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A powerful way to power-up your listing presentation is to use contrast…positioning your 72SOLD home sale process in stark contrast to the mistakes traditional agents make, and how those mistakes cost home sellers thousands in lower sale prices.   

In my blog this week, “You Don’t Live In A Cave”, I talk about the historical backdrop to why fear of loss has a greater emotional impact on us than opportunity for gain. This inherent bias started with the earliest of humans (cavemen and cavewomen) back when most threats were physical and often life threatening. 

It's different now. Most things we fear today (rejection, financial loss, embarrassment) are not that serious, but our bias to react more strongly to downside than upside still remains.  

This is why on listing appointments you should not just talk about the proven financial upside (validated by six studies) of using the 72SOLD process, you should also emphasize the downside (a lower sale price) of “going with the other guy” (a traditional real estate agent).  

On last Wednesday's Team Call one of our members asked how to respond to a seller who was reluctant to start at a "below market price". My answer was that our member had not explained our pricing strategy correctly. The Starting Price should NOT be below market, but rather on market. Then you use our 10 Step Home Sale Process to get your sellers an above market price. 

The right Starting Price and our 10 Step Process can make a HUGE positive financial difference for home sellers. The most recent of six independent studies (Q1 2023) on the effectiveness of our program showed that over 9000 home sellers who used agents certified on our program ended up with an average of 9.1% higher prices than homes sold by traditional agents in their local MLS.

It is 100% proven that sellers are making a costly mistake "going with the other guy" instead of you. So be sure your listing presentations not only focus on the financial upside of choosing you but also the costly downside of choosing "one of the other guys".

While responding to that Wednesday Team Call question, I spent 19 minutes talking about how I would explain our pricing strategy and use contrast to emphasize the downside of choosing somebody other than me.

I believe you will find this 19-minute video worth your time…

If you attended Team Calls this week you know Teresa and I are taking a rare vacation (8 days, Friday to Friday) to one of our favorite places, Walloon Lake, Michigan.  Randy will be hosting Team Calls in our absence, and he has fantastic training scheduled for you. Try to attend.  

I'm told there is an underground betting pool on whether I’ll water ski on Walloon this week. Here's a tip for those involved. Below are some photos of me slaloming and skiing backwards 50 years ago.

-Greg

P.S. I will be attempting a real vacation next week, enjoying Walloon Lake, Michigan with family. This is where I taught water skiing for several summers growing up, and I am excited to see if I've still got it! A big thanks to Randy who will be taking over next week's Team Calls for me.

The week of June 20th will be when you make your first Protected Area ZIP(s) Ad Fund contribution in our National Member Portal. We are in the process of sending out emails confirming the Protected Areas you have requested. We are being extremely careful to "put the right people on the bus" as each application is being scrutinized and responded to individually. If you haven't yet received your ZIP confirmation email, you should this coming week.

We are currently testing personalized 72SOLD QR and UTM codes with a small group of beta users. This testing process will continue until June 19th. On June 20th every 72SOLD protected area owner will have the opportunity to acquire their own personal 72SOLD QR and UTM code.

We have designed these new postcards for you to mail out to homes around your listings. One would be for general mailing while the other is designed to be sent out to surrounding homes after one of your listings goes under contract. Both of these cards should be available in our Print Shop for customization and print/mail/download by early next week.

Hear from two of our recent happy clients who share a little about their experience selling the 72SOLD way! You can download this video from our 72National Member Portal or share it with prospects using this link: vimeo.com/72sold/linda.

Winners to be announced soon!

Check out a few of our amazing submissions to our "7-Step Showing Process in 72 Seconds". A big thanks to Ravi Ramachandran and Lisa Biddle for allowing us to showcase their fantastic submissions below...one with his eyes closed and one in rhyme!

We have updated our Competition Based Pricing Form to include a variable range pricing option. This should be helpful when you are concerned about the condition of a home before you arrive on the listing appointment. This new form allows you to fill in a pricing range, allowing you to recommend a price to the seller within the range after you complete the walkthrough.



Thanks to Jennifer Goldstein who brought up this idea with Greg during one of Chris Allen's coaching sessions.

This form will be available for download from our Member Portal and Print Shop early next week.

Use these national graphs and stats on your listing appointments to convince sellers to price their homes right and sell in 8 days or less to maximize the price.

We update these every Friday (thank you Sarah Perkins).

Click the image below to download the PowerPoint version or you can get the PDF version by clicking here.