Mike (Listing Agent): Hey, Robert, thank you for taking me on that quick tour of your house. You know, it’s got some great features to it, and as long as you get those things that we talked about doing, I think we’re going to be in perfect shape. Now, do you remember what those were? Okay, awesome.

That’s great. So, have the other agents that you’ve been talking to be able to give you their opinion of the fair market value? 

Robert (Role Play Seller & Coach): Yeah, but I’d like to see yours first. 

Mike (Listing Agent): Okay, that’s fair enough. Just as long as you’ve got a good idea about what those guys are talking about because, you know, again, it is an opinion.

So, we’ve got to all get in the same boat to get this together. So, did they at least tell you why they came up with the numbers that they did? 

Robert (Role Play Seller & Coach): Well, they showed me why. 

Mike (Listing Agent): Oh, good. Okay. Well, that’s good. And did any of them actually give you the aging advice that, uh, and walk through your house and tell you how to get more money out of the listing?

A couple. Okay. All right. Good. I’m glad that you got, uh, got some advice on that because it’s important that we help you get as much money as possible from the house. Okay. 

Robert (Role Play Seller & Coach): That’d be nice. 

Mike (Listing Agent): Yeah, well, anyway, from what I’ve seen, and as long as you do what it is that we’ve talked about, you know, get the backyard cleaned up, get the trash out, um, you know, get some of the clutter out of the house and put some of the personal effects away so that, you know, people can visualize their stuff in your house.

Um, I think we can put this at a 500 000 dollar market value. 

Discussing Market Value and Commissions

Mike (Listing Agent): Okay, and, um, you know, before we get into the EZ method, you know, where there’s no commission involved, um, let’s talk about if I put your house up on the market. Traditionally, how much money you’re going to be able to put in your pocket. That sounds good.

Okay, well, now you do own your house outright. Correct? 

Robert (Role Play Seller & Coach): Yes, I do. 

Mike (Listing Agent): Okay. Now, if we do 30 000 or, excuse me if we do 500 000 dollars. Okay, Market value on the property. The normal traditional commissions on that are 6%. So how much is that about? Uh, well, I 

Robert (Role Play Seller & Coach): had some give me less. Say that I had a guy say he’d do it for four and a half percent.

Mike (Listing Agent): Okay. Well, just for the sake of argument, let’s uh, Let’s keep this at 6 percent because the math’s EZ. 

Robert (Role Play Seller & Coach): So that’d be 30,000. 

Mike (Listing Agent): Right. Okay, perfect. So that’d be putting 470,000 in your pocket, is that right? Yes. 

Seller Net Sheet Presentation

Mike (Listing Agent): Okay, so let me show you what that looks like on a net sheet. Have I got the screen here? I do. Okay, so can you see this all right? Yes. Yes. Okay, so you see here, we’ve got a sale price of 500 000. We’ve got the commissions at 30,000. And then, so the net to you is 470, you know, basically for what we’re doing right now, we’re just going to keep this at the commission expenses.

We’re not going to worry about any of the other closing costs. Okay. It’s just that math is going to be a lot easier to explore. All right, well, let me go back here.

Basically, so you kind of get, uh, get how that’s going to work. We’re just going to take the commission off of it, and you’re going to get the rest.

Explaining the EZ Method

Mike (Listing Agent): So now let’s go into the EZ method, where you don’t pay any commission. Okay. Now, as a kid, do you remember ever going to show and tell

you you don’t? Okay. Well, my wife’s a school teacher, so I’m kind of used to that, but I’m going to do that kind of backward. I’m going to go tell you, and then I’m going to show you. What this, what this is all about. Okay.

Case Study: Alan’s Success Story

Mike (Listing Agent): So I’m going to show you, uh, or I’m going to tell you about Alan is a guy who sold a property using the EZ method that was done correctly.

And, you know, there’s a lot of folks out there that, you know, haven’t done the classes. They haven’t paid the money. They haven’t had the training, and they are not using it correctly. But if you do, I want to show you what kind of results you’re going to get. Okay, so Alan had a house. Let me get it so I can get the MLS listing sheet up here for you.

