Bridging the Gap: Vendor Management in a Slow Market

In a tough market, owners rarely get to fair market value on their own. You need to take them on a journey. This live session is about how to do that well, so more of your close-but-not-quite listings turn into sales, and your owners finish the campaign as clients for life.

We'll cover three things:

Vendor communication that builds confidence

Owners don't need a call from you every day. What they need is confidence in your commitment to get the job done, and a plan they can believe in. I'll walk through the key moments in a campaign when you should be picking up the phone, and how to report buyer interest to keep vendors onside and manage expectations.

Vendor review meetings

Written reports are necessary, but they won't do the job for you. I'll share the meeting agenda I used to show owners their price had been fully tested by the market, uncover the small concerns that stop them listening to anything else, and get agreement on a price adjustment. That includes the single most important question you can ask an owner.

Bridging the gap

When a deal stalls $50k apart, it's human nature to try and sell owners on the offer. The trouble is, every reason you give them prompts a counter-reason of their own. Sellers sell with emotion, then justify with logic. I'll share the scripts and mindset that let you get in the foxhole with your owners, so they can drop their guard and see the benefits of accepting the offer and moving on with their lives.

How it works

60 minutes of training, followed by 20 minutes of Q&A. Can't make it on the day? Your ticket includes the full recording.

What others are saying:

"Andrew has been an outstanding performance coach and has made a real impact on my business. His approach is strategic, practical, and tailored. He asks smart questions, challenges my thinking, and brings clarity to both goals and execution."

Sophie Haley, Harcourts