Why starting with options (not price) wins more listings for Agents (or home sellers!)

Want to see the video? Watch here

Want a listing presentation that doesn’t hinge on price haggling or a flashy brochure? We walk through a simple, high-trust system that gives every seller four clear choices on one net sheet—FSBO, a traditional listing, a Conventional CPO (pre-inspected) listing, and a Cash CPO pathway that trades some fees for speed, privacy, and certainty. Instead of pushing a tactic, we match strategy to life events, timelines, and risk tolerance, then let the clients choose. That shift—from selling to educating—wins the room.

We bring the framework to life with a candid role-play: a divorcing couple who want fewer showings and predictable timelines. You’ll hear the exact scripts that turn “cash-offer” hand-raisers into appointments, how to present FSBO honestly without fear, and why traditional listings stumble during inspection in a nervous market. Then we go deep on Conventional CPO: order a pre-inspection, fix only high-ROI items, disclose what’s done and not done, and watch repair credits shrink while close rates jump. Finally, we outline the Cash CPO pathway—advance in 14–90 days, targeted updates, no showings—so sellers who value privacy can move without chaos.

You’ll leave with a practical playbook: where to generate the four-option net sheet in minutes, how to coordinate inspectors and vendors, and a simple weekly update cadence that keeps everyone aligned. Whether you’re meeting seniors unlocking equity for care, expireds wary of more drama, or busy families who can’t stage life around showings, this approach replaces pressure with predictability. Steal the scripts, use the net sheet, and let choice be the close.

If this helped you reimagine your listing strategy, follow the show, share it with a teammate, and leave a quick review. Want the scripts and training? Grab the free app at listingroyalty.com and book a free daily discovery call at sixfigureagents.com.

Chapters

• 0:00 Warm Welcome & Stakes Set
• 2:32 Today’s Focus: Cash Offer Messaging
• 4:01 Introducing Cash CPO & Daily Scripts
• 6:01 The Net Sheet: Four Options, One Page
• 11:01 Scripts for Home Value, CMA, Cash Offer
• 14:46 The Role-Play Setup: Divorcing Sellers
• 18:16 Market Cycles & Pricing Reality Check
• 21:36 Option 4 FSBO: Labor, Risk, and Net
• 26:46 Option 3 Traditional Listing: Friction Points
• 32:16 Option 2 Conventional CPO: Transparency Wins
• 40:16 Option 1 Cash CPO: Speed, Privacy, Certainty
• 46:16 Process Walkthrough & Communication Plan
• 51:46 Recap: Lead with Education, Not Pressure
• 55:16 Q&A: How to Get the Net Sheet & Scripts

Transcript

SPEAKER_02: 0:17

Welcome, welcome. We are live. Good morning, good afternoon. Wherever you are logging in from, we're pumped to have you here with us today. I am personally incredibly excited about today's topic as an agent myself. I learned so much from this group of people. So I am excited to bring it to the fellow community and also welcome all of you that are on that are not yet part of the Fellow community. And I'm excited that you're here and you get to experience a little bit about what Fellow is about and what the community is that we have. So if you don't know me, I am Jamie Munchin, the community leader here at Fellow. Also, as I mentioned, a licensed agent. And uh today is all about leveraging the cash offer messaging and multiple selling options to get listings. And I have a phenomenal team here. We have Rowena Patton, leader of Cash CPO, as well as her team, Ash, Deanna, and Matt with us. And I will handle hand it over to you in a second row. But I do just want to say, everybody, you are in for a treat. Um, we had this exact panel on back in April, and the session was phenomenal. And I actually personally took a ton of notes during that session. Uh, and in my last two closed listings that I've had, I actually dove into using this strategy exactly as Roe outlined it and as the team outlined it. And that was what actually set me apart and got me in the door and actually helped me win both opportunities. Um, but one of them was specific. Uh, I was able to get in because I had that cash offer message. Um, and they were wanting to explore that before going ultimately traditionally. So welcome everybody. So excited to see you here. I do want to give a specific haul out to Rhonda Everett. She was my first mentor ever when I became an agent. Um, so really fun to see you on here. But Gary, Brent, Jason, Jen, everybody, welcome. And Ro, I'm gonna hand it on over to you.

