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Here are some practical tips on delivering fees, marketing, and pricing to stay on the front foot with sellers.
• present all numbers together in a 1, 2, 3 sequence: agent fees → marketing investment → property pricing
• move from potentially awkward fee conversations to an investment-focused discussion
• frame agent fees as part of the value of a full-service team, not just a cost
• position marketing as an investment to showcase the property effectively
• explain pricing with both mathematical (bank AVM) and emotional (live market) figures
• create a price range by working between mathematical and emotional values
• keep the conversation focused on how the numbers affect the seller’s ultimate return
• use pauses and structured dialogue to guide the seller through the information
• pre-empt questions like “what are your fees?” or “what’s it worth?” by presenting the full picture
• ensure transparency and clarity to build trust and avoid confusion
A practical guide to structuring listing conversations so sellers understand value, feel confident, and stay engaged with the process from fees to final sale.
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