EZ Agent Weekly Coaching 43: Overpricing, Open House Mistakes, and Real Market Lessons
In this week’s EZ Agent Coaching 43, real agents shared what happens when you do everything right — except the price.
Kenneth and Raymond ran high-traffic open houses that pulled 17,000+ online views, dozens of visitors, and real buyer activity.
But they also ran into a familiar challenge: a seller who wouldn’t listen to the market.
Robert and Joy broke down how to manage pricing conversations, protect your credibility, and use exposure data as proof instead of pressure.
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How Much Exposure Is Enough to Sell a Home?
Raymond’s listing pulled over 17,000 online views, 94 visitors, and 30 agent previews — proof that exposure isn’t the problem when a home doesn’t sell.
Robert reminded everyone that visibility without value doesn’t move homes. The market doesn’t reward “busy” listings; it rewards well-priced ones.
What’s the Right Way to Time an MLS Listing and Open House?
Kenneth’s first EZ open house showed how timing makes or breaks attendance.
Listing too close to the open house date limits syndication time and costs exposure.
Robert advised agents to list early, build anticipation, and make the first showing feel like an event — not an afterthought.
How Do You Handle Sellers Who Refuse to Adjust Price?
Raymond’s seller insisted on holding firm, despite buyer feedback and multiple offers below list.
Robert’s advice was simple: show numbers, not opinions.
Use views, saves, and inquiries to demonstrate where the market actually sits.
If sellers see proof that buyers are watching but not acting, they’ll understand the gap without feeling attacked.
What’s the Formula for a High-Traffic Open House?
Both Kenneth and Raymond saw success from small marketing changes.
They promoted their listings on Facebook, used curiosity-based descriptions, and avoided dumping too much info into MLS.
Robert explained that curiosity creates calls — and calls create relationships.
Even gated-community challenges can be solved with prep: contact the HOA early, coordinate parking, and make the event feel exclusive.
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How Can Agents Turn Tough Listings Into Leads?
Even when listings stall, the attention they generate has value.
Kenneth used his open house follow-ups to book new appointments.
Raymond gained 250 new agent contacts to use in reverse prospecting.
Robert summed it up: “Every tough listing is still a networking event.”
What Are the Most Common MLS and Compliance Mistakes?
Agents shared examples of listing violations — especially including commission details or Buyer Premium explanations in public MLS remarks.
Each MLS handles this differently, so double-check language before publishing.
When in doubt, keep details inside private agent notes or property attachments.
How Can You Explain Pricing Using the Buyer’s Bucket Pool?
Robert revisited the Buyer’s Bucket Pool to explain how small pricing shifts move a listing into entirely new buyer categories.
This is one of the simplest ways to explain affordability and urgency without sounding like a salesperson.
How to Talk About Price and Value Without Losing Rapport
Colin shared a metaphor that stuck with everyone:
“Every buyer walks in with a briefcase full of money. Your seller has to ask, where would they take it?”
That one line can shift any pricing conversation from emotion to logic.
It’s not about what your seller wants — it’s about where the buyer’s money is willing to go.
What Homework Did Agents Get This Week?
Robert’s closing challenge:
Write one short FSBO postcard.
Draft one script for farming.
Use the Hidden Cost of Overpricing handout at your next listing presentation.
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.