SPEAKER_01: 2:22

Awesome. Thank you. Welcome, fellow All-Stars. I'm Ro, and this is a friendly guide to turning heavy phone lifting into white. A cash CPO or a cash offer partner with fellow, and today we'll look at how to win listings with this program. You'll also get all the scripts you need for this, which I give out every day on our Discovery Call. They're free, they're every single day, and you can hop on them at sixfigureagents.com. We'll give you a link to that as we're going. I'm joined by the all-star players today, Deanna Allen, and they're gonna wave at you. Playing the divorcing wife after her husband, played by Matt Millier, got a little too cozy with her bestie Suzanne. And Ash Davis, who is the agent, navigating his way through, showing them four different options to sell. This'll keep it fun while showing you the different aspects of the offers. As a fellow agent, you know you'll have sellers who raise the hand every day. Did I say you all? CMAs, cash offers, home values, type in the chat if you've got more than fellow, three fellow hand raisers of any type. Go ahead and type in the chat if you've got more than three this week. You go on, if you don't know how, then jump on the Discovery Call again. I'll help you, and Jamie will help you as well. If you go on FISBO appointments or you'd like to, or go on expired appointments and typical regular seller appointments, I hope to convince you today you should never go to a listing appointment today again, or chat with a handraiser for that matter, unless you're armed with your net sheet. What the heck she's talking about with a net sheet? You're gonna see it in a minute. It doesn't matter what your fellow sellers are saying. I really want you to get that one. It doesn't matter if they're saying I'd like a home value, or I'd like a CMA, or I'd like a cash offer, or I'd like a callback. Go straight in with the offer. It takes 10 minutes. And you can always say things like, doesn't matter if you're not ready for six years, you may as well get the real value. So you could also win one of our 30-minute coaching sessions today with me or any of these all-star players, a value of$950 with a real estate theme of your choice. We can pretty much do all of them. If you want to enter, book a free discovery call, which is held daily, every single day, between now and the next 90 minutes at sixfigureagents.com. Let's just put that up on the screen for a second so you can see it. Six figure, the number six figureagents.com. That's how you enter there. Um, and you can win a coaching call. And of course, if you've got questions, that's gonna help because it's a place to answer your questions. It's all free. We're not selling you. Um, and then we're gonna take a look at the net sheet. Ooh, here it is. Oh, the wonderful, exciting net sheet. Don't worry, we're gonna go over it. So when you are a home seller, enters a potential listing at Cash CPO. So that's I just mentioned something else. Let's go ahead and talk about that one. Cash CPO, like certified pre-owned, cashcpo.com. So you enter some details in there, it'll take you five to ten minutes, you put your house in, but when you've got the listing appointment, or you're thinking about getting the listing appointment, or maybe it's your listing that you want a full market offer on. When you enter it at Cash CPO, the system's gonna send you four different net options, all on this one page. It's all free. It looks much prettier than this when it comes out. Well, look, Deanna, this one's yours. So sellers love it. The emails are door open, you're not gonna send this email out. Expired Fisbos, conventional sellers love the real options and real numbers here. These are all nets. This all spews out automatically based on a few numbers that you put in there. So, what you're gonna do is pair it with your fellow handraisers. Or if you're not with fellow and you don't want to be with fellow, how can that be, Jamie? Can't be. But if you don't want to be with fellow, you can't afford it right now or something like that, do it with your regular listings. Do it with Bisbows and Expireds. And if you put the power of fellow behind it, obviously it's really amazing. So, as Matt said the other day, this net sheet alongside your regular listing presentation, as you convert competing, you know, you want to competing, right? So listings are getting very competitive. We all know that. But as Matt said the other day, and I love this, he said, this has you competing as you versus you. No one else has anything like this. And your competition doesn't stand a chance. So when you log into fellow and see people raising their hands, call and get the appointment. You know the scripts, and we'll do a quick recap of what to say. Jamie, you were just mentioning what are the scripts. So over to Deanna.

