You’ve got 3 seconds to grab a seller’s attention before they scroll away. Learn the simple 6-part H-P-S-F-C-O formula to hook them instantly, spark curiosity, and position yourself as the only choice—whether in videos, ads, or even postcards.
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Most agents lose sellers in the first 3 seconds when creating video content.
That’s all the time you have before they scroll past your ad, post, or video.
When you understand sales psychology, you can use those 3 seconds to grab attention, spark curiosity, and position yourself as the obvious choice.
That’s why I use a simple 6-part structure called H-P-S-F-C-O.
1. Hook – Say something that forces them to stop. No small talk. No “just checking in.” or "Hey guys, it's me your local realtor"
2. Problem – Call out the real obstacle they face.
3. Symptom – Show them the pain that problem is causing right now.
4. Fear – Tap into what they worry will happen if they don’t act.
5. Cause – Explain the reason they are stuck.
6. Offer – Give them a quick, easy next step.
Here’s how it works for sellers:
Example Script
Hook: “I have 3 families looking to buy a home like yours this month”
or "Your neighbor sold for $60K more than you will… here’s why"...
Problem: “The housing market is shifting faster than most homeowners realize and waiting even 60 days could cost you tens of thousands.”
Symptom: “You keep dropping your price, but interest still isn’t picking up.”
or... “Weeks go by and your home feels like it’s invisible in the market.”
Fear: “That could mean selling for tens of thousands less than you could get today” or... “Your home sitting on the market so long that buyers assume something is wrong with it.”
Cause: “Most homeowners don’t realize how quickly buyer demand shifts”
or ... “Most homeowners rely on outdated pricing advice that doesn’t match today’s fast-moving market.”
Offer: If you are looking for a second opinion, we would love to chat with you about our The Silent Listing Strategy” and show you how to quietly attract premium buyers before your home even hits the market.
You can use this same formula in postcards, Facebook ads, open house flyers, even text messages.
It’s the fastest way to get sellers raising their hand instead of ignoring you.
If you want the deeper stuff the kind of sales and marketing psychology that makes prospects feel like you’re reading their mind reply with the word ADVANCED and I’ll send you details on how to access it.
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.
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