VIVID / Real Estate Agents / Free practice

They found a lower fee. What are they comparing?

Follow the homeowner’s criteria, distinguish marketing from offer support, and prepare a comparison they can use.

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Two or three decisions. No account needed. Leave with a conversation card you can edit and keep.

“Another agent will list for less.”

Fictional teaching example. People, dialogue and product details are invented for practice.

Your role: You are a real estate agent discussing a possible listing with a homeowner.

What you know going in

No listing agreement, fee, sale price or service scope has been agreed.
The owner says the competing fee is lower; no competitor services or results are known.
Any proposed fee or service description must be the agent’s actual current terms.

Try a decision

What would you say next?

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Follow the complete worked conversation below, or enable JavaScript to make choices and receive feedback.

Inspect the method

A worked conversation

Homeowner
Another agent will list for less.
Agent
Which parts of the work are you comparing?
Direct question opens the Surface Criteria: fee and the work being compared. It lets the owner correct the frame before you defend a proposal.
Homeowner
Exposure sounds similar. I’m unsure who helps me weigh offers if I’m traveling.
Agent
What would you need from that conversation before you could respond?
The owner specifies what the review process must provide. Time to inspect terms is an observable criterion; do not assume a deeper emotional meaning.
Homeowner
Clear terms and time to ask questions. I can’t promise when I’ll be reachable.
Agent
So the fees differ, exposure sounds similar, and offer review and availability are still open. What would you want both proposals to state?
Recap separates the similar Surface Criterion (exposure), the desired support process and the unknown availability. Ask what is missing before presenting terms.
Homeowner
The review process, any response window, and what happens if I miss a call.
Agent
I can put my actual service and fee terms next to those questions. You can compare them and decide whether the arrangement works.
Consultative mode makes the actual service and fee terms inspectable. It avoids treating a fee difference as proof of a better sale result.

A fresh situation

Try the idea somewhere new

A seller says, “Both agents suggest similar prices, but one promises a quicker sale.” You have not seen either agent’s plan or the comparable evidence.

What should you compare before making a recommendation?

Task-specific feedback; a choice does not establish skill, professional advice, or an industry outcome.

Ask what evidence, scope and timing assumptions support each proposal, then compare the seller’s priorities.

This treats speed as a claim to inspect, not a guaranteed result. The seller can compare evidence and actual services.

Review the marketing channels in each proposal first, then use that comparison to assess the faster-sale claim.

Marketing channels may matter, but they do not establish the timing claim. First identify the evidence and assumptions behind it, alongside what matters to this seller.

Make it yours

Practise the words before the call

Say your next question aloud once. Listen for whether it invites correction. Then compare it with the worked example.

Read silently or say it aloud. This page does not record you. Keep real client names and private details out of your practice notes.

Keep what is useful

Consultation Conversation Guide

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See the book methods behind this situation

Chapter 8Chapter 8 Direct Questions: answer the stated fee question before expanding the comparison
State the proposed fee and its actual scope directly, then clarify which service or cost comparison the owner wants. Do not deflect the question or infer a buyer type from price sensitivity.
Chapter 19Chapter 19 presentation arc: frame, prove, and defer unsupported economic conclusions
Make the owner’s comparison criteria explicit, support service claims with inspectable evidence and distinguish a concrete Peak from an Inevitability calculation. The case preserves fit, mismatch and decline outcomes and defers net-benefit claims where inputs are not established.

YOUR REAL CONVERSATION

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AUTHORED PRACTICE EXAMPLE

A separate fictional guide

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Inspect the fictional example

Fictional teaching example · These words are authored for practice, not from a client conversation.

Example words: “I want the terms laid out clearly and a chance to ask questions before I respond. I can’t promise when I’ll be reachable.”
Next question: “Which written services and communication arrangements would help you compare fairly?”
Preparation: Prepare a side-by-side list of actual services, fee terms and any agreed communication process; leave unknown response timing open.
Review: Did the comparison separate service scope from hoped-for sale outcomes?

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