How to Win the Listing (Even When the Market Shifts)
EZ Weekly Mastermind – Session 27 Recap
This week’s mastermind was packed with tactical examples and one big reminder: your job at the listing appointment is to show why the math makes sense and how that math translates into tangible, emotional results for the seller.
Robert walked through what really wins listings in this market:
Real offer comparisons (using Alan’s offer event history)
Confidence in your pricing strategy and buyer pool approach
Tactical Highlights from the Session
Here’s what agents are doing right now to adapt:
Pre-Flight Mondays
New Weekly sessions where EZ agents collab on pricing before going live coming soon!Open House Strategy
Forget endless showing windows. Time-restricted open houses drive urgency. The seller can accept anytime – let the buyers know that.MLS Remarks
Use this space wisely. Drop your Buyer Explainer Video link. Reinforce that buyers can act with full visibility.Creative Offers + Proof of Funds
Got a buyer wanting to go over their prequal and add cash at close? We covered how to get additional documents to support at info@ezrealestateplatform.com so the buyer can keep the ball rolling.Marketing Scripts + Recruiting Language
From social posts to text messages, use our pitch and prospecting (FSBOs, Expireds) script packs to explain the platform, nudge interest, and earn passive income by bringing other agents in.
Michelle’s Tacoma Open House Analysis
Before you even get to that moment with a seller, the way you prep and run your listings – especially your open houses – makes or breaks the story you get to tell.
Michelle shared that her recent open house for her Tacoma listing brought in nearly 100 people. Sounds like a win, right? But here’s the problem: not one offer came in.
The issue wasn’t effort. It was alignment. When you’re priced just outside the right buyer bucket (or when your process lacks urgency) interest stalls out.
Robert and the group broke down how to tighten up:
How to build urgency with open house timing
Why you shouldn’t run a “come anytime” showing window
Where to position your price to create tension and engagement
How to use the buyer explainer video to reinforce confidence in your format
If you’re showing up but not seeing action, your process might need adjusting.
Michele’s Cape Coral Listing: Prep Like a Pro
Michele shared how he structured his listing in Cape Coral. From the marketing to having a lender on site, Michele was able to attract multiple offers.
Key moves:
Tight pre-launch communication with the EZ support team
Using the Buyer Explainer Video to set expectations
Listing launch timing that matched buyer behavior
Potentially shrink the showing window to condense buyers
Michael’s Solar Situation: Pricing Isn’t the Only Obstacle
Michael used the buyer premium to tackle a problem most agents shy away from: solar panels with a loan attached. His seller had a system installed, but still owed money on it, and that was creating buyer hesitation.
Lessons from this scenario:
Understand the terms of any solar loan before going active
Add notes to MLS remarks and seller sheets to explain whether the loan is assumable or being paid off
Head off buyer hesitations with upfront communication
Leverage the buyer premium as a way to create solutions
“The solar wasn’t the problem – it was the silence around it. Buyers want answers.”
Pre-Flight Mondays & Market Conditions
We kicked off with an open conversation about current conditions and why Pre-Flight Monday (our live pricing collab) matters more than ever. Inventory is up. Buyers are taking longer. And if you price based on what worked two months ago, you’ll sit.
Buyer Explainer Videos: When and Where to Use Them
We revisited one of our favorite tools—the buyer explainer video—and how it helps:
Set expectations with buyers
Reduce confusion for buyer agents
Reinforce the value of the EZ format
We even covered where to link it in MLS and how to use it in follow-up messages.
The Alan Story: Net Sheets + Real Numbers Win
The most powerful part of the session?
Robert walked through Alan’s listing, where the seller got a full-price offer—but nearly left $60K on the table. Alan didn’t match that other agent’s commission rate. He just showed the net math and walked the seller through every number.
That’s what won the listing.
“When you show what they walk away with, you’re not pitching anymore. You’re just helping them make the right call.”
This is why we use net sheets and real examples. Not because it sounds smart. Because it works.
Your Homework
If you haven’t yet:
Use the Alan Story as part of your listing presentation
Watch how Robert presents it here: Drop your next property into Pre-Flight Monday so we can help you sharpen your pricing
Stay Connected:
- Want to become an EZ Listing Agent? We sponsor 12 new agents every month (that means your certification cost is waived!) Express interest here.
- Enroll in Master Training (Wednesdays, one-time session): Enroll here
- Join our Facebook Community to connect, share experiences, and stay inspired:
