What do you do when a listing sits on the market for over 230 days? You don’t lower the price and hope. You shift the strategy entirely.
In this real-life EZ Mastermind coaching session, we dive into a condo that had stalled—despite renovations and multiple price drops. It’s a textbook case of pricing for one buyer instead of the buyer bucket that creates competition.
The Setup
Property: 3-bedroom, 2-bath condo
Days on Market: 230+
Original List Price: $264,900
Final List Price Before Pulled: $254,900
Renovation Investment: ~$5,000 (paint, cosmetic refresh)
The agent pulled the listing, made improvements, and prepared to relaunch. But before it went live again, we worked through the real question:
What price would bring in enough buyers to create demand and drive up the final sale price?
The EZ Approach: Start With the Buyer Pool
At EZ, we don’t guess. We reverse-engineer pricing by asking:
How many buyers would show up at this price?
How many of those are likely to make offers?
Is that enough to create FOMO and competition?
Here’s how the group brainstorm played out:
| Price Point | Estimated Buyer Turnout (Open House) |
|---|---|
| $254,900 | 3 |
| $225,000 | 25 |
| $199,000 | 50 |
The higher the interest, the more likely you create a bidding environment. In this case, $199K isn’t a “lowball.” It’s a strategic launch price designed to activate the largest buyer bucket—and let the market drive it back up.
From Stale to Sold (The Hypothetical Path)
Let’s say we launch at $199K. 50 buyers show up. 8 make offers.
The transparent format allows those buyers to see what’s happening in real-time. Some buyers increase their offers. Others drop out. Two go head-to-head.
Final sale price? Maybe $222K. Maybe $229K. Maybe even back above $254K if the demand is right.
Either way, it’s no longer sitting.
Takeaways for Agents:
Price for offers, not just for traffic
Understand your buyer bucket pool
Use FOMO, not fear, to drive action
Your listing isn’t just a number on the MLS. It’s an opportunity to engineer demand—if you know what lever to pull.
💡 See also: Objection Handling Role Play
Get Involved with the EZ Community
Ready to take your business to the next level? Join the next training and start closing more deals today.
Join us on Facebook: Get real-time feedback on your questions and ideas in our Facebook groups.
Become an EZ Agent: Explore what EZ Real Estate Platform can do for your business – if you’d like to start, contact us and ask how you can start for free 🙂