Okay, pretty little house, right? So, basically, they listed the house, you see right here, it’s 389,000. Okay, that’s the list price that they put the price up for. Now, Alan was just like you, you know, met you, you don’t know me from Adam, but he did the same thing with the other agent. You see, he was skeptical.

He said, how can you, you know, sell something for no commission? You see, he’s not just just not sure because he’s talking to somebody that he’s never spoken to before. So, what do I want to do? It shows you that he started off at 389, and he was able to get almost 100,000 dollars more because you see the number rate below it, 478,950.

Okay, so this is one that was done correctly, you know, and just like you, he was looking at this. Um, you know, not knowing exactly what to do. Now, the other important number is this one up here. That’s 6. 

Coaching: How to Stay on Track

Robert (Role Play Seller & Coach): What do you mean? Not knowing what to do? 

Mike (Listing Agent): Well, with. With a traditional listing, you’re going to be 

Robert (Role Play Seller & Coach): I’m going to go ahead and stop you again.

Mike (Listing Agent): Yeah, I lost myself. I’m in the weeds. 

Robert (Role Play Seller & Coach): Yeah. You’re, you’re losing your train of thought. You remember, tell the story. I think what’s going to be easier for you. Tell the story before you even open anything up. Yeah. And that’s where you got to tie him in with. So, all the agents right now, you have two ways with me.

You have two ways to sell your home. I can do traditional things. Or we can use the EZ method, and you remember when we met the reason why you gave me this appointment because the EZ method allows you not to pay the commission. Right? 

Mike (Listing Agent): Right. 

Traditional vs. EZ Method Compared

Robert (Role Play Seller & Coach): So, I’m going to show you the traditional way, and I’m going to show you how the EZ method works.

Okay, and he’s going to say, so you go ahead and do your spiel the traditional way. Right? Yeah, 

Mike (Listing Agent): good. 

Robert (Role Play Seller & Coach): So, I understand that. I mean, that’s pretty much what, you know, the other agents were saying. If you ask questions, you need to know what the answers are going to be. Don’t even worry about what the commissions are.

What you’re worried about is that if you haven’t found that out through getting to know them, don’t worry about it in the presentation. Just go into your thing and just say. Traditionally mostly, you don’t have to say all agents because there’ll be variants. It’ll be 4 or 5, 6 percent, right? In the marketplace, and maybe 7 or 8, depending on what they do. 

Mike (Listing Agent): Right. 

Robert (Role Play Seller & Coach): So just go through that. Just say I’m going to take you through a traditional scenario. Where you pay the agents three on the buying side and three on the listing side, you know, and that’s a good place to ask you if that should be the rate that they were at with the agents you talk to.

And then the guy that when I said it was four and a half, really, who was that?

And at what price did he have for the home? That’s why I opened the door for you to ask me those questions. 

Mike (Listing Agent): Okay. 

Robert (Role Play Seller & Coach): Only because you were getting lost. But traditionally, I’m used to making 6%. Three on that staging advice I gave you. Yeah, I’ve been doing this for 30 years, yada, yada, yada, all that stuff.

You know what? I earned 6 percent because I make you more money. Right? Right. And then you, you go. From there just seamlessly. So here’s what it is. 

Coaching: Handling Objections and Explaining Pricing

Robert (Role Play Seller & Coach): You’re going to net 470, 000 we all agree on that right just with the six percent because you list with me That six percent is going to be the best six percent you ever spent in your life So now you gave me this appointment to talk about the zero percent commission that you don’t pay Right.

That’s done. I am a certified master agent on the EZ real estate platform. And I want to tell you a story. This is the guy just like you who we met at Starbucks. I went up and heard him talking to another agent. I went over afterward and said, Hey, you’re looking to sell your home.

