The Seller Strategy Session

1. 1Ask about goals, timing, the next move, and worries. Write their answers down in their words.
2. 2Show 3–6 closed comparables and the active competition buyers will see.
3. 3Explain list price vs. sale price. Present two or three pricing approaches with tradeoffs.
4. 4Walk through preparation, photography, and each marketing channel.
5. 5Discuss showings, open houses, and an optional Neighbor Sneak Preview.
6. 6Explain how neighborhood outreach supports the sale—and that it also helps you meet future clients.
7. 7Confirm required authorizations and listing status forms.
8. 8Send a one-page written plan and ask the seller to confirm it.

• The list price is an advertising decision. The sale price is what a buyer agrees to pay. They are not the same thing.
• Example dialogue (proposed, not a quote): "We're choosing where to start the conversation with buyers. Starting at the right place brings the right buyers in the door. It doesn't guarantee a result above or below that number—that depends on the buyers who show up."
• Never promise above-list results, multiple offers, or a specific number of buyers.

• Real competition comes from accurate pricing, great presentation, and broad exposure that bring multiple qualified buyers at once.
• Manufactured urgency—fake deadlines, invented interest, or claims of "other offers" that don't exist—is dishonest and can violate the NAR Code of Ethics.
• An offer review date is a planning tool. It never means withholding offers from the seller.

Schedule property preparation and photography.