SPEAKER_03: 7:15

Thanks, Ro. So this is for a fellow home value handraiser on Fellow or anywhere. Hi, Miss Handraiser. Do you have 10 minutes so I can pop by and take a quick look at your home to get a more accurate value? No worries if you're just curious about the value. Once I get it more accurate, I can track ups and downs and we'll email you monthly with a more accurate figure. So in two years, when you're ready to sell, you know the market more accurately. Agents, take the net sheet with you anyway. Put the home in at Cash CPO so that you have a net sheet to leave behind. I'm Deanna Allen, Chief Coach at Senior Living CPO, a program I helped build from my 14 years managing a local senior living community and my work as a real estate agent. I co-founded All Star Powerhouse to bring this to more seniors. And I currently have two Cash CPO offers in play. And I just got two more referrals this week from our senior living program. Matt, why don't you give us the script for a CMA?

SPEAKER_05: 8:13

Yeah, absolutely. Thank you, Deanna. And uh, we'll be really nice to each other for right now. You guys will see a different side of this as we go through the script. Uh, but this is for the CMA handraiser on fellow. Hi, Mr. CMA. Hey, do you have 10 minutes just so I could pop by and just take a quick look at your home to get a little bit more accurate of a value? Uh that way I'll be able to prepare a much more intelligent comparison of your lovely home against some of the others that have sold recently. So, agents, when you put the home in at CashCPO.com, you're gonna have a net sheet that you could take with you. It's gonna give you four different options, and those net sheets are gonna trump a CMA every single time. Uh, I'm Matt Millia, by the way. I co-founded the All-Star Powerhouse. I help you bring ISAs, staff ISAs, uh, set them up in your business so that you can set up more appointments and you can uh delegate off appointments to real estate agents on your team. And now I'm gonna hand it over to Ash. Thanks, Matt.

SPEAKER_04: 9:10

Uh, everyone. This is a simple one. This is for a fellow hand raiser who is asking for a cash offer. So, hi, Mrs. Cash Offer. Uh, my name is Ash Davis. I saw on fellow that you were interested in a cash offer. And I just wanted to touch base and see if you're available perhaps Sunday or even Tuesday if you have time, where we could sit down and we could discuss your offer. That gets the conversation started. So, agents, what you do then is you put the home in a cash CPO. So do you have the net sheet that you see on the screen right now? This four-option net sheet will win you the listing. Whether they go for the cash offer or not, you'll see in a second how we walk through this net sheet with a potential seller. By the way, I'm Ash Davis. I'm a TEDx speaker, a realtor in North Carolina, South Carolina, and New Jersey. And I'm the team lead for New Jersey and North Carolina. And I've had four of these happen uh that have gone into conventional CPOs that came in as a cash offer. So, Ro, what about um what about using it for standard listing?

SPEAKER_01: 10:13

Yeah, I mean, listing opportunities come from everywhere. FISBOs, expireds, regular listing appointments. Just always put it in at cachecpo.com. Thank you.

SPEAKER_00: 10:26

I'm rooming a pattern, by the way. I'm at 1.3 billion at the moment to work.com or I've got four cafes behind now. Cathyo up there going right now with the other listing where they open the door because they're never being happy. So let's introduce you to our cast today.

SPEAKER_01: 10:59

So Matt and Deanna are divorcing. They agree on cashing out and they prefer as few showings as possible. We're still going to present all options. This is Ash Davis, our listing agent. Ash is calm, competent, and has a six sensible inspection agenda.

SPEAKER_04: 11:20

Hello, everybody. As I said earlier, I'm Ash Davis. In addition to those wonderful things Ro just said, I return phone calls, I sell lots of homes, I play a ton of golf, and I like to rescue real estate deals.

SPEAKER_01: 11:32

This is Deanna. She loves minky blankets, yoga, and puppies. She used to love her bestie, Suzanne.

SPEAKER_03: 11:43

Hi. I would love a clean exit and my equity along with my sanity back.

SPEAKER_01: 11:49

This is Matt. He loves lawn stripes and craft beer. And unfortunately, he also liked Deanna's bestie, Suzanne, a little too much.

SPEAKER_05: 12:01

Hey everyone, I prefer not to paint or frankly do anything in my house. I'd like my money sooner rather than later. I want to buy a new home once this is done and move on.