He goes, yeah. He goes, I am looking to sell my home. And I said, well, I’ve got this platform where you don’t pay the commissions. He was a huge skeptic. Huge. Like he just said, yeah, yeah, right. Whatever. He goes, I don’t need to waste 15 minutes of my time. And ultimately, we sat and talked for a little bit, and then he gave me the appointment.

He goes, but I’m only giving you 15 minutes when you come in because I think this is a gimmick and I think it’s a waste of my time. It’s this and that. But you know what, I’ll leave you to save the commission. So. 

He went ahead, and we talked about his traditional way, which was, for him, 410 000 versus the EZ method because you went right into this thing. You didn’t even get into what he was. His traditional price was right, right? So, if that’s what I’m saying, you can’t show this without giving him the information, Knowing that his home was worth four hundred and ten thousand dollars. And by the way, only two of us gave him that price out of nin, and he agreed to do it. My wife was with me.

She’s a professional stager He agreed to declutter the house agreed to paint the house agreed to paint the door get ready It was like a used car lot out in front You You know, the guy’s got a half an acre or an acre of property and he it was just like he had lived there forever And it was like a bunch of junk all over the property And you know, you can see here.

We got some grass. We were even pressured to wash the little entryway So those are the things he did by him saying that we were able to go to 410. The other agents were anywhere from 300 and 50 To three 90, two of us were at four 10 conditional based on him cleaning up the home. Makes sense. It does. Okay. 

And you’ve already agreed you’re going to clean the home, but now let’s get into the EZ real estate method. Let me show you. So this is a guy that was skeptical too. And just tell them the story. So that’s where once you got all that stuff set up, now you can come into this thing here and show them. So, remember what the traditional price was?

What was it? 

Mike (Listing Agent): It was 410. 410, 

Robert (Role Play Seller & Coach): 000, and you see, we lowered it down to 389 000. 

Right, and I said, so part of the process on this, because you’re not paying the commission, is we’re going to take 10 percent 6 to 10 percent off of the market value. Now, you agree that you want to make the most money, right? 

Mike (Listing Agent): Absolutely. 

Robert (Role Play Seller & Coach): And Alan told me the same damn thing. I want to make the most amount of money.

So let me give you a net sheet for his tradition, which was 410, right? And just like you, we take 6 percent out of it. You don’t need to show it. I’m good. But anyway, so, you know, he was going to net 24 600, or he was going to net 385 400. And so where are we at? Where are we going to list a home for? 500.

389, 000, right? 

Mike (Listing Agent): Yeah, 389, 

Robert (Role Play Seller & Coach): 000. All right, let me show you the net sheet for that. Then big. So, we listed the home for basically 21, 000 less. We also use the platform, which is where we get into the buyer’s premium by letting the buyer pay the commission. So we discounted the home 10, Knowing that the buyer was going to pay the commission if I only got a bid for 389 000. Look at what you put in your pocket.

You’re putting another four thousand dollars in your pocket simply by Lowering the price 10 Now let’s talk about lowering the price 10

The science behind that Says if you lower 10%, you’re going to get a lot more buyers in there. So at 410, 000, what do you think? What do you think Alan said? How many people did you think he said would come to look at his house?

And remember, eight other real estate agents were between 350 and 380, 390. 

NAR Statistics Script: Explaining Multiple Offers and Open House Attendance

Robert (Role Play Seller & Coach): So at 410, how many people do you think he said was going to come and look at his property? 

Mike (Listing Agent): Two to five. 

Robert (Role Play Seller & Coach): That’s exactly what he told me. That is exactly what he told me. So now we’re coming to the EZ method. We dropped it down. I’m gonna make a long story short.

We dropped it down to 389. How many people do you suppose we got at that open house at that price? Oh, 50. One hundred thirty-seven people walked through that house. Simply by lowering it down that many times now, you said traditionally we would have got two to five the science. According to NAR statistics and the numbers, you can figure out that 10 of those people make an offer. So let’s say that you got on the high side of the tradition. You have five people to walk through, and you get half of the offer.

How does that sound? 

