Most agents lose control after the offer is accepted. You won’t. In this deep dive, Cody & Vikram break down Phase 10: The Negotiation & Execution Frame—the exact part of their listing presentation that shows sellers how deals actually stay together. Learn how to walk through contracts, defuse deal-killers, and close like a pro before the offer even arrives. This is the difference between average agents and elite ones.
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Today, I’m pulling back the curtain on one of the most *misunderstood—and most critical—*moments in a real estate transaction.
I call it:
Phase 10: The Negotiation & Execution Frame.
(AKA: The part where deals are made… or lost.)
Most agents gloss over this.
Why?
Because they don’t know what to say.
They don’t understand how to teach it.
And frankly… many are winging it behind the scenes and praying the deal holds together.
But not us.
Would you like to see EXACTLY what happens when we accept an offer on your home?
Not some vague, “we’ll take care of it for you.”
I mean really walk through the contract, the timeline, and the landmines—before they ever show up.
This phase is where most deals fall apart.
Inspection issues… financing snags… emotions boiling over…
But not when you’re prepared.
And our system makes sure you are.
When we sit down with a seller, we pull out the actual Purchase Agreement.
Yes—before you even get an offer.
Why?
Because when the pressure's on, and deadlines are tight, it’s not the time to be reading legalese for the first time.
Instead, we say:
“Let’s work through this live, together. So when the real offer comes in—you’re already two steps ahead.”
Then we ask…
“What number would put a smile on your face?”
“When would you ideally like that wire to hit your bank account?”
Now we’ve got your goals anchored—so every decision after that has a North Star.
The contract isn’t just paperwork.
It’s a chessboard.
Every line in that agreement? It’s either protecting your equity… or exposing it to risk.
Let’s break it down together.
And this is where you blow the average agent out of the water…
There are 3 built-in ways a buyer can walk away—no questions asked:
Most agents don’t even bring this up… until it blows up.
We show you:
Anyone can talk theory.
We bring proof.
We’ll walk through 2–3 actual multiple-offer situations we handled:
We show you these so you can visualize how we vet and win the right deal—not just any deal.
Here's a dirty little industry secret:
National Fall Out Rate: ______%
(That’s deals that never make it to closing.)
Average Agent: ____ deals out of 10 fall apart.
Our Team: Only ____ fell through last year.
That’s the power of process.
And it protects your equity, your time, and your sanity.
Ask the next agent you interview:
👉 “What’s your fall out rate?”
(They probably won’t even know what you’re talking about.)
We say:
“Let’s sketch out a timeline—from the day you want that wire in the bank—all the way back to where we are today.”
And we reverse engineer your sale:
When they can see the entire timeline, all their fears evaporate.
It’s no longer a guessing game.
It’s a proven process.
And now—they believe in it.
At this point, they usually say:
“Wow… I had no idea there was this much going on behind the scenes.”
That’s your cue to ask:
🗣️ “Well, where should we go from here?
Would it make sense to get started so we can protect your equity and guide you to your next chapter?”
🖊️ Sign the agreements.
🎯 And you're done.
This phase is where champions are made.
Don’t skip it. Don’t gloss over it. And definitely don’t wait until the offer comes in.
Because the moment you teach it… you become irreplaceable.
Reading it is one thing.
Owning it at the table? That’s what wins listings.
Inside TRIS, we write it, practice it, and role play it—so when it’s game time, you deliver with total confidence.
Click HERE and you’ll get the details.
Let’s turn scripts into signed contracts.
Cody & Vikram
Founders of Sheridan St. & TRIS
Hosts of The RE Agent Podcast
What could be better than a knowledgeable, lively group of people who have a passion for what they do and are good at it, too? We have put together an extraordinary team of innovative, committed members who put client success first.
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