How to Sell 300+ Homes/Year in a Down Market: Pricing Secrets with John Tsai | The LAB

Stop losing listings to unrealistic sellers. In this episode of The Lab, 7-time ICON Agent John Tsai reveals the exact pricing psychology and scripts he used to sell 312 homes ($280M Volume) in a down market.John breaks down his controversial strategy of putting the listing price *inside* the pre-listing package (before the appointment!), why he refuses to let sellers tour the home with him, and the "3 Scenarios" script that gets sellers to agree to a price reduction on Day 1.If you are struggling with overpriced listings or sellers who say "I want to try a higher price," this masterclass will give you the confidence to take control of the conversation.🔥 KEY TAKEAWAYS:✅ The Pre-Listing "Shock":** Why John puts the suggested price & commission in the package *before* the meeting.✅ The Tour Rule:** Why you should NEVER let the seller walk through the house with you.✅ The "Poco" Script:** How to use the seller's motivation (Who, What, Where, When, Why) to crush price objections.✅ Price Reductions:** The specific "Day 21" script that gets sellers to ask YOU to lower the price.✅ The 90/10 Rule:** How to explain "Fantasyland" vs. Reality to analytical sellers.QUICK LINKS & RESOURCES:🎓 Watch John's Full Masterclass on eXp University: https://youtu.be/1DtrObHv1MU📊 Download the Pre-Listing Checklist:👉 Follow John Tsai: @tsairealestateCHAPTERS0:00 – Who is John Tsai? (312 Sales in a Down Market) 4:02 – The "5 W's" Qualification Script 6:37 – How to ask: "Is there a price you won't go below?" 8:19 – Identifying Seller Personality Types (Driver vs. Analytical) 14:45 – The Pre-Listing Strategy: Sending the price before the meeting 17:00 – CMA Strategy: "Fantasyland vs. Reality" 19:53 – The "3 Scenarios" Script (Setting up the price reduction) 22:11 – The "Pre-Signed" Price Reduction Form 23:20 – The "Daily Update" Strategy (Day 1-14)ABOUT THE GUEST:John Tsai is a 7-time ICON Agent with eXp Realty based in Vancouver, Canada. With 19 years of experience and over 2,300 career sales, he is known for his disciplined scripts, high-volume production, and leadership of a 1,300+ agent organization.#RealEstateScripts #ListingPresentation #JohnTsai #RealEstateCoaching #PricingStrategy #RealEstateObjections #TheLab #eXpRealty