Hey, First name / you. No appointment this week? |
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Here's what you can do instead |
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Pricing is the emotional fulcrum of the seller experience. First you might be asking, “Kristi, what the heck does fulcrum mean?” A fulcrum is the pivot point in a lever; the spot everything turns or balances on. So, First name / what does that mean for you reading this right now? What's got me talking about emotional fulcrums? |
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The culprit is a recent study on The Emotional Landscape of Home-Selling by 1000WATT. It absolutely blew my mind, and I just knew I needed to recap the most crucial elements with you and (in Take it and RUN style) came up with a way you can execute on the insight this week! Agents that actually move the needle in their business learn and grow. Keep reading. |
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Here's what every agent needs to pay attention to in 1000Watt’s latest study: |
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- 56% of sellers start out trusting their agent to price their home.
- That trust cracks fast if the price disappoints.
- When sellers are let down, 28% blame the agent’s pricing strategy — the same percentage that blame the market itself.
When 1000Watt calls pricing the “emotional fulcrum” for sellers, they mean:
It’s the central point that determines whether the whole selling experience feels good or bad. If pricing goes well, trust and confidence in the agent stay strong. If it goes wrong, everything tips in the other direction and emotions (along with the relationship) can collapse. |
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So what, who cares? What should a smart agent do about this? |
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You can’t just set the price and hope for the best. You have to own the pricing story from the very beginning and keep it going all the way to closing. 🏃🏼♀️➡️Take it and RUN this week:
Don’t just present a price. Present three pricing scenarios:
- Aggressive – Faster sale, lower ceiling on price.
- Market Match – Balanced days on market and price.
- Stretch – Longer days on market, higher risk if the market shifts.
Walk your seller through the trade-offs and your strategy for each.
Then, check in every two weeks with updated market data and show how your plan still makes sense (or how you’ll adjust if it doesn’t).
When you set expectations early and keep revisiting them, you protect their trust. Aaaand you protect yourself from being the scapegoat later (yes, please). Go win the week! PS - If you are one of the few agents who implement on this, email me what you created. I'd love to see it. |
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Stuck in impostor syndrome or stopped at procrastination station? |
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I started a podcast for that and more of those nasty (but common) conditions that plague real estate agents and other business owners. Don't stay in that frame of mind! My operations director (Kelcie) and I use each quick episode to cover how you can overcome those icky mindsets and achieve your goals. We didn't pull any punches last week. The “tech-tsunami” 🌊 is here and you can either drown or equip yourself with a surf board. You have options, and we walked through them in this episode. |
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Join me at Tom Ferry's Success Summit! |
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Most agents follow up with a link. The best ones follow up with a strategy. At Tom Ferry’s Success Summit I will be teaching The Buyer’s Edge, my signature framework for creating results buyers rave about. It is built to help you win more often, work more efficiently, and keep your clients for life. If you are ready to stop chasing buyers and start attracting them, Dallas is where you need to be August 26–28. You will also learn from speakers like Tim Grover, Lourdes Maestres, Stephanie Younger and many others.
Click below to register and use code SS-SPEAKER to save $250 on your ticket!
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Taking the time to execute on these small tasks is what places you in a position serve more people and increase your earnings. |
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This exercise is primarily designed to 🗓️ SET APPOINTMENTS! Track your progress and pay attention to what’s converting. I’d love to hear what you discover. |
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Wanna make magic together? |
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I coach, consult, speak on stage, and occasionally break out into dance. Which one can we do together? ⤵️ |
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✨ Get inspired ✨ on the daily when you follow me on Instagram ⤵️ |
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I gave you the instructions, now it's your turn to take it and run! |
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6428 S Trophy Ct
Gilbert, AZ 85298, USA |
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