In this presentation, the speaker introduces a "range pricing" strategy for selling homes, where a price range based on comparable sales is presented to the seller as a menu of options. By showing both a lower and higher price point, the seller can choose between a faster sale (lower price) or a higher sale price that may take longer. The speaker frames this approach as a leadership lesson: leaders should enter conversations from a place of abundance, presenting all viable options to give the other party agency. This method helps clients see the big picture, understand the trade‑off between time and money, and make an informed decision, illustrating how great professionals and leaders empower people by clearly laying out choices.
Chapters
Is time more important to you or is money more important to you? Oh, somebody did say, how do you price a house correctly in this crazy market? What I will tell you is what I learned decades ago. We have range pricing. So a range says based on the comps, based on the market, it could go as low as here and as high as here. And then the seller gets to pick from the menu of pricing, no different than if they're at the Golden Corral. Now, if you wanna talk about what leadership looks like, Leadership looks like walking in the door and saying, I understand that there are options and here they all are. Leading from a place of abundance is great for your business because it lets the person across the table have a little agency in this process. And that is a good thing, my friends, a really good thing, because you shared with them the whole menu. You told them, here's what happens here, here's what happens here. And now they've seen a big picture. Here, hold it. Now, where are you on this scale? Is time more important to you or is money more important to you? And some sellers will tie themselves into a pretzel and say, but I want it to go fast and for top dollar. And you get to say, mm-mm, Pumpkin, that's not how the range works. If you want it to go faster, you price on the lower end of the range. And if you want more money, you price on the higher end of the range, but it may cost you a little bit of time to get there. It's the consumer's choice. That's what great professionals do. That's what great leaders do. You show the choices.
