Winning the business
The vendor whose expectation is unrealistic before you list
You want the listing, but not at a number that guarantees a failed campaign.
Do this now — in this order
- 1Decide in advance the number above which you will walk.
- 2Present the evidence range and the buyer bracket separately.
- 3Agree a written review trigger before signing — date-based and evidence-based.
- 4Shorten the agency term to match the test period.
- 5Get the vendor to state their walk-away number out loud.
- 6Record the recommendation you made, in writing, at listing.
What to say
The condition of listing
"I'll take it on at your number, on one condition: if the market tells us the same thing three weeks in a row, we act on it together. Can we agree that now?"
Why it works
Pre-agreed review triggers turn the future price conversation into keeping a promise rather than backing down.