Sellers Reserve

For agents

Sell the strategy, never the event.

A great listing presentation should not feel like a presentation. It should feel like a strategic consultation, one that answers a single question: what selling process gives this seller the best possible result, in the right timeframe, while protecting them throughout?

Open the presentation

The discipline

Walk the logic and the methodology becomes the conclusion.

Never open with the word auction. Reveal the methodology only once the seller has agreed with every component that makes it work.

  • Do not promise a price, explain how you intend to discover it.
  • Do not rely on hope, create structure.
  • Do not wait for buyers, attract them.
  • Do not let time work against the seller, compress it.
  • Do not let interested buyers negotiate individually, let them compete.
  • Do not surrender control, protect the seller.

The running order

23 stages, in sequence

Present it now
  1. 01Opening
  2. 02Start with the seller
  3. 03The three questions
  4. 04Preparation before promotion
  5. 05The property analysis
  6. 06The price conversation
  7. 07Value is subjective
  8. 08The pricing problem
  9. 09Time kills price
  10. 10The buyer pool
  11. 11Find the ideal buyer
  12. 12Attraction based marketing
  13. 13Property and opportunity
  14. 14A defined campaign
  15. 15Why competition matters
  16. 16Protect the seller
  17. 17The seller's reserve
  18. 18The three phase process
  19. 19The methodology
  20. 20The whole machine
  21. 21Back to the three questions
  22. 22The close
  23. 23Message to agents

The close

Do not ask them to auction. Ask them to agree.

Asking whether they would like to auction their property throws the seller back into the misconception you have spent the meeting dismantling. Get agreement on the components instead, one at a time.

  1. 01

    Do you agree the property should be fully prepared before it reaches the market?

  2. 02

    Do you agree we should attract the widest group of qualified buyers?

  3. 03

    Do you agree buyer interest should be concentrated rather than spread thin?

  4. 04

    Do you agree a defined date encourages buyers to act?

  5. 05

    Do you agree competition serves you better than private negotiation?

  6. 06

    Do you agree you should set the reserve and keep control?