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In this episode of The Elite Agent Masterclass, James Humphries-Stone and Jack Durkin tackle one of the hottest and most frustrating challenges facing estate agents right now — pricing.
With overvaluing more common than ever, and sellers often chasing inflated figures, James and Jack go deep into:
- Why price reductions are hitting record highs, despite asking prices still rising
- How agents can confidently educate sellers without fear of upsetting them
- The psychology of seller decision-making — loss aversion vs gain seeking
- The difference between winning instructions vs actually selling homes
- How corporate business models drive overvaluing to chase market share
- How to position pricing with confidence, using stats, data, and real authority
- Why some agents must learn to walk away if terms aren't right
- The importance of DISC profiles in valuation delivery and client conversations
- How emotional intelligence and empathy create long-term trust and conversion
This is a masterclass not just on pricing, but on how to build authority, trust and long-term pipeline strength in an increasingly competitive estate agency market.
✅ If you're struggling to compete with agents who overvalue, or find yourself caught in difficult price conversations with sellers — this episode will give you frameworks you can immediately apply.
James and Jack also break down:
- The "Then What?" approach to educating sellers.
- How to isolate the problem and sit on the same side as your client.
- Why understanding your client's real reason for moving is critical.
- How to balance tough conversations while maintaining strong relationships.
Whether you're new to self-employed estate agency or already established, this is an essential listen to help you elevate your pricing conversations, secure stronger instructions, and ultimately deliver better results for both your clients and your business.
Engage With Us
Have questions or topics you'd like us to cover in future episodes? Send us your thoughts and stay engaged with the Elite Agent Masterclass for more expert insights on transforming your career.
Connect with James on Socials:
Instagram | Facebook | LinkedIn
Connect with Jack on Socials:
Instagram | Facebook | LinkedIn
Connect with TEAM on Socials:
Instagram | Facebook | LinkedIn
View all episodes
By The Elite Agent MasterclassSend us a text
In this episode of The Elite Agent Masterclass, James Humphries-Stone and Jack Durkin tackle one of the hottest and most frustrating challenges facing estate agents right now — pricing.
With overvaluing more common than ever, and sellers often chasing inflated figures, James and Jack go deep into:
- Why price reductions are hitting record highs, despite asking prices still rising
- How agents can confidently educate sellers without fear of upsetting them
- The psychology of seller decision-making — loss aversion vs gain seeking
- The difference between winning instructions vs actually selling homes
- How corporate business models drive overvaluing to chase market share
- How to position pricing with confidence, using stats, data, and real authority
- Why some agents must learn to walk away if terms aren't right
- The importance of DISC profiles in valuation delivery and client conversations
- How emotional intelligence and empathy create long-term trust and conversion
This is a masterclass not just on pricing, but on how to build authority, trust and long-term pipeline strength in an increasingly competitive estate agency market.
✅ If you're struggling to compete with agents who overvalue, or find yourself caught in difficult price conversations with sellers — this episode will give you frameworks you can immediately apply.
James and Jack also break down:
- The "Then What?" approach to educating sellers.
- How to isolate the problem and sit on the same side as your client.
- Why understanding your client's real reason for moving is critical.
- How to balance tough conversations while maintaining strong relationships.
Whether you're new to self-employed estate agency or already established, this is an essential listen to help you elevate your pricing conversations, secure stronger instructions, and ultimately deliver better results for both your clients and your business.
Engage With Us
Have questions or topics you'd like us to cover in future episodes? Send us your thoughts and stay engaged with the Elite Agent Masterclass for more expert insights on transforming your career.
Connect with James on Socials:
Instagram | Facebook | LinkedIn
Connect with Jack on Socials:
Instagram | Facebook | LinkedIn
Connect with TEAM on Socials:
Instagram | Facebook | LinkedIn