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How to Uncover the Real Reason Their Home Didn’t Sell

🎥 Watch this first — it’s only a few minutes, but it could change how you handle every expired listing from here on out:


Most agents hear “it didn’t sell because of the price” and stop right there.

But that’s not the real issue.

That’s just the surface symptom.

And when you treat the symptom instead of diagnosing the root cause, you end up looking like every other agent out there — which means you lose the listing.

In the video above, I break down a better approach using something I call layered questions.

Stop Accepting the First Answer

Imagine this:

A seller says the last agent priced it wrong. You agree. You offer to “do better” with your CMA. You walk out of the appointment thinking you nailed it…

But then you don’t get the listing.

Why?

Because you didn’t uncover the real pain.

You didn’t ask:

  • Who actually picked the price?

  • What kind of comps were shown?

  • How many showings came through?

  • What was the feedback from buyers?

  • Did the agent follow up? Adjust strategy? Communicate clearly?

These questions do two things:

  1. Reveal the real breakdown (which is almost always process-related, not price-related)

  2. Position you as the expert — the only one who actually took the time to understand

The Seller Doesn’t Want a Cheaper Price

They want confidence.

Confidence that:

  • You have a method, not a guess

  • You’ll communicate clearly

  • You’ll adapt based on feedback

  • You actually care enough to dig deep

That starts with asking better questions.

Want the Exact Script?

Watch the video above — I walk you through a real conversation, line by line.

This approach has helped agents win listings that looked like dead ends.

If you're serious about standing out with expireds… And you're done blending in with script-reading amateurs.

Watch the breakdown now.Then use it on your very next listing.

Let your questions do the heavy lifting.You might be shocked by what sellers reveal.


Tired of guessing your way through listings?


Plug into the proven system top agents use to win more deals (without working more hours).


 
 
 

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