311 | Price, Presentation, Patience: How to Lead Sellers in Today's Tough Market

Join the FREE 45-Day Ramp Up Challenge! Learn more and sign up here: https://www.garrettmaroon.com/rampupc... Interested in generating more deals from referral relationships? Learn more here: https://proinsight.info/faithful Have questions or need help? 📧  Email Me (mailto:garrett@garrettmaroon.com?subject=I%20heard%20your%20podcast) - garrett@garrettmaroon.com --------------- Mortgage rates jumped, showings dried up, and I'm living it right now as a seller in one of the strangest housing markets I've seen in 13 years. If you're a real estate agent wondering what to tell your clients, this one's for you: honest conversations, a clear listing strategy, and the skills to help people make a decision. Cole and I sat down, just the two of us, to talk about how real estate agents can lead clients through a shifting housing market. I share what's happening with my own home in Newport News: three showings in the first weekend, then nothing after interest rates went up half a point. Cole shares stories from western North Carolina, including buyers who waited and almost missed a $30,000 price reduction. We walk through the pricing strategy and "three P's" I'm using with sellers, Cole's 45-day list-and-reset plan for long days on market, and a live seller consultation role play where Cole advises me as his client. Then we shift to buyer consultations: asking rational and emotional questions, and helping first-time buyers see they're buying a lifestyle, not just a house. We close with encouragement for Christian real estate agents to treat this slower season as a chance to grow, build a faith-based business with excellence, and trust the Lord to provide. Key Takeaways • The three P's of listing strategy: presentation (how the home shows online and in person), price, and, in this market, patience. When nothing nearby is selling, another price reduction may not be the answer. • Have the honest conversation. Nobody has a crystal ball on interest rates. In your seller consultation, tell clients what you think will happen and what you'll do, and be ready to make a new plan as the market shifts. • Plan for days on market. Set expectations early. Cole's approach: list for 45 days, and if it doesn't sell, take it off, rest for 45 days, fix what buyers mentioned, and relist fresh after the holidays. • Watch the perception of value. Neighbors' price drops shape what buyers think your listing is worth. And right now buyers are gold, so don't let a workable offer walk away over a small gap. • Run better buyer consultations. Ask both rational questions ("define that for me") and emotional ones ("why does that matter to you?"). Ask what buyers don't want. Help them rank their top three needs, because they're buying a lifestyle. • Get excellent, not just busy. Skip both complaining and overspending on tools. Simplify your systems, tell stories, keep sharpening your skills through real estate coaching, and trust the Lord to provide "to the penny." Connect with Cole: Email: cole@bluaxis.com (mailto:cole@bluaxis.com) Phone number: 828-214-0463 Need help winning at work without losing at life? I'm here for you! 📖 Get the FREE E-Book — The Faithful Agent ebook is my gift to you; it's full of biblical truths about your calling, reflection questions, and practical steps to win at work without losing at life. Download it here: https://www.garrettmaroon.com/faithfu... 📱 Want to talk business? Shoot me an email: garrett@garrettmaroon.com