t fear price talks — they lead them.
Remember: when you run your systems, your systems run your success.
Keep showing up with clarity, data, and care — your clients will follow.
✨ Need help getting your real estate business on track?
Let’s take a look at what’s working, what’s not, and create a plan that fits you.
🗓️ Book your free strategy call now
👉 Click here to schedule a call with Peter
You’ll walk away with clarity, confidence, and a few Pfanntastic ideas to move forward.
