Every agent dreads it—the awkward price reduction convo. But what if you could prevent it before it starts? In this post, we break down the List Price Strategy that top agents use to position homes right from day one. Learn the 3 pricing strategies to teach at your next listing appointment, reframe the conversation, and walk out with the signed listing—no circling back required.
.png)
.png)
Let’s talk about something every agent dreads...
👇
The awkward price reduction conversation.
You know the one:
"Why isn’t it selling?"
"Should we drop the price?"
"Are you sure you know what you’re doing?"
Here’s how you prevent that upfront.
It’s called: List Price Strategy
And it’s one of the most powerful tools in your listing presentation.
(That one sentence alone reframes the whole pricing convo.)
1. Aspirational Pricing: List above the comps - Used when sellers are testing the market or have unique property features (view, land, privacy, etc.)
Seller Concern: “I don’t want to leave money on the table.”
2. Perceived Market Value: Priced in line with recent and pending comps
Positions the home as fair + realistic in today’s eyes — not “wishing and hoping.”
3. Event-Based Pricing: Priced just below market to create demand
This creates an auction-like effect → faster showings, more offers, stronger negotiation power.
“If we list to get attention, we earn the leverage to negotiate UP.”
Then ask them:
“Which of these strategies feels more aligned with your goals right now?”
(You’re not picking a price yet — you're picking a strategy.)
That’s what sets up the next step.
The Goal?
You walk in as a trusted advisor.
You walk out with the signed listing.
And you never, ever have to “circle back” with a price reduction.
This is just one section of our full Listing Presentation System.
We’ve used it to close over $250M+ in real estate deals.
You’ll get:
✅ The full word-for-word script
✅ Step-by-step breakdowns
✅ Easy visuals to use in real time
✅ Lifetime access to sharpen your pitch forever
Because agents who walk in with a strategy…
Walk out with the listing.
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
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.
.png){kind=logo}
.png)
.png)
.png)
.png)
.png)