September 25, 2025

Want to Kill Objections and Move Deals Forward? Use These Market Data Points

17 minutes

Some agents think market data is just a bunch of MLS stats to throw into a listing presentation. Just absorption rates, days on market, and sales ratios that you check off like a box.

But it’s actually one of the most powerful persuasion tools you have. Market data shifts the conversation from opinion to fact, from convincing to guiding. It builds your confidence, gives clients a clear picture they can’t argue with, and it helps you close more deals.

The truth s, too many agents hide behind generic terms like “the market is slow” or “inventory is high.” Those phrases don’t move clients; they confuse them.

Without specifics, your advice sounds like just another opinion. And in a market where clients are bombarded with opinions from social media, friends, and Zillow alerts, opinions don’t close deals. Facts do.

How do we turn raw numbers into stories that help clients? How does that lead to more closings?

In this episode of Level Up, we show you how to use numbers to set expectations, have better conversations, overcome objections, and close more deals.

Things You’ll Learn In This Episode

Facts beat opinions every time

When you let the market data speak instead of your own opinion, clients stop arguing and start listening. What happens when you shift from convincing to simply presenting the facts?

The one number that tells the whole story

Absorption rate reveals both demand and supply in a single snapshot. How does knowing this metric instantly change the way you talk about the market?

Painting a clearer picture with specifics

Telling a seller “the market is slow” falls flat, but showing them that 90% of listings are sitting unsold hits home. What does that do to their pricing mindset?

The three-price strategy

Presenting sellers with three time-based pricing options sets expectations before the listing ever hits the market. How does this keep you from endless price-reduction battles later?

About Your Host

Greg Harrelson is a real estate agent, coach, trainer, and owner of Century 21 The Harrelson Group. He has been in the real estate business for over 30 years and has been professionally trained by coaches like Mike, Matthew, Tom Ferry, Chet Holme,s and Tony Robbins. He is in the top 1% of all Realtors nationwide. His goal is to empower his clients with the information necessary to make sound financial decisions while being sensitive to the experience one is looking for in real estate ownership. The Harrelson Group has been the leading office in the Myrtle Beach real estate market for years, and they have recently added a new office in Charleston, SC.

Guest Host

Abe Safa is a highly experienced real estate expert with over two decades in the industry. He is a key leader at Century 21 The Harrelson Group, where he specializes in helping clients navigate complex real estate transactions with ease. In addition to his role at Century 21, Abe is a sought-after mentor and speaker, sharing his expertise through seminars and coaching programs to help other agents succeed in the competitive real estate market.

Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you!

...more

View all episodes

By Greg Harrelson - Real Estate Broker, Entrepreneur & Coach

4.8

124124 ratings