Time for this week’s Script of the Week... and this one is crucial if you’re working with buyers.

We’re talking Pricing Strategy and how to explain it during your buyer consultations so clients see you as a trusted advisor (not a glorified Uber driver with a lockbox code).

The truth is:

Most buyers have no clue how pricing actually works.

That’s where you come in.

In under 60 seconds, you can teach them the 3 pricing strategies sellers use and completely shift how they tour homes, write offers, and lean on you for guidance.

Here’s the breakdown:

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1. Aspirational Pricing

Sellers price high to “leave room to negotiate.”

Usually shows up on unique homes or with emotional sellers.

👉 Translation for your buyer: May be overpriced. We can negotiate here.

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2. Perceived Market Value

Based on comps. Priced where it should be.
This is the logic-based, data-driven price.

👉 Translation: Likely fair. If we wait, it could be gone.

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3. Event-Based Pricing (Auction Style)

Priced under market to create a bidding war.
Creates urgency, competition, and often sells for more than asking.

👉 Translation: If you love it, we move fast and strong.

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How to Use This in a Buyer Presentation

Say: “Every time we tour homes, I’m going to ask you: ‘What pricing strategy is this?’

That way, when it’s time to write your offer, you’re not guessing.

You’re playing to win.”

Boom. You're no longer just showing homes.

You're teaching the market—and buyers follow those who educate them best.

Want to start using this script with your buyers this week?

Click HERE to book a FREE strategy call. And we will help you implement it so you win more buyer agreements, stop playing chauffeur, and become the trusted advisor your clients need in this market.

Cody May & Vikram Deol
:: Founders of Sheridan St.
:: Founders of The TRIS Method
:: Get Free Top Agent Power Pack
:: Get Your TRIS Sales Conversion Scorecard

:: Get The TRIS Training Vault

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