EZ Agent Weekly Coaching 45: Better Lead Gen + Short Sale Opportunities
This week’s Monday Coaching continued last Thursday’s Q&A on real-world agent challenges and proven EZ systems.
Robert shared updates on lead generation, short sale opportunities, pricing strategy, and how agents can earn more by staying consistent with the EZ process.
We also welcomed Mike Nicolai to the EZ team as our new Lead Intake Specialist, helping organize nationwide seller leads and prepare agents for upcoming opportunities. His expertise has been long-appreciated and we are grateful for the opportunity to welcome him to the EZ Team!
💡 Introductions & Company Updates
00:00 Weekly Agent Coaching Introductions
00:52 Company Update: Active Negotiations Across Multiple States
EZ is actively negotiating listings in multiple states and generating steady daily leads.
Robert reminded agents that referral agreements should be signed and ready — new opportunities are being assigned weekly.
🏠 Listing Strategy & Pricing
02:00 Calabasas Listing Case Study: When Traditional Listing Makes Sense
02:37 Handling Greedy Sellers Who Want More Money After Offers
04:34 EZ Traditional Listing vs EZ Investor Listing Explained
05:58 Commission Structure: Why 3.5% to Listing Agent
07:02 Washington Flip Deal: Novation vs Cash Offer Decision
The Calabasas case study showed when it makes sense to take a simple traditional listing instead of forcing an investor deal.
EZ’s philosophy stays the same: always do what’s best for the seller.
Agents discussed how to handle sellers who push for more after multiple offers — and how to avoid that issue entirely by writing in a minimum price agreement up front.
Robert also explained the difference between EZ Traditional Listings (7% total) and EZ Investor Listings (10% total) — and why the extra 3% covers added coordination and risk.
🎯 Pricing & Market Strategy
07:44 Pricing Strategy: Creating Excitement to Get 100 People at Open House
08:18 Pricing Below Market Value: The 10% Rule for Maximum Interest
10:23 Seattle Market Analysis: Moving Toward Neutral or Buyer’s Market
11:20 Understanding Buyer Bucket Pools: Who Can Buy Your Listing
12:57 Seller Objection: What to Say When They Won’t Price Low
Robert and the agents discussed how to price homes 10% below market to drive excitement and attract over 100 people to an open house.
That approach sparks competition — even in slower markets — and creates real data to show sellers how the market is responding.
They also reviewed local market shifts, with Seattle trending toward neutral conditions. Brett and the group agreed: stay ready for both sides of the cycle.
💡 When sellers resist pricing low, remind them:
“You can accept, negotiate, or refuse any offer. My job is to bring the most buyers possible. The more eyes on your home, the better your outcome.”
💰 Commissions, Premiums & Platform Confidence
14:30 Can You Charge 10% Buyer Premium on Your Own Listings
16:17 Leveraging EZ Listing Platform: 750 Agents Nationwide Training
18:35 Agents Avoiding the Platform: How to Handle Off-Site Offers
Robert asked: Can you justify charging a 10% premium on your own listing?
Frank answered: “If you believe in your value, yes.”
The team discussed how experience, documentation, and confidence justify premium rates — especially when agents provide full transparency and use the EZ system properly.
Robert reminded agents that EZ’s platform gives unique credibility:
750+ trained agents nationwide
Compliance and marketing support
Transparent transaction system sellers can trust
🏦 Short Sales & Foreclosure Opportunities
21:24 Short Sales on EZ Listing: Benefits for Banks and Sellers
22:57 Short Sale Strategy: Getting Bank Managers to Watch Your Listing
24:22 Foreclosure Listings Coming: Building Bank Relationships Now
Robert explained how the EZ Platform can help banks, sellers, and buyers by making short sales fully transparent.
Banks lose less money when they can see buyer competition.
He encouraged agents to:
Call the bank’s servicing manager early
Invite them to watch the last 20 minutes of the offer event
Use “The market has spoken” to validate pricing
Build long-term relationships to gain future foreclosure listings
💡 EZ will host Short Sale Training in the next month and a half to prepare agents for this growing niche.
📈 Lead Intake & Deal Process
25:52 Mike Nikolai Joins Company: New Lead Intake Team Member
26:29 Current Lead Generation Results
27:52 Seller Intake Form Process: 30–45 Minutes Building Rapport
28:41 Deal Disposition Process (Behind the Scenes)
31:18 Cash Offer Window
31:38 EZ Traditional Listing: Full Presentation With 0% USP
32:40 Avoid This Mistake
Robert walked through the new EZ Lead Intake process — how sellers are vetted, how data flows, and how agents are assigned listings.
Key details:
Leads are coming in daily from multiple states.
Intake calls take 30–45 minutes and build seller rapport.
Agents can earn $200 for field visits to collect photos and property info.
Adam and the team review title, tax, and comps before sending full sheets to the assigned agent.
Each sheet outlines whether the seller is best suited for a cash offer, novation, or EZ traditional listing — so agents walk in prepared.
🚀 Training & Final Notes
33:31 Upcoming Hard Money Training: Making Money as Investor Agent
35:55 New EZ Agent Celebration!!
Robert wrapped up with next steps:
Hard Money & Transactional Funding Training on Thursday
Short Sale Training coming soon
Stay sharp on forms and follow-up — every detail matters
He closed with a reminder that every agent is part of something bigger:
“You’re one of 750 EZ agents out of two million nationwide. Use that power when you talk to sellers. You’re part of something proven.”
Stay Connected
The best way to keep learning and stay plugged into new ideas is through our agent communities. Join the conversation, share your wins, and get feedback from peers who are building with EZ every day:
You don’t have to figure this out alone—connect with other agents using the same tools and scripts, and you’ll always have a place to turn for answers and support.
