Sometimes, your communication with a seller will border on coaching them. You can only tell some sellers so much, especially after a property has been on the market for several months.

Hitting them directly with price reduction dialogs can be tough sometimes as they become dug in. An alternative is “Future Coaching.” In this video, I call it “Future Pacing” but as I write this, coaching seems like the better word to use.

The concept is to ask carefully thought out and worded questions that cause the seller to break his or her pattern of belief about their home and the market. After the pattern is broken, start answering the Future Coaching questions, they should start to come around and see the market as it really is and actually suggest that the time is right to reposition the price.

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