During a recent Compass Certified Coaching Thursdays session with over 400 agents nationwide, I shared a framework that consistently transforms listing conversations.
When I sit down with a seller, I say this:
“There are three things that will have a big impact on this process.
One is my responsibility.
One is your responsibility.
And one neither of us control.”
That single sentence reframes the entire relationship.
1. Presentation — My Responsibility
My job is to ensure your property is presented in an extraordinary way.
Professional photography.
Compelling marketing.
Strategic pricing guidance.
Strong positioning against the competition.
This is where skill, strategy, and experience matter.
And I’m confident in delivering that.
2. Condition & Access — The Seller’s Responsibility
There’s a way to live in a home.
And there’s a way to sell a home.
If a seller signs a listing agreement and leaves for Europe without leaving a key, we’ve got a problem.
If the home looks incredible on photography day but slips afterward, we lose momentum.
Presentation isn’t a one-day event. It’s an experience we must maintain.
My role is to guide.
The seller’s role is to execute.
3. The Market — No One Controls It
We don’t control the Federal Reserve.
We don’t control interest rates.
We don’t control inventory levels.
We don’t control new construction entering the competitive landscape.
The market is dynamic.
It’s inventory.
It’s price reductions.
It’s buyer demand.
It’s competing listings.
Our job isn’t to control it.
Our job is to interpret it clearly and respond intelligently.
Why This Framework Matters
When roles are defined clearly:
• Expectations align
• Pricing conversations become collaborative
• Blame disappears
• Trust increases
Clarity creates confidence.
Confidence creates results.
This is the difference between simply listing a property and leading the process.
And it’s one of the core principles I teach agents across the country.