Mike (Listing Agent): Like half an offer. 

Robert (Role Play Seller & Coach): Yeah. It means no offer. Right. Cause there’s no such thing as a half offer. All right. So I lowered it down 10%. Alan got 135 people to come through his open house. How many offers should we get? 

Mike (Listing Agent): 13, 

Robert (Role Play Seller & Coach): 13 and the science behind when we get 13 offers and what’s going to happen to the price.

Mike (Listing Agent): They’re going to fight over it, and it’s going to go up. 

Robert (Role Play Seller & Coach): Exactly. Do you know anybody who’s been in a multiple-offer situation? 

Mike (Listing Agent): Yeah. 

Transparency in Real Estate Offers

Robert (Role Play Seller & Coach): Okay. Did they, by any chance, tell you the protocol or what they did? And I’m talking about the buyer, the sellers, and the buyers. What do they have to do to get the house?

Mike (Listing Agent): They they they just, you know, come up with whatever the best offer that you can and tell them what it is 

Robert (Role Play Seller & Coach): So, that is exactly how it works because, by law, I cannot disclose the other offers to the agents. What I do is come up, and I send them all an email to say thank you. We have 13 offers from the buyer, and I need your highest and best.

Then I’m going to get the highest and best. I’m going to bring them over to you, and guess what we’re going to do.

Mike (Listing Agent): We’ll pick the best one 

Robert (Role Play Seller & Coach): We’re going to go, and we’re going to look through everyone, and we’re going to narrow it down to the three, the top three. I’m going to go back to them and do the same thing. Give me your highest and best. Then I’m going to come back here again. We’ve just gone through 10. Now we’re going through 3 more.

So we’re going to be looking at 13 contracts together.

Mike (Listing Agent): Okay. 

Robert (Role Play Seller & Coach): How do you feel about that? 

Mike (Listing Agent): As long as you can explain them to me, I guess it’s fine, but that’s a lot of work, isn’t it? 

Robert (Role Play Seller & Coach): Oh, yeah, it’s so much work, and yes, I will explain it. I will do my job, but now let’s talk about coming back to the EZ method.

So in this case here, we had 135 people. I have a lender that comes down and prequalifies every buyer that walks through the house. I ended up prequalifying 10 buyers out of that place, 10 buyers. So if we go back and now we go into the, have the EZ, the bid site open. 

Mike (Listing Agent): Right. 

Robert (Role Play Seller & Coach): Oh, you got two screens going again. 

Mike (Listing Agent): Always. 

Robert (Role Play Seller & Coach): But I don’t need it. I mean, I can just explain it without it. So I want you to notice the same house and the same picture that was on that little MLS detail sheet, yada yada, and down here. But let’s go ahead and take a look at where we started at three eighty-nine thousand dollars. Let’s scroll down to the very bottom. This was the day that I had that open house. Before this buyer left, they made this bid. My strategy is, Mr Seller, I’m trying to make you the most amount of money. My objection, my objective is to get a buyer to make a bid on that home on Saturday, the day of the open house.

How to Speak With Buyers (Open House Script)

Robert (Role Play Seller & Coach): Sometimes it happens at the open house like this one did, and sometimes they go home and do it. But when I tell them if they’re interested in making a bid because they’re competing against so many other people, don’t, don’t just use the opening bid. We already know it’s 10 percent below market value, right?

Put the best bid in there that you can. And I, and you know why, Mr. Seller, I do that. No, because I told him you’re going to be watching the site 724

when Alan got that first bid. He called me up and said, Robert, I’m not paying the commission on it. That’s what we were going to listen to traditionally. I’m already up to 50,000 bucks. Take that bid, and let’s get done with it. I get into Florida, and I can get on and live my life. Take that bid. I don’t want to lose it.

And it’s like, Alan, calm down. We still got 12 other buyers qualified on this. So one of the things that separates us from an auction is Mr. Seller, you have the right to tell me, take it, negotiate, renegotiate it, or refuse it. So, it’s completely in your court because I want to get the highest bid out of the buyer to get the process started.

