{"version":1,"type":"rich","provider_name":"Libsyn","provider_url":"https:\/\/www.libsyn.com","height":90,"width":600,"title":"Episode 112 - The Four Ways","description":" Every CRE broker has faced it \u2014 an owner who wants to sell or lease at a price completely disconnected from the market. Walk away and lose the opportunity. Take the listing and waste months going nowhere. Or use one of four specific strategies to bring them back to reality, win the exclusive, and ultimately create a commission opportunity while serving the owner's best interests. Your role is not to sell the property \u2014 it's to help the owner make the best possible decision for themselves. That's the educator mindset. Key Takeaways Determine sanity vs. vanity pricing before choosing your approach \u2014 emotional decisions need empathy first, data second Ask how they arrived at their price and how long they'll wait \u2014 motivation and timeline are your real leverage A short-term test period lets the market make your argument for you \u2014 and earns you a higher fee for the extra work Acknowledging the emotional investment before presenting data is what separates great brokers from commodity brokers Know your market numbers cold: days on market, number of offers, your exclusive track record \u2014 bring them to every conversation Cash flow projections at multiple price points make the cost of an unrealistic price tangible and personal Your job is to educate, not capitulate \u2014 the advisor mindset creates more commissions and better client outcomes ","author_name":"The Massimo Show","author_url":"https:\/\/rodsantomassimo.com\/podcasts-1\/","html":"