29/08/2026
I lost the listing too over valuing, and they are signing up for 26 weeks
I was asked by one of my agent clients on how to counter this?
I shared many dialogues he could say.
As a gift, I shall share with you three of those dialogues.
Why do they work?
They create doubt subtly.
Instead of telling the homeowner they’ve made a mistake, they make the house seller question the agent’s confidence.
They shift the burden back to the overvaluing agent.
The homeowner now has a reason to ask, "If you’re so confident, why do you need 26 weeks?"
They leave the door open.
If the vendor starts to have 2nd thoughts, they know you’re the person to call.
These responses ensure that when frustration builds up—whether it’s lack of viewings or slow progress—you’ll be the first agent they think of.
Dialogue 1: The ‘No Oriented Question’ Approach
"I completely respect your decision, and I hope they deliver the result you’re looking for. Just out of curiosity, what made you feel comfortable committing for 26 weeks?"
(Pause, stay the 'f' silent...and it will be painful, yet let them answer.)
"That makes sense. Some agents prefer longer agreements because it gives them time to adjust the price later. What’s your plan if, in a few months, you’re not getting the interest you expected?"
(Pause again, shut the 'f' up, let them process that thought.)
"Would it be unreasonable to ask them if they’d reduce the length of the contract, just so you have more flexibility if things don’t go to plan?"
Dialogue 2: The ‘Reverse Psychology’ Approach
"I understand why you’ve chosen them, they are a really good agent, and if they can get you that price, that’s great. One thing I’ve always found interesting, why would an agent need 26 weeks if they’re confident in their ability to sell your home quickly?"
(Pause and again ... shut the hell up, dont speak first, let them think.)
"It’s funny, some agents say they’re confident in their pricing and marketing, but then they ask homeowners to lock in for six months. What do you think that tells you?"
(Let them come to their own conclusion.)
"Would it be a bad idea to ask them why they need such a long commitment if they’re certain they’ll sell it quickly?"
Dialogue 3: The ‘Planting the Seed’ Approach
"I totally get it, and I respect your decision. One thing I’ve noticed over the years, whenever an agent asks for a long sole agency agreement, it usually means one of two things: either they’re not as confident as they say, or they want to make sure you can’t leave if things don’t go as planned. Did they explain why they need such a long agreement?"
(Pause, let them answer. Most likely, they won’t have been given a clear reason.)
"That’s interesting. If they’re putting their money where their mouth is, surely they’d be willing to shorten it to, say, 8 or 12 weeks, right?"
(again - dont say anything.)
"I’m sure they’ll do a great job for you, but if anything changes, you wouldn’t feel awkward reaching out, would you?"
