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.
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.
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.
Prepare a conversation
Prepare for your next client conversation.
Choose a free seller or buyer situation, practise a complete conversation and prepare a separate guide for your own client work.
Choose an agent conversation guideContinue learning
One conversation is a starting point.
Build the method around the conversations you actually handle: structured lessons, annotated examples, practice labs and resources you can return to before a call.
Explore VIVID Selling for Real Estate Agents$297 once · 365 days of access · Written lessons and practice available now. Course videos are in preparation.