SPEAKER_01: 12:15

So let's walk Deanna and Match choices from four up to one. So what we're gonna do is set the stage for the sellers with the normal cycle and their state and feeder markets, which we've done already just for sake of time today. So we're talking about Clement Jungla and Colorado. Um, let's take a look at the shift diagram. Many of you may be familiar with this. So I know Ash has been through the listing presentation with you guys of everything we do yesterday and sat down with the listing presentation. And now, quick frame for the market. Economic cycles are approximately 7 to 11 years, discovered by the French economist Clement Jougla in 1860. That was just a little while ago. We're not really sure why agents out there are saying, oh, it'll just be fine in a month, or why don't you try again in January? It's a 7 to 11 year cycle that's been happening since 1860. Which the problem is when people are coming from elsewhere and uh things are happening in different feeder markets, which we know are happening where you're selling, it happens almost everywhere in the country. It means the buyers that are now going to that your buyers that were sellers are going to push you way harder on your price here, Matt and Deanna. So what do we mean by that? You know, the seven to eleven years, you can hold it out if you want to. Um, you can, you know, you can decide to become a landlord and rent it. You've got three pathways. So hold the home for 10 years. How does that sound to you two, Matt and Deanna? Matt. Yeah, now, okay. One of you could buy the other out, you know, and become a landlord, or you could sell it now. And with that, let's go back to Ash and the divorcing couple, and we're gonna go straight to the bottom line and look at the net sheet.

SPEAKER_04: 14:15

All right, Matt and Deanna, thank you um so much for spending time today to go through this. I know you have um difficult situation ahead of you, and you have realtors to choose from. And I'm I'm honored to be here talking to you. I want to take you through four options that you have for selling your house. And most people don't think of the realtor coming in with four different options. You just talk about the price and you move on. But I want to give you every option you have so you can make an informed decision. So we're gonna start with option four, which is just selling it yourself, right? FISBO. Everybody knows what a FISBO is. So in this scenario, you manage the calls for the showings, you manage the negotiations, you coordinate inspections, you handle the buyer who brings probably their uncle's cousin with a flashlight and a YouTube degree to tell you everything that's wrong with a hot water heater. Uh, and on paper, you save the fee that you would pay a realtor. The problem is in real life, uh you had time on the market, uh, you have to give up more concessions when you go to close, and there's a higher chance that that deal is gonna fall through. And uh, you know, you have to rely on the fact, quite frankly, that you two are gonna work hand in hand together uh to make sure this process and this project is done uh properly.

SPEAKER_03: 15:30

So that sounds awful. Basically, what I'm hearing from you, Ash, is that I get to be my own agent, my own project manager, and my own therapist. I've got enough of that going on right now. And to be honest, I'd rather get to know you much better.

SPEAKER_04: 15:47

Uh well, you're true on all fronts there, and I concur with uh everything you're saying, Deanna. So um in addition to that, you get to install your own sign too, uh, which quite frankly is kind of a workout, but I'd be happy to come over and help you do that, even if you do for sale by it.

SPEAKER_01: 16:03

So moving on quickly, we're not mocking FISBO, of course. We're just quantifying the extra labor and the added risk. Starting here shows what sellers trade when they chase fee savings. A lot of agents don't want to mention FISBO. They go, oh, why would we mention that? But the idea in their heads. They've thought about it already. You know they've always thought about doing a FISBO. Or their friends and family have even suggested it. So deal with the elephant in the room and show them the net. It's surprisingly close to the conventional CPO, the yellow second option, most of the time. It's usually only a few thousand dollars. So let's go over to red option three, the conventional, the old-fashioned average agent listing.

SPEAKER_04: 16:49

Yeah, so Matt and Deanna now, if you look at um what you have in front of you in the red box, it's option three. And this is what I like to call the traditional path is handled by an average run-in-the-mill agent. Somebody you might find on Zillow or just a general Google search. What you're gonna find here is that your price is gonna be near as is market value, right? You're gonna list it, you're gonna have showings, people in and out of your house. Uh, you're gonna collect feedback, you're gonna negotiate inspection credits, you're gonna go through the process. Some of those inspection credits can generally, just to give you an idea, run between three to three and a half percent of the purchase price. Uh, and at that point, you really are just hoping, crossing your fingers that the appraiser sells through. So it works best when the home is it works best when the home is already close to market ready and your timeline is flexible, meaning you don't have to sell quickly. And uh unfortunately, about a third of those deals do fall out and they go under cost.