I tell them that you have the right to accept that offer immediately. And 

Mike (Listing Agent): in 

Robert (Role Play Seller & Coach): this case, we use that strategy and look at the first bid 410, 000. 

Mike (Listing Agent): Crazy 

Robert (Role Play Seller & Coach): and that’s where you pull out the next sheet for the 410, 

Mike (Listing Agent): right? I’ve got it from there on about, like, you said, he’s already made, 

Robert (Role Play Seller & Coach): you know, another 80, 000 bucks or whatever it is.

And you say what? So, anyways, Alan went ahead and trusted Robert and he let this thing run out because Robert knew this thing was ending on Monday at 5 o’clock, so it was only another couple of days that Alan had to be disrupted. You know with buyers coming to look at the home. So anyways, let’s start looking at these bids now And then you go through the scenario and then where you want to stop is on that second one from what’s her name?

Evelyn or whatever it is Right that bid, this lady was a cash buyer, and she was going to try to sneak in a bid at 459 and 55 seconds.

Now, Mr. So, you can see we have 12 to 15 more bids, right? Yeah. For Evelyn’s or whatever her name is. How do you think that happened? 

Mike (Listing Agent): I don’t know. 

Robert (Role Play Seller & Coach): So when they try to sneak in a bid, and they think they’re going to get the place, when there’s a bid made inside of two minutes, it extends a clock another two minutes.

Okay. And so this is at five o’clock on Monday when yours ends, I’m going to come sit and we’re going to watch the last whatever it is together.

Selling With Story: Be Specific About the Results

Robert (Role Play Seller & Coach): Every time another bid came in, Alan’s head was exploding. At the, 

410, you know, he was tickled with that. That was going to be a new car for him. Now, every time a bid came up, the next thing was they wanted to take a vacation. They now had enough money to take a vacation. Next bit, you know, you just keep going through the scenario every time a bid’s higher. It’s now he’s got moving costs, and then the coup de grace: the guy Was able to rent a home for six months and not have to jump and go find a home in the closing period. 

Mike (Listing Agent): Right.

Robert (Role Play Seller & Coach): So the last bid was made at 5 22 p. m That bid event went on for another 22 minutes Simply by letting the buyers dictate the price. You notice the only way that they can do that is with the transparency that we do. You ‘re not hiding offers from them. And that’s, if you want us to tie in the NARs, that’s a great place to start.

You know, the NAR was sued, uh, no transparency, lack of transparency and charging the sellers too much money and not giving value out for the home. And so the site doesn’t do that. It’s open, transparent, you, the public, everybody can view it. We ended up at four 51 five for the last bid. And Alan decided to take that bid.

Mike (Listing Agent): Right. 

Robert (Role Play Seller & Coach): Here’s the other net sheet for the 451. 5, right? 

Mike (Listing Agent): Right. 

Robert (Role Play Seller & Coach): So now he’s up to 90,000 more than. He was going to make 100,000 dollars, something like that. 

Right. 

Mike (Listing Agent): Yep. 

How the Purchase Sale Agreement on an EZ Transaction Helps Buyers

Robert (Role Play Seller & Coach): Okay. So, and then we go into the purchase sale agreement. So, remember, the last bid was made at 451. 5. 

Mike (Listing Agent): Right. 

Robert (Role Play Seller & Coach): Okay. And I’m going to show you the 3rd thing that’s wrong with the NAR settlement. Right. Down. So we know that the 4 51 5 is the one that the seller took. You take a look at the purchase sale agreement.

What is the price of that purchase-sale agreement? 

Mike (Listing Agent): Like 4 78 or something? 

Robert (Role Play Seller & Coach): 4 78. So that extra money is 6% of the total that the buyer is kicking in to pay the real estate agents. 

Mike (Listing Agent): Wow. Okay. 

