Investor conversations / Worked example
Understand the asking price before defending your offer.
A property seller has a higher number in mind. Find out what that number represents before turning the conversation into an argument.
01 / Try a response
What would you ask next?
Choose a response to explore its reasoning. You can compare both approaches.
What this response assumes
Explaining your offer may be useful, but it doesn't yet establish what this seller is comparing it with. You can end up answering a different question from the one they have.
What this question opens
The comparison question reveals the seller's reference point. Here it gives you a concrete assumption to discuss using accurate information.
“The online estimate. I thought that was what I would receive if I sold.”
Read the complete breakdown
In this example, the seller is comparing the offer with an online estimate. First establish what that estimate means to them. Then explain your actual offer and any verified differences in costs, timing, or conditions. Use accurate figures and avoid assuming the seller's priorities.
Discover the comparison behind the objection.
02 / Make it your own
Put it into your own words.
Try the shared-decision practice. Write your response, review the question you chose and revise it beside a worked example.
Take the next step
Build the skill across your seller conversations.
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