5 Step Process
Step 1 & the Transition Statement
What is Welcome and transition statement:
"You’ve probably been doing a lot of thinking about the sale of your home. Before we tour the home together and get into the process, would you be opposed to us sitting at the kitchen table for a conversation? ”
This mindset is about showing up every day committed to high standards, not settling for ‘good enough'.
What is Have an Attitude of Excellence.
This personality type is focused on results, bottom line, speaks fast and make prompt decisions.
What is D - Dominant
What is FULL Commitment
We frame the conversation using these 3 elements.
What is
Marketing is what my team and I will handle.
Condition is what you control
Pricing is something we work on together.
Step 2 & Transition Statement
What is Discovery and transition statement:
“I know this is a huge undertaking. You probably have a very clear vision of what this process will look like. Would you mind walking me through that vision and if I took notes?”
This principle means putting the client’s needs, goals, and experience at the center of every decision.
What is ‘Remain Client Focused'
This personality type is outgoing, makes decisions based on emotion or intuition. Trust and rapport are important to them.
What is I - Inspiring
Full Commitment was not won, this is what must happen before leaving.
What is Schedule next in-person appointment.
Pricing is broken down into 3 categories
What are
Pendings - what buyers said yes to
Solds- The facts; these closed
Actives - still on the market; that's your competition
Step 3 & Transition Statement
What is Home Tour and transition statement:
“Would you be opposed to showing me through your home?”
This value challenges you to keep learning, developing skills, and getting better every single day.
What is ‘Constantly Grow and Improve'
This personality type is reserved, speaks slower, takes time to make decisions.
What is S - Supportive
A genuine concern or roadblock that, if resolved, will help the seller move forward. Example: “I want to wait until spring because I think I’ll get a higher price.”
What is an Objection
When we are getting showings but no offers
What is 2-5% price improvement
Step 4 & Transition Statements
What is CMA/Marketing Presentation and transition statement:
CMA- “Thank you for showing me your home. Would it be a bad idea for us to look at what buyers are currently spending in your area?”
Marketing- “Now that we know how your home compares to others in your area, let me show you how our Guaranteed Offer Program makes selling easy and stress-free, so you can close with confidence. Would you be opposed to walking through it together?”
This approach is about putting others first, helping teammates succeed, and leading by example.
What is ‘Lead with a Servant’s Heart
This personality type is analytical, cautious and reserved. Decisions based on data and numbers.
What is C - Compliant
A surface-level excuse hiding the real reason the seller is hesitant. Example: “I need to talk to my spouse” (when the real reason might be fear of pricing too low).
What is a Smoke Screen
When we are not getting showings in the first 7 days.
What is a 5-7% price improvement
Step 5 & Transition Statement
What is Commitment and transition statement:
“Would now be a bad time to wrap up step 1 together?”
This culture encourages teamwork, positivity, and creating an environment people actually enjoy being part of.
What is ‘Promote a Supportive and Fun Culture'
Most MSRE agents are either Dominant (D) or Inspiring (I). Most of our Sellers fall into which 2 personality types.
What is Compliant (C) or Supportive (S)
The difference between Objections and Smoke Screens.
True Objections - address directly
They are genuine and specific; addressing them builds trust and moves the process forward.
Smoke Screens - dig deeper
They vague or unrelated to the real issue and require digging deeper to uncover the true concern.
If the seller says "What Price do you think?"
What is
"Sounds like you’re really interested in my guidance here. I will absolutely share my thoughts with you. But first, would you be opposed to sharing what you're thinking? Knowing that these comparables have sold, what price do you think your home will sell for?”