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We talk with Chris Henry about Plan D and how proactive vendor management drives results in a challenging market.
• structure appraisals for 60–90 minutes to uncover the owner’s real motivations and situation
• set expectations up front with Plan A → Plan B → Plan C → Plan D strategies to avoid surprises later
• use deeper conversations to determine if an owner is ready to follow advice or if alignment is lacking
• implement a commitment fee and use resources like Sale Funder to fund property preparation without straining owner cash flow
• prioritize property prep—painting, landscaping, repairs, staging—to maximize buyer appeal and sale price
• understand the market context: longer days on market and reduced prices require upfront planning and transparent communication
• coach your team to support sellers effectively while maintaining strong culture and managing agent workload
• track metrics like appraisals, listings, sales, and average days on market to monitor performance
• maintain consistent communication and feedback loops with owners to manage expectations and buyer engagement
• focus on collaborative, team-based approaches to increase appraisal conversion, listing quality, and sale success
A practical guide to managing vendors, setting expectations, preparing properties, and coaching teams to deliver results even in a slower or tougher market.
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