Case Study: Price Reductions Objective: Persuade a seller to reduce their price on a current listing. Arch Subscriber: David Raesz, Keller Williams Realty, Austin, Texas. David has been selling real estate for over fifteen years. He has consistently been a top-producer for Keller Williams with annual sales over 14 million dollars. David believes in the power of team-work and employs several buyers' agents and a listing specialist. David has been a Powerline subscriber since 1995. Strategy and Action: David acknowledges that from time to time you have a listing that has to be reduced to sell. David uses this price reduction technique that he learned in a Powerline™ Mater Mind Conference.

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David notes that he uses Powerline™ to uncover at least half of his new listing opportunities and the service "has become the backbone" of my listing presentation. If David needs to negotiate a price reduction he first queries a call report that shows each lead that has inquired about the specific property. He then approaches the seller with the Powerline™ call report.

David knows that "showing" the report is "proof that my marketing works" and is far more powerful that just telling the seller "what you think". David presents his report and says, "I've generated 49 leads on your home. This prospect purchased a similar home in this neighborhood, this prospect I'm still working with, this prospect purchased here, this prospect purchased this home, etc. Out of the 49 viable home buyers we're receive no offers on your home. Because of this, I believe that the home buying public has determined that we are over-priced for this market. I have determined that we either lower the price of your home or we need to improve the value of your home by adding new carpet, roof, etc. Which would you like to do Mr. Seller?"

"When you show them the call log it just reinforces the validity of my opinion. It's very difficult to argue with black and white and I just wouldn't enter into a price reduction meeting without the Powerline call report."-David Raesz

Result: David says he has never had a seller refuse to either lower their price or improve their property after he has shown them a Powerline™ call report.