Episode Overview

Podcast: Your Daily Real Estate Podcast with Tristan Ahumada
Host: Tristan Ahumada
Episode: 776 – "Stop Arguing Price. Start Changing Minds Instead"
Date: January 14, 2026
Theme:
Tristan Ahumada dives into effective communication strategies for real estate agents handling price conversations with sellers. Rather than confronting sellers’ opinions head-on, Tristan encourages agents to use frameworks and data-driven journeys that allow sellers to “discover” the right price themselves. By emphasizing evidence and strategic approaches, agents can avoid resentment and foster client alignment—even turning tough, overpriced listings into business opportunities.

Key Discussion Points & Insights

1. Why Arguing Over Price Doesn’t Work

• Sellers are anchored: Most sellers have already researched their home's value via Zillow, ChatGPT, or anecdotes from friends and family ([00:08]).
• Emotional Investment: Challenging their opinion with comparables often feels like an attack.
• Tristan’s Core Message:
  “The agents who nail pricing don’t have better scripts. They have better frameworks.” ([00:24])

2. Four Ways to Shift Conversations from Opinion to Evidence

2.1 Neighborhood Reality Tour ([01:10])

• Action: Walk sellers through what’s sold (not just listed) in the last 90 days.
• Process:
  • Review comparable photos, conditions, upgrades, and lot sizes together.
  • Highlight updates in properties (e.g., new kitchen) vs. their home's features.
  • If possible, physically tour currently listed, competing homes with the seller.
• Memorable Quote:
  “When they see that the house with the new kitchen sold for $425 and theirs has original 1990s oak... the conversation shifts from opinion to evidence.” ([01:41])
• Pro Tip:
  • Set the expectation that this journey is to help them, not to sell.
  • Position it as seeing their competition.

2.2 Days on Market Math ([03:04])

• Strategy: Use data to show the consequences of overpricing.
• Key Points:
  • Most buyer interest occurs in the first two weeks.
  • After 21 days, buyers become wary (“What’s wrong with this property?”).
  • Show the history of similar homes: initial price → multiple reductions → final, often much lower sale.
• Personal Touch:
  Tristan shares his own experience:
  “That’s how I ended up here, right? And that’s how I negotiated down on this property that I’m living in now.” ([03:48])

2.3 Net Sheet Reality Check ([05:06])

• Approach: Present net sheets for different pricing scenarios:
  • Agent’s suggested price
  • Seller’s preferred (often inflated) price
  • Online estimator (Zillow, Redfin)
• Purpose: To make the financial implications real and unambiguous.

2.4 The Buyer Perspective Flip ([05:40])

• Question:
  • “If you were buying today, would you pay this price for this house when you could get that house down the street?”
• Execution:
  • Use this after touring competing properties.
  • Remain silent—“Shut up and listen.” ([06:00])

3. Two Strategies When the Seller Won't Listen

3.1 The Coming Soon Buyer Magnet ([06:30])

• Tactic:
  • Leverage an overpriced listing as a lead generator.
  • Run “coming soon” or “new listing” campaigns (newsletter, Meta ads, Google, organic social).
• Psychology:
  • People are drawn to new or exclusive inventory, even if the price isn’t right.
  • “People want what they can’t have.” ([06:55])
• Outcome:
  • Generates calls and opportunities—“lead machine” if done right.

3.2 The 14-Day (or Short-Term) Agreement ([08:05])

• Agreement:
  • Try the seller’s price for 14 days.
  • If there’s no “serious activity,” revisit and reduce the price—ideally with pre-signed price reduction paperwork.
• Rationale:
  • Protects the agent-seller relationship.
  • Keeps communication open and expectations managed.
• Quote:
  “This is why this protects the relationship… gives you a built-in price reduction…” ([08:40])
• Pro Tip:
  • Regular communication during this period is key—show what you’re doing as an agent, keep sellers informed.
  • Tools like “RAYSE” help agents demonstrate their activity to clients.

Notable Quotes & Memorable Moments

• On Arguing with Sellers:

  “They’ve already zillowed it or chatgpted. They’ve already talked to their family member who got $50,000 over asking. Most of the time, they’ve already decided what their house is worth.”
  — Tristan Ahumada ([00:03])

• On Shifting Seller Mindset:

  “Because a seller who sees it will price it right. A seller who’s told will resent it, and they’ll resent you for it.”
  — Tristan Ahumada ([00:28])

• On the ‘Buyer Magnet’ Effect:

  “They just want to see what’s behind curtain number one. And that’s what you’re going to do.”
  — Tristan Ahumada ([07:09])

• On Navigating an Overpriced Listing:

  “Most sellers, they come around faster if there’s been no activity and you are communicating with them what’s actually going on.”
  — Tristan Ahumada ([09:20])

Timestamps for Important Segments

• 00:00 – 01:10: Why arguing price fails; sellers’ psychological prep.
• 01:10 – 03:04: The “Neighborhood Reality Tour” explained.
• 03:04 – 05:06: The “Days on Market Math” method.
• 05:06 – 05:40: Presenting the “Net Sheet Reality Check.”
• 05:40 – 06:30: The “Buyer Perspective Flip.”
• 06:30 – 08:05: Handling stubborn sellers: “Coming Soon Buyer Magnet.”
• 08:05 – 09:55: The “14-Day Agreement” and the importance of agent-seller communication.

Summary / Takeaway

Tristan’s advice is clear: Don’t spend your time trying to “win” a price argument—lead sellers through evidence, experience, and gentle yet firm frameworks so they discover the right price themselves. Use overpriced listings strategically, communicate proactively, and always back your recommendations with data and empathy.
Final Call:
“If you need this, message me on Instagram... What do you do that we don’t do? I’m always learning, too. Have an awesome day.” ([09:55])