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.
π₯ KEY TAKEAWAYS:
β
The Pre-Listing "Shock":** Why John puts the suggested price & commission in the package *before* the meeting.
β
The Tour Rule:** Why you should NEVER let the seller walk through the house with you.
β
The "Poco" Script:** How to use the seller's motivation (Who, What, Where, When, Why) to crush price objections.
β
Price Reductions:** The specific "Day 21" script that gets sellers to ask YOU to lower the price.
β
The 90/10 Rule:** How to explain "Fantasyland" vs. Reality to analytical sellers.
QUICK LINKS & RESOURCES:
π Watch John's Full Masterclass on eXp University: https://youtu.be/1DtrObHv1MU
π Download the Pre-Listing Checklist:
π Follow John Tsai: @tsairealestate
CHAPTERS
0:00 β Who is John Tsai? (312 Sales in a Down Market)
4:02 β The "5 W's" Qualification Script
6:37 β How to ask: "Is there a price you won't go below?"
8:19 β Identifying Seller Personality Types (Driver vs. Analytical)
14:45 β The Pre-Listing Strategy: Sending the price before the meeting
17:00 β CMA Strategy: "Fantasyland vs. Reality"
19:53 β The "3 Scenarios" Script (Setting up the price reduction)
22:11 β The "Pre-Signed" Price Reduction Form
23:20 β 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 sales, he is known for his disciplined scripts, high-volume production, and leadership of a 1,300+ agent organization.
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