In this week’s coaching session, we dug into a real-world challenge: a listing that had been sitting for over 40 days with no offers, despite being priced near market value. Sound familiar?
Whether you’re picking up someone else’s expired listing or your own listing is lacking serious offers, this replay is packed with strategy tips.
🔹 The formula to follow:
Drop the price far enough to turn heads (10–20% below market).
Add a buyer premium that can help fund seller concessions.
Market the open house like a one-day event.
Push for at least one buyer to register and submit an offer during the open.
Follow up with every agent and unrepresented buyer.
Real Results:
Joy’s shock-the-system price reset results: 45 people through a 3.5-hour open house = multiple offers and $36K over the starting price.
Michael’s price reset strategy for his current listing: $50K in solar debt and traffic noise repositioned and revived with a strategy that uses buyer premium to pay off part of the loan.
Jalen uses EZ to save a stale listing: A standalone case study of a stale listing revived using the EZ listing option.
Key Takeaways from this Agent Mastermind:
1. Stale Listing Strategy + Price Resets
If a listing isn’t moving, your next step isn’t just a price cut. It’s a strategy reset.
Cancel or pause the listing to reposition it properly.
When you bring it back, treat it like a new launch: fresh marketing, new messaging, and a dramatic price reset that gets attention.
Make it clear that this is not a lazy price adjustment – it’s a limited-time offer event designed to shock the system and sell fast.
“You’re not discounting the home, you’re disrupting the market.”
2. Solar, Street, and Objection Handling
You can’t pretend imperfections and undesirable criteria don’t exist: you need to get ahead of them.
Call out known concerns in your MLS remarks and open house conversations.
Reframe the issue (e.g. “low-interest solar loan that cuts monthly bills”) and show how buyers benefit.
Make sure your seller understands the value of transparency and gives you the flexibility to work around the concern.
“Tackle the elephant in the room before buyers start wondering.”
3. Buyer Premium Strategy
The buyer premium can help you put deals together in creative ways.
You can use it to offset solar debt, balance seller concessions, or pay the buyer’s broker.
Because it’s visible upfront and included in the final purchase sale agreement, it makes financing smoother and negotiation simpler.
“Think of the buyer premium as your Swiss Army knife: it solves problems that would otherwise kill the deal.”
4. Your Open House Should Feel Like an Event
You don’t need another sleepy Saturday open house with stale cookies. You need energy, urgency, and turnout.
Go all in: signs, flyers, door-knocking, social posts, giveaways, food, music.
Treat it like a one-day-only offer event and push for action that day.
Don’t forget to invite the neighborhood. They show up out of curiosity, and sometimes they bring the buyer.
Raffle entries = lead forms. You’re trading fun for follow-up.
Your number one goal? Get one offer before you leave. Just one. It changes everything.
“Make it feel like a broker open, but for the public”
4. Talking to Buyers + Positioning EZ
Most open house buyers show up without an agent. If you explain the EZ platform right, they become your next listing client. EZ solves their common pain points, and you shouldn’t be afraid to speak to buyers about the EZ offer process.
Buyers just want their offer accepted without playing highest-and-best guessing games, so show them how EZ makes that happen.
Explain the EZ process in plain terms: Scan the QR code, sign up, upload your prequal. Done.
Don’t wait for offers. Ask for them during the event.
Let them know your seller is watching and can accept an offer at any time.
“Don’t let imposter syndrome keep you from speaking confidently to buyers.”
5. Agent Execution
Build your open house team like it’s game day.
Bring 2–3 agents and at least one motivated lender who will help buyers sign up to make offers on the spot.
Prep signs, opt-in forms, scripts, and FAQs ahead of time.
Follow up with everyone who visits: buyers, agents, neighbors. This isn’t just marketing. It’s lead capture.
“With a packed open house, it’s obvious 0% listing doesn’t mean you’re not a discount agent.”
Content Mentioned in This Mastermind
Action Steps for Agents:
- Want to become an EZ Listing Agent? We sponsor 12 new agents every month (that means your certification cost is waived!) Express interest here.
- Get involved in our Pay-At-Close Listing Leads program: Sign up here.
- Enroll in Master Training (Wednesdays, one-time session): Enroll here
- Join our Facebook Community to connect, share experiences, and stay inspired:
