Listings Stuck in a Buyer’s Market? Scripts, Strategy, and Tools That Help You Close Without Dropping Price

EZ Weekly Mastermind #29 Recap: How to Get Listings Under Contract Without Dropping the Price

A listing sitting longer than expected? FSBO leads ghosting? Buyers hesitant—even when the price is right?

In this week’s Mastermind, we tackled what agents are running into right now: good listings that aren’t moving and conversations that need a reset.

Here’s what we covered.

Call the Agents Who Just Closed—And Ask Better Questions

If your listing looks right on paper but isn’t getting offers, stop refreshing the MLS and start calling agents who just closed nearby. That feedback will give you a more honest picture than comp data alone.

“I’ve been calling the agents who just sold in my area… one sold for $495,000, but they had to give $15,000 in concessions and pay title. That’s a different net.”

You’re not just asking what it sold for—you’re asking what the seller walked away with and what it took to get there.

Good questions to ask:

• How many offers did you get, and how fast?

• Were there major buyer objections?

• Was the winning buyer financed, cash, or Sub2?

• Did the seller give any concessions or cover title costs?

• Was the buyer local, investor, or retail?

This gives you the language you can use with your seller to add clarity:

• “The one down the street didn’t sell at $495—it netted more like $475 after concessions.”

• “They had to shift who they were marketing to once they realized their buyer wasn’t local.”

• “They extended the timeline, dropped $10K, and got a better buyer profile.”

When you share this, you’re not pushing a price drop—you’re showing how other sellers navigated the same market. That’s a more powerful reset than just updating the CMA.

Pricing Alone Doesn’t Create Buyer Confidence

One agent shared a listing they expected to move quickly—clean, partially updated, and priced competitively. But it sat with no offers.

“The kitchen’s updated, the bathrooms are partially updated, the flooring’s updated… I don’t get why I don’t even have one single offer.”

Another agent chimed in after walking the property. “I think people were struggling with the smell. That’s why you’re not even getting lowballs.”

Buyers don’t write offers when they feel uncertain—especially in a buyer’s market. Even if the price looks right on paper, minor issues like scent, layout, or lighting can kill confidence before they ever get to the numbers.

You don’t need to be critical with the seller—but you do need to prep them for the reality:

1. Ask buyer agents for honest walkthrough feedback
2. Address cosmetic or sensory issues
3. Be ready to explain why a “good deal” still isn’t getting traction

“They think it’s a great house, but the energy’s off. They’re walking out instead of even taking a bite.”

Price is just one part of the offer equation. In this market, buyer perception and consumer psychology carry just as much weight.

Rewrite Your FSBO Scripts so Sellers Respond

Most FSBO outreach fails because it sounds like a pitch. People don’t care what you have to offer—they care about what makes a difference for them.

Chandelle found this out the hard way. Her original message?

❌ “I have a tool that can assist you in selling this property quickly and effectively without paying a commission and maximizing your return. The buyer pays the premium…”

And the result? Crickets.

So we rewrote her script live on the call—based on what actually works.

Try something like this instead:

✅Simple curiosity-based openers: “I can help you sell for 0% listing commission while offering full service. Would you be interested?”

✅Exclusivity + service-based hook: “I’m a local agent offering a few FSBOs full-service marketing—including pro photos, cleaning, staging—at 0% listing commission. Would your property qualify?”

✅Short + direct for texting or email: “I’m offering a few sellers in your area a 0% listing commission option. Want to see if your home qualifies?”

These work better because:

• The offer is obvious in the first few words (you pay 0% commission)

• Objections are handled pre-emptively (you still get full service)

• They create urgency and scarcity with phrases like “a few sellers” or “limited availability.”

One agent even throws in a free video walkthrough to break the ice and start the relationship.

Bottom line? If your FSBO scripts are flopping, it’s time to simplify, humanize, and lead with curiosity or value—not an explanation.

Creative Financing Using Buyer Premiums: The Better Sub2 Alternative

Sub2 comes up often—but as this week’s discussion showed, it rarely fits the actual deal.

Greg shared an example of a seller with $250,000 in equity who wanted a Subject-To arrangement. The problem?

“There’s pretty much zero subject-to buyers on Earth who’ll put $250K down.”

These deals collapse when the seller wants cash, the buyer has financing, and no one wants to take on the complexity. Sub2, novation, and similar strategies sound smart—until the math or the motivation falls apart.

That’s where the buyer premium becomes the more flexible, usable option.

How to Use Buyer Premiums as Creative Finance

The group walked through a sample structure that delivers affordability for the buyer, keeps seller expectations intact, and still pays both agents fairly.

Example: 10% Buyer Premium Breakdown

• 1% to the EZ Platform

• 3% to the buyer’s agent

• 3% to the listing agent

• 3% applied as a buydown or seller concession

Greg noted that just 2% applied to a buydown on a $500,000 loan could drop a buyer’s monthly payment by over $600—a better monthly outcome than a typical price reduction.

“That buydown becomes more powerful than a discount when rates are this high.”

Other Uses for the Premium

• Offset inspection or repair credits

• Offer closing cost help without touching list price

• Appeal to first-time buyers, VA, FHA, or DSCR loans

• Provide funds for paint, flooring, or cleaning in escrow

All without introducing legal hurdles or complex negotiations.

Why This Beats Sub2 in Most Scenarios

• Works for any buyer—cash, finance, or investment

• Easy to explain at the listing appointment

• Gives both agents room to get paid

• Retains transparency and trust with all parties

• Delivers flexibility without extra paperwork

Go Beyond the Knock: Pop-By Strategies That Stick

Agents on the call emphasized that door-knocking still works, especially when you show up with value—not just a pitch.

Michael shared a creative and budget-friendly strategy that generated results in his neighborhood:

“I was doing drops for my open houses for the neighbors and doing the invites, and I actually stapled a rubber band to the corner of the flyer so I could put it on the doorknob, and that was amazingly cheap.”

Others added that pairing your pop-by with helpful or seasonal items can increase memorability and engagement. One agent explained:

“You could even get those little wipes for Off!, or the little wristband you wear… little things for summer that show thought.”

The group discussed the 30-Day Listing Challenge, which involves dropping off 5 pop-by items per day with seller guides, CMAs, or local market updates:

“You wanna have stuff put together ahead of time… helpful, memorable. People do recipe magnets because they stay on the fridge. Others use small planters with seed packets or Fourth of July sparklers.”

And while you might knock, being prepared to leave something behind matters just as much if the homeowner isn’t in. As one agent put it:

“It’s really just kind of like playing on the idea of reciprocity. Door knocking with something a bit more memorable.”

Just be sure to check HOA and county rules—and yes, don’t put it in the mailbox:

“You can’t open the mailbox. That’s a federal offense. But you can use the flag, or a rubber band on the door.”

The key takeaway: if you’re going to knock, don’t just ask for something—leave something that builds goodwill, authority, and recall. And if you need ideas, revisit the 30-Day Listing Challenge or drop something seasonal that makes you memorable.