How I Sold 150 Listings in My Second Year (And How You Can Too)

In my second year as a real estate agent, I took 150 listings. Managing that as a young 20-year-old was a lot, but I knew early on that I needed to systemize my business. That's when I implemented something I called the "auto price reduction."

When I met with a seller, I'd say something like:

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"Hey, Mr. and Mrs. Seller, as part of my communication strategy, I like to do something a bit outside the box. Every two weeks, you'll receive a message from my team—back then it was a letter, but today it would be an email—asking if you want to consider adjusting your home's price if it hasn't sold yet.

I don't want you to be offended by it. If you're not interested in a price reduction, just disregard it. If you want to think about it, set it aside. But if you're open to having a deeper conversation about possibly adjusting the price, we can discuss it. It's simply a prompt to keep the conversation going every two weeks.

The reality is, the longer a home sits on the market, the harder it can be to get top dollar. Typically, the homes that sell for the most money go within the first 30 days, so we need to stay attentive to pricing—it’s our number one marketing tool."

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That auto price reduction strategy was powerful, especially when managing a lot of listings. In today's market, you might even consider doing it weekly through a drip email.

Back then, I'd come into the office and find these price reductions waiting for me—nowadays, it would be emails. If I saw a minor reduction, like $1,000, I'd call the seller and say, "Hey, I noticed the reduction. Can we talk about it? Maybe we should consider a bit more." Even if they didn't agree, it started a valuable conversation.

It set the expectation that we'd be talking about price regularly, and it helped me sell a lot of real estate. If you're looking to optimize your strategy, consider adding this approach—it worked wonders for me.
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Why do Brokerage Owners, Office Leaders, Team Leaders, and Solo Agents choose Jim to be their coach?

+ 32 Years of Real Estate Sales, Management, and Coaching Experience
+ Top 1% REALTOR Himself (he has been in the trenches)
+ Opened his First Real Estate Company at 23
+ Grew his Real Estate Company to 17 Offices (largest in Oregon)
+ His Current Team Closed $1.4 Billion in Sales in One Year
+ He is a Current Real Trends Top 500 Broker

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