You're not avoiding the tough conversation.

You're just delaying it. And when it finally comes up, it's going to be a lot harder.

 

We had Steve LaCrosse, co-leader of the Ladd Group in Bend, OR, on the latest episode of Take It and Run (watch the episode here). And he said something I haven't been able to stop thinking about.

Telling your clients the truth — about pricing, about what the market will actually bear, about what to realistically expect — is not harsh. It's not going to cost you the relationship.

 

Avoiding it will.

 

When a listing isn't moving, Steve asks two questions: Is it the marketing or is it the market? If the marketing checks out, the conversation shifts to price. Not as an opinion. As data.

 

No blame. No drama. No apology. Just clarity.

That's the job.

If you have a deal right now: Ask yourself — is it the marketing or is it the market? Pull up the absorption rate. Show them the competition. Ask: "If only the top 25% of homes in this price range are selling right now, are we in that group?" For a buyer who's gone quiet, go back to the original reason they started looking. And if you don't have news — call anyway. 

 

No news is still news.

 

If you don't have a deal right now: You have time to practice before you need it. Open Claude and type:

 

Then have the conversation. Out loud if you can. Run it until it stops feeling awkward.

Steve said it best: it's not a script if you believe what you're saying. Practice is how you get there.

 

Clear is kind. Now take it and run!

🎧 Feeling stuck, scattered, or second-guessing yourself?

The Take It and Run podcast is built for that moment. Each episode gives real estate agents and business owners clear moves they can use right away, not hype and not theory. Kristi and Kelcie break down the habits, decisions, and discipline that lead to more confidence, more consistency, and more appointments. Press play, take one idea, and run with it.

😲 Don't sleep on these offers!

 

 

Use my code KRISTI30 for 30% off. Applies to monthly AND yearly memberships.

 

How to do it:

Speaking Season is here! I'll be on stage with Tom at the following Edge Events, where we take you behind the scenes of what’s really working to win more deals and scale your business. The Edge was designed for committed agents looking to maximize their efficiency and adapt their systems for today’s environment. You’ll learn cutting-edge strategies for attracting buyers and sellers, AI automation, closing deals faster by leveraging the data consumers care about today, and controlling the narrative in your hometown. Just one day is all it takes to master the skills, confidence, and knowledge to make you a listing leader in your city.

These are just the cities I'll be in! Check the full list for your area. 👇🏻

Taking the time to execute on these small tasks is what places you in a position serve more people and increase your earnings.

Don't forget

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.

Wanna make magic together?

I coach, consult, speak on stage, and occasionally break out into dance. Which one can we do together? ⤵️ 

**This is not a coaching solicitation to any current Tom Ferry coaching clients working with another coach**