3 Ways to Update Your Real Estate Dialogues for a Changing Market
You know what I love? I love that you, simply by being here to read this, are likely more serious about your business than 95% of the agents out there. You already understand the importance of constantly refining your skills and evolving with market conditions. And right now, sharpening your real estate dialogue is more important than it has been in the last decade.
In today’s changing market, your ability to navigate tough conversations, overcome objections, and guide clients confidently through uncertainty sets you apart. That’s why I’m sharing three powerful ways to update your real estate scripts and real estate dialogues to match what today’s sellers and buyers need.
Because let’s face it, if you’re still using outdated real estate dialogues, you’re probably setting unrealistic expectations and creating unnecessary challenges. Let’s fix that now.
Real Estate Dialogue Strategy: Contrast the “Old Market” vs. the “New Market”
One of the most effective techniques to improve your real estate dialogues is learning how to clearly position the current market. This isn’t just about sharing data, it’s about controlling the narrative and helping sellers understand what’s changed.
Right now, your real estate conversations need to reflect a clear shift. Help clients understand the evolution: more inventory, fewer closings, and more frequent price adjustments.
The key is to refer to earlier conditions as the “Old Market” and today’s reality as the “New Market.” This framing adds context and credibility to your pricing strategy and creates space for realistic expectations.
Use this real estate dialogue technique when presenting comps or explaining pricing strategies. It communicates that what worked last year no longer applies, and today’s decisions must align with current conditions.
And remember: If the property isn’t compelling, it isn’t selling. A compelling home starts with compelling pricing.
Using Real Estate Dialogues and Analogies to Handle Pricing Objections
Even when you do a great job positioning the market, you’re still going to hear something like:
“I know the market has changed, but I still want to list at this higher price.”
That’s where advanced real estate dialogues come in. One of my coaching clients, Josh Rubin, uses a smart analogy to reframe the conversation.
He asks the seller if they’ve ever invested in stocks. Then he says:
If Netflix is trading at $270 a share, can you call your stock broker and say, “I want to sell all my Netflix stock at $500 a share today.”
No, you can’t. Because that’s not what it’s worth in today’s market.
Homes that are similar to yours are selling at X price.
And when sellers push back with:
“Another agent said they can get me much more…”
Use this script:
I could line up a thousand agents outside your door, but we’re all looking at the same data and we’ll all come in within one or two percent of each other. So if someone is promising you much more, you’ve gotta ask yourself what they’re up to. Are they just wanting to take your listing to generate a bunch of buyer clients? What’s their motive?
This plants the seeds of doubt in the seller’s mind and gets them to understand that sometimes real estate pricing that seems too good to be true probably is too good to be true.
Direct Real Estate Dialogues for the “New Market”
Sometimes, the best real estate dialogue is the most direct one.
Shauna Covington, another one of my coaching clients, uses a straightforward explanation to illustrate the shift:
In the Old Market, I could put a ton of cushion in the pricing. There was nothing for sale and demand was so strong, people would still make offers and we’d get deals done. But now, in this New Market, we’ve got to be pinpoint accurate. If we want to sell in today’s market, it needs to be priced at X.
Here’s another good “scare tactic” script to get homes priced correctly:
Do you want to get lost in a sea of inventory? Or do you want to price it so well that it sells in the next 30, 60, or 90 days? My recommendation is to price it slightly below other comparable properties on the market. What would you like to do?
These are the types of real estate dialogues that help you lead with confidence, address seller concerns, and move listings forward.
One Last Thing: Practice Your Real Estate Dialogues Before You Use Them
The biggest mistake you can make with new real estate dialogues is jumping into a listing appointment without practicing them first.
Always remember: We’re only as good as the amount of time we spend getting good. We play, and we get paid, at the level at which we practice.
So put in the work. Find a role-play partner. Or join illūm to access on-demand Video Role Plays to ensure you master these real estate dialogues before you try to use them and squander opportunities.
If making money is important to you, up your practice.
What adjustments do you need to make to your scripts? What real estate dialogues are you adding in the changing market? Let me know in the comments below.
