Join real estate coaches Michael and Stevi Fanning as they tackle the challenging conversations defining success in today's shifted market. Learn proven frameworks to navigate hesitant buyers, low offer standoffs, and seller expectations with confidence.

[0:00-3:00 ] Market Reality Check

• Current market data: 28% homes sell above asking (vs 53% at peak)
• Inventory above 1M listings, 51+ days on market
• 7% spread between asking and sales price

[3:00-12:00 ] Scenario 1: Hesitant Buyers - From Paralysis to Permission

• 40% of buyers currently on pause
• Framework: Redirect from market timing to life timing
• Key phrase: "What would need to happen for you to feel confident?"
• Validation before redirection technique

[12:00-22:00 ] Scenario 2: Low Offer Standoff - Protecting Your Seller

• Case study: $2.1M listing, $1.9M offer scenario
• Tactical empathy approach from "Never Split the Difference"
• Risk/reward framework for decision making
• Professional positioning over people-pleasing

[22:00-32:00 ] Scenario 3: Setting Expectations from Day One

• Market education before property evaluation
• CMA as credibility builder, not just data
• Handling "another agent promised more" objections
• Role-play demonstration of pricing conversations

[32:00-37:00 ] Communication Toolkit & Action Items

• Four core strategies: tactical empathy, calibrated questions, data positioning, permission-based selling
• 30-day challenge for skill development

✅ Validate emotions before presenting data - acknowledge feelings first✅ Ask calibrated questions - make clients think rather than leading them✅ Let data be the messenger - position market as decision driver✅ Focus on life timing vs market timing with buyers✅ Use risk/reward framework for seller conversations✅ Build credibility through performance metrics not promises

• "I can hear the [emotion] in your voice, and it sounds like you feel..."
• "What would need to be true for you to feel confident moving forward?"
• "The market is telling us a story right now..."
• "My commitment isn't to promise the highest price—it's to help you get the best results"

• "Never Split the Difference" by Chris Voss
• Windermere's Present tools (First Offers, Pricing Pond)
• Weekly Path Call (Thursdays 10:10 AM PST)
• Windermere Coaching services

Contact: fanning@windermere.com for coaching or podcast ideas

Remember: Every difficult conversation is an opportunity to demonstrate your value as a trusted advisor.