{"type":"rich","version":"1.0","provider_name":"Transistor","provider_url":"https://transistor.fm","author_name":"The LAB with Bryon Ellington","title":"How to Sell 300+ Homes/Year in a Down Market: Pricing Secrets with John Tsai | The LAB","html":"<iframe width=\"100%\" height=\"180\" frameborder=\"no\" scrolling=\"no\" seamless src=\"https://share.transistor.fm/e/891e6822\"></iframe>","width":"100%","height":180,"duration":1589,"description":"Stop losing listings to unrealistic sellers. In this episode of The Lab, 7-time ICON Agent John Tsai reveals the exact pricing psychology and scripts he used to sell 312 homes ($280M Volume) in a down market.John breaks down his controversial strategy of putting the listing price *inside* the pre-listing package (before the appointment!), why he refuses to let sellers tour the home with him, and the \"3 Scenarios\" script that gets sellers to agree to a price reduction on Day 1.If you are struggling with overpriced listings or sellers who say \"I want to try a higher price,\" this masterclass will give you the confidence to take control of the conversation.🔥 KEY TAKEAWAYS:✅ The Pre-Listing \"Shock\":** Why John puts the suggested price & commission in the package *before* the meeting.✅ The Tour Rule:** Why you should NEVER let the seller walk through the house with you.✅ The \"Poco\" Script:** How to use the seller's motivation (Who, What, Where, When, Why) to crush price objections.✅ Price Reductions:** The specific \"Day 21\" script that gets sellers to ask YOU to lower the price.✅ The 90/10 Rule:** How to explain \"Fantasyland\" vs. Reality to analytical sellers.QUICK LINKS & RESOURCES:🎓 Watch John's Full Masterclass on eXp University: https://youtu.be/1DtrObHv1MU📊 Download the Pre-Listing Checklist:👉 Follow John Tsai: @tsairealestateCHAPTERS0:00 – Who is John Tsai? (312 Sales in a Down Market) 4:02 – The \"5 W's\" Qualification Script 6:37 – How to ask: \"Is there a price you won't go below?\" 8:19 – Identifying Seller Personality Types (Driver vs. Analytical) 14:45 – The Pre-Listing Strategy: Sending the price before the meeting 17:00 – CMA Strategy: \"Fantasyland vs. Reality\" 19:53 – The \"3 Scenarios\" Script (Setting up the price reduction) 22:11 – The \"Pre-Signed\" Price Reduction Form 23:20 – The \"Daily Update\" Strategy (Day 1-14)ABOUT THE GUEST:John Tsai is a 7-time ICON Agent with eXp Realty based in Vancouver, Canada. With 19 years of experience and over 2,300 career...","thumbnail_url":"https://img.transistorcdn.com/kXJWEDwz55WHQgs4cJfFr1XlrSr5OFNX-M8xvnFSxzc/rs:fill:0:0:1/w:400/h:400/q:60/mb:500000/aHR0cHM6Ly9pbWct/dXBsb2FkLXByb2R1/Y3Rpb24udHJhbnNp/c3Rvci5mbS8wNTE2/YWRiNmQ1YmUxZGZj/YzRiNmZlMGQ5NThh/MzI0OC5wbmc.webp","thumbnail_width":300,"thumbnail_height":300}