Robert (Role Play Seller & Coach): Pretty cool, huh? And here’s the third part of the NAR thing that they haven’t even figured out yet. So, as of August 15th, when I show buyer homes, I have to have a buyer agreement worked out, and I have to have an agreed amount of commission they’re going to pay me.

Mike (Listing Agent): Yeah. 

Robert (Role Play Seller & Coach): Guess what? They can’t finance it. That comes out of their own deposit. Wow. How many buyers that, you know, are going to pay agents to show them a home? 

Mike (Listing Agent): Not many. 

Robert (Role Play Seller & Coach): Exactly

Role Play Final Tips

Robert (Role Play Seller & Coach):. So that’s pretty much the spiel, Michael, but do a better job separating the two. Don’t over-explain it until 

Mike (Listing Agent): Until I got in the weeds, how I was doing a lot better, right?

Robert (Role Play Seller & Coach): Oh, yeah, a million times better. The traditional part was good. You started going into too much information on the…, and you were setting yourself up for questions. That stumped you if he says I had somebody, um, offer 4. 5 percent commission. Wow. Who did that? Don’t don’t gloss it over. Don’t bring up the negative in the room yet.

Let him see what the, the, the site did. And hey, I can give you this URL, but I just want to tell you, at the end of the presentation, I just want you to know there’s two classes of agents that run bid events on the site. There’s the people who pay the minimum amount of money and don’t get trained. They just use it to get listings.

And then you got me, and I am a master-certified agent. I paid the full price to get the owner of the founder of the company, who has run millions of dollars through this thing. I’ve paid him to teach me how to do this thing, right? So I’d be happy to give you the URL, but I’m going to show you where you can go to the souls. Start scrolling down and start going through the pages. The ones that get at least five bids on the home are pretty much the master-certified agents. There’s a small group of us that do it, but I happen to be one of them.

Mike (Listing Agent): I like it 

Robert (Role Play Seller & Coach): So and so you want to address it, but you want to address it at the end, not out of the gate. You 

Mike (Listing Agent): Okay, 

Robert (Role Play Seller & Coach): just engage with them. 

Mike (Listing Agent): Okay, 

Robert (Role Play Seller & Coach): yes, a lot better Michael. And quite honestly, you could have, you could, you’re asking the reason why I stopped it is you were asking things that we’re going to stump you.

How to Handle Objections About Lower Commissions (Objections Script)

Robert (Role Play Seller & Coach): And you can’t class, or when somebody says something, you can’t gloss over it. You have to talk about it and those four-and-a-half things just when you hear that. You just have to say, really? Who did that? What were they offering you? Oh, he had some special deal where he just threw it on the MLS, and, uh, I don’t, you know, people will call me to let him in the house.

And so, what was the offering? So he was offering, you know, the 4. 5 percent you were going to pay. What was the offering to the buyer’s agent? Oh, I think he said something like, uh, 2.

Robert (Role Play Seller & Coach): And so then you, if you’re 2%, you look at him and say, How many agents are going to show your home with a 2 percent commission? Do you think you’d get more agents with a 3 percent commission than a 2%? 

So, yeah, they may be saving you money, but why don’t you just sell it yourself? All 

Mike (Listing Agent): right. 

Robert (Role Play Seller & Coach): Same results. So you gotta deal with this stuff. 

Mike (Listing Agent): Okay 

Robert (Role Play Seller & Coach): there so because you’re the professional To me, that’s an objection You know where you’re at six and this guy said you do it four and a half He threw that out for a reason and by the way, i’ve had that happen to me.

Mike (Listing Agent): Yeah, 

Robert (Role Play Seller & Coach): you know, Yeah, well, what are you going to get for your four and a half percent? Nothing? What are you going to get for your, you know, flat fee of three thousand bucks? Nothing, So why say save the three thousand? Do it yourself 

You have to address the white elephants in the room, right? All right. All right. When you do the next one, 

Do you want to try to do it again this afternoon?

Mike (Listing Agent): Yeah, that’d be great. 

Robert (Role Play Seller & Coach): Okay. I’ll call and give you some time.