- Topic: Navigating a Buyer’s Market — Open House Psychology, Scripts & Strategy
Hosted by: Robert Climer
📅 Originally Aired: Monday, June 6, 2025.
The Shift Is Here: It’s Officially a Buyer’s Market
Twice the inventory. Half the buyers. Even in strong markets like Seattle, the tide has turned. If you’re still marketing like it’s 2021, you’re going to miss deals and lose listings.
More than ever, urgency and competition are important for attracting buyers and managing negotiations.
0 Showings vs. 65+: What Made the Difference?
Two agents hosted open houses last week. One had zero buyers walk through. The other had over 65 attendees and follow-up showings scheduled.
What changed?
✅ The one with zero showings has a seller who refused to use the EZ Platform
✅ The successful one used the transparent listing strategy and pricing method
The takeaway: In a softening market, transparency + pricing become your strongest magnet. Buyers are need clarity and a reason to move.
Open Houses need to be an event, not just an option.
A structured open house that feels exclusive and time-sensitive can make all the difference. Buyers need:
A reason to show up on that day (not “anytime”)
A clear view of what they’re competing against
Confidence that the home is underpriced and a great value
A one-day open house with urgency and visibility will outperform “available anytime,” especially when buyers have plenty of inventory to choose from.
Listing Agents Need to Talk to Buyers/Buyer Agents
Don’t just sit at your open house and wait for time to pass. Don’t sit idle waiting for offers to come in.
1) Talk to people at the open house!
– Are buyers represented?
– Do they know why this home is priced so low?
– Do they understand how to register on the site?
– Do they realize this listing has a narrow event offer window?
– Do they know why they shouldn’t wait until the last minute?
– Do they know the seller can accept offers anytime?
“Don’t wait – my seller is watching this thing 24/7. Your offer can be accepted anytime if it meets the seller’s goals.”
Below is an example of buyers coming in with offers higher than the starting price. Don’t constrain yourself thinking it’s impossible!
At the time of this writing, there are 25 hours remaining in this offer event, and Matt Chick still has showings scheduled. At these showings, he will be able to pull his phone out and prove he already has offers – think of how powerful that is.
EZ Platform gives buyers and agents the clarity they’re looking for. Numeric offers are visible in real time, and buyers know where they stand without needing a full offer package up front. This saves everyone time and encourages faster decision-making.
Use your scripts and follow up.
If a buyer came through your open house but hasn’t moved, follow up. A quick message reminding them that the seller can accept an offer at any time is often enough to bring them back to the table.
The EZ Pitch Script Pack has short, simple follow-ups for:
Open house attendees
Buyers who haven’t made a move
Buyer agents who need a nudge
Real-World Results
Agents using EZ strategies are still:
Getting 50–70 buyers at open houses
Scheduling multiple follow-up showings
Recruiting agents
Closing deals faster, even in tougher markets
Why? Because they’re not just hoping for houses to sell themselves, or letting sellers control pricing conversations. They’re offering real transparency and driving the competition that leads to true price discovery – a win for all.
“With a packed open house, it’s obvious 0% listing USP doesn’t mean you’re a discount agent.”
Content Mentioned in This Mastermind
Action Steps for Agents:
- 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
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