With an ex Military background and self proclaimed no BS approach John starts with agents being able to “tell the truth and get away with it’. Especially when other agents may often lie in order to win the business.

So how do you act with integrity and turn yourself into a trusted advisor? John jumps straight into the “anchoring effect”. When it comes to selling a property, the highest figure the vendor is given, then will ankle every decision based on that figure. So if agents are artificially inflating prices in your town, how do you get around it?

Firstly, google the anchoring effect. Secondly remember this Tom Panos quote, “property is not in isolation, it is in competition”. So your goal is to help the vendor self discover what the right price is. 

Agent: “Mr or Mrs. Seller, would you agree with me that property is not in isolation”

Vendor: “Yes”

Agent “So would you agree your property is in isolation”

Vendor “Yes”

Agent “Well at the moment, there are X properties for sale similar to yours on the market, what are you going to do to make all the very best buyers  way from what they are currently looking at, to come and see your property instead?”

This will allow vendors to move away from the anchor and as an elite agent that understands consumer psychology. Chris, jumps in and highlights the importance of asking great questions is key for agents. 

John moves onto data, and the data play. Who is the most competent is the one that wins the conversation. When it comes to objection handling, most agents don’t know how to handle being town they aren’t great. John goes onto share data that you need to prepare in order to ensure you aren’t caught short on the valuation. He believes you HAVE to know the answer to the 20 questions below, before you go into battle?

The first 10 of the 20 questions below are from John’s agents course called ‘Highest Net Profit Formula…’

1. What is the pounds per square foot for the good, the bad and the ugly?

2. What percentage of asking price do you or your agency achieve on average for your sellers?

3. How many days are your current clients property’s on the market before they go under offer?

4. What has been your viewing to offer ratio been in the last 12 months

5. How many properties have you been instructed to sell and how many of these have you completed on (last 12 months)

6. How many properties have you sold at the asking price or above in the last 12 months?

7. Can you explain in detail what other properties similar to the property your valuing have sold and when?

8. How will local, national and international economies affect the sale of property in your area?

9. What questions will you ask buyers to be absolutely confident they will make your client an offer before they go to your clients home?

10. What are your sole agency fee’s? If below 1% why? If 2%, why? 

Chris highlights when he sold his last property that agents he invited in offered a 26% price variance, which is shocking. If you have a world class pre valuation call, this should never happen. 

Do not be afraid of other agents in your area. It is OK to share what other agents sell for / their stats and John believe this is a superpower. By being confident John wins the conversation. Turn your vendor into a critical thinker and allow other agents stats to do your talking. Chris ad to this, that you should never bad mouth another agent. 

What is great about John is he turns the table on the vendor that he is interviewing them.

Final thoughts, property is not in isolation it is in completion. Remember that takeaway and 

John SavageTikTok · John Savage55.7K+ followers