EZ Weekly Mastermind – Session 28 Recap
This week’s Mastermind was a goldmine for agents dealing with the tough stuff: sellers backing out, buyers lowballing, and listings sitting too long. We broke down what agents are actually saying in the field to keep deals alive—and get them closed.
Top Takeaways
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Start shorter offer windows. Extend as needed (EZ will automatically extend if you receive no offers)
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Always register offers on the platform. Transparency wins trust.
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Buyers’ agents need more hand-holding than buyers themselves.
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Remind agents: this process saves them time, not adds to it.
Open House Wins from a Cooling Market
Mike Nicolai got 50 people through his open house, three buyers preparing offers, and even convinced his seller (an agent himself) to consider joining EZ.
“My seller is actually a real estate agent… now he wants to jump in on the platform after seeing how it works.” – Mike
Mike’s advice: promote the heck out of it, use walkthrough videos, price right, and lean on your own network. Proof works better than promises.
How to Handle Offer Terms + Platform Transparency
Mike was also wondering: Can a buyer submit an offer with special terms?
Short answer: Of course! But don’t overcomplicate it.
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Have Buyers Submit Their Numeric Offer
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Use an Offer Detail Sheet if needed, but real conversations work better.
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Remind agents: Sellers can accept, reject, or negotiate offers anytime.
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Platform is transparent, not rigid. Strong offers aren’t just about price.
“That top offer doesn’t necessarily win. You’ve gotta remind people of that.” – Katt
Michele’s Win in Cape Coral—and What He’d Do Differently
Michele Santorsola got his listing under contract in just 8 days—in a deep buyer’s market.
“We got under contract in a deep buyer’s market… all through the transparency platform.” – Michele
But the big takeaway? He forgot to handle key objections before they came up.
He asked for advice on rearranging his value proposition. The property was priced at $265K—15% below comps. But the buyer’s agent still pushed back on the 6% buyer premium, and Michele wasn’t ready with the language.
“We got the $315K including the buyer’s premium, but I had told my seller we’d get $315K plus the premium.”
Katt reminded us:
“If you’re 15% below comp, why are you letting someone argue over a 6% premium? You’ve got to anchor the discount up front.”
Lesson learned: use the steep discount as your objection pre-handler. Don’t wait to get hit!
The Tough Seller Conversation: When Motivation Shifts
Ace Tejada ran into a seller who moved the goalposts mid-process. After receiving a $400K offer, they suddenly wanted to list at $465K. Mike Nicolai offered great advice on taking the listing the traditional way if a seller doesn’t want to follow the pricing that makes the EZ Listing Method work.
“I’ve fired clients before, and I wish I had done that earlier.” – Mike
The mastermind crew brought it back:
✅ Re-educate the seller (people will forget what you told them)
✅ Anchor back to motivation
✅ Offer options (and empathy)
Once we did a little bit more digging, we realized the seller might have had a motivation shift. We’ll cover that in the next section.
Helping Seniors? Figure Out Their Motivation for Selling
Agents often forget this—but when you’re working with seniors, you’re not just helping them move. You’re helping them plan how they’ll afford what comes next.
“They’re thinking about what their financial needs are for medical care, and they’re not dealing appropriately. They’re not thinking straight.”
– Michelle
Whether it’s downsizing, assisted living, or selling the family home to fund memory care, it’s emotional. And it’s financial. At the same time.
You can’t script your way through it. But you can lead the conversation with:
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“What’s on your plate right now?”
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“What number makes you feel safe for this transition?”
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“Do you want me to walk your family through this with you?”
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“Let’s build a plan around what you need and when you need it.”
Katt put it best:
“This isn’t a go-out-there-and-be-a-salesperson situation. You’ve got to come in as a guide. Listen with empathy. Ask what changed. Offer options.” – Katt
It’s about trust. Timing. And showing up as more than just the listing agent.
EZ Platform Value Adds for Senior Sellers
Senior clients often need to time their move, not just make the move. Here’s what makes EZ work for that:
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Transparent Offer Process: Sellers can accept, reject, or negotiate at any time.
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Price Discovery in Days, Not Months: Helps avoid long, drawn-out listings or selling for less
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Flexible Start Dates: Agents can delay showings or stack offers ahead of launch.
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Shorter Average Days on Market: Ideal for sellers working with limited transition timelines.
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EZ Offer Submission: Less back-and-forth means less stress for decision-makers or POAs.
And if financial stress is the unspoken concern?
“A lot of financial planners will offer a free consult. Bridge that gap. Offer help, not pressure.” – Katt
Offers, Timing, and the Power of a Second Buyer
Michael Graham dropped his listing from $739K to $575K after it sat listed the traditional way for 40 days.
Showings picked up immediately. But once the offers started rolling in, the terms got messy.
“They want my seller to pay off the solar. If we’re giving a $50K price cut, we’re not also paying off the solar.”
That kicked off a deeper discussion: what do you do when your top offer brings baggage? You need leverage.
That’s where timing and competition come in. You don’t always need a better offer—you just need another one to create urgency.
Joy jumped in with a cash buyer tip. She gave the advice of marketing the property to your cash buyers list (and submitting to EZ’s REI form) to drum up initial interest. Katt agreed this was a great way to get your first offers on the platform, visible to others.
And why not reach out to cash buyers, since the property is steeply discounted?
This is the play:
✅ If your best offer starts slipping, get a second offer in—even if it’s lower
✅ That’s how you re-anchor the conversation and protect your seller
✅ Remember: sellers can accept, counter, or reject any offer, any time
✅ And you can extend the event if it builds leverage—not just to buy time
“Buyers don’t see the value if they don’t see competition.” – Katt
So whether it’s a price drop or an offer event extension, don’t just hit reset – get out there and get negotiating!
📌 EZ Objection Busters & Scripts That Hit
“Can buyers go over their prequal?”
→ “Yes—if the terms are strong, the listing agent will follow up.”
“Isn’t this just an auction?”
→ “Nope. Sellers can accept, reject, or counter anytime—this isn’t highest wins.”
“That premium feels high.”
→ “We priced 15% under market. Even with the premium, it’s a deal.”
“Buyers aren’t going over asking.”
→ “They don’t have to—we already dropped the price below comp.”
“Why use the platform?”
→ “It shows the market what’s real—without wasting time writing full offers.”
“Can’t we wait and list higher later?”
→ “Sure—but every day you wait is a day buyers think something’s wrong.”
“The market’s slow—will this even work?”
→ “Slow market = fast adjustments. The platform helps us respond in real time.”
“What if I don’t get enough activity?”
→ “Get one offer in—cash, low, whatever. Competition shifts the energy. If you need to, extend the offer event window.”
“My seller isn’t ready emotionally.”
→ “Then don’t sell them. Help them plan. Be the guide and offer options for their situation”
“Agents don’t want to submit online.”
→ “They will when they realize its way easier and that their buyer’s offer could be accepted immediately.”
Wrap-Up + Resources
This session was a reminder that conversations move deals—and that good agents don’t wait for objections. They answer them before they’re asked.
Whether you’re:
Reframing a price drop
Walking a senior seller through next steps
Or chasing real leverage with a cash backup…
This platform is built to make you faster, clearer, and more in control.
Use the tools. Use the scripts. Show up with confidence.
Resources to Explore
Want your listing reviewed live next week? Bring your scenario to Monday’s call—we’ll walk through it together.