SPEAKER_05: 17:56

So, are you saying that I have to put my my Axe body spray, my Cocoa Chanel bottles, and all my shampoo away and put it in my car every single day? I mean, why do a third of these fall out? Is that because you're not our best agent?

SPEAKER_04: 18:12

Well, I'll address that in one second, but it the shampoo bottles do matter, Matt, because the way you treat your hair is the way you treat your house, right? And so when people see those, they want to make sure you're doing what you need to do in your home. And especially in this kind of nervous market, you get a third of those falling out of contract. It's not because you don't have a good agent, right? It's because people fear the inspection, right? So inspectors will come into your home when you're under contract, they're gonna find 40 or 50 items that you don't even know about, right? You're gonna look at that inspection report and you're gonna think, my God, I've been living in a fire hazard for the last 15 years, right? And when a buyer looks at that, they get very nervous. And that's when the deal falls out. And that is also when everybody in the neighborhood and in the town starts calling me as your agent, going, what's wrong with this house? What happened? Why did it fall out? What do you need to tell me? What are they hiding, right? And that's when the downward pressure on your price starts to happen and you really don't get the most value for your.

SPEAKER_03: 19:15

Well, Ash, I don't want to speak for Matt, because I can't do that anymore, apparently. But I don't want 12 weekends of showings while we go through this divorce and getting this idiot to put his shampoo bottles and all his other mess away. I definitely don't want the stress of a deal falling out, especially when everyone and their cousin is telling me prices are declining.

SPEAKER_01: 19:36

Then the old-fashioned route is probably not your best friend. Still, you always explain it clearly so that clients see the baseline. I ask my sellers why people don't buy cars on Facebook Marketplace and they buy CPO. Let them make the analogy. Let them choose. Even if you think, don't make the choice for them and think, oh, well, they're divorcing or they're going into senior living or I don't know what they're doing. Just give them all the options and let them push back. So let's move on to option two. That's the conventional CPO. That's the yellow one in the middle here. This is where agents win. So I've been doing this since 2007, and I can tell you that probably less than two or three percent of my listings do option three. It's a very easy one to talk about. You're not pushing the cash offer, you're positioning education and control, putting sellers in the driver's seat. 95% of my potential sellers say this is a no-brainer once they learn to explain it. And you can read all about this in the free bestseller that's updated on the free app that I mentioned when we started at listingroyalty.com. We're gonna have a download sheet for you with all this on. It's all free. And look, uh, look for the book called Find Your Unique Value Proposition. This is where you're that went bestseller overnight, by the way. There's a whole section about how to present the conventional CPO as well as the cash CPO. This is where your presentation becomes you versus you as the listing agent. The other agents don't have it, means you win the listing almost guaranteed. My hit rate is very high. Over to Ash.

SPEAKER_04: 21:24

All right, Matt and Deanna, those are your first two options. Now I want you to look at the box in front of you that's the yellow option two, right? This is what we call a conventional CPO. As I said earlier, CPO stands for certified pre-own. This is where you pay for a pre-inspection. Why would you want a pre-inspection? Well, this gives you the facts about the home. And once you have that, the two of you together can choose to fix nothing at all, or you can let me recommend vendors that you can talk to that can handle targeted high return on investment items that the sellers are gonna, where you guys, as the sellers are gonna get the most value for the money that you're putting in. So think about small things that will make a big impact: paint, lighting, minor repairs around the home. How many times have you gone in and looked at dirty light switches? Uh curb appeal. When people walk up, what are they gonna feel when they walk into the yard of the home, right? So when we do that, we disclose what we did so they understand we're upgrading the home, but we also disclose what we didn't do. That way, uh fear goes down, you're transparent about what's happening, credits go down because they know what's going on and you've done some work already. And now the home really pops when they're comparing it to not just new construction, but other homes where people haven't really taken them, taking care of them the way they should, and just put them on the market as is. This way, you and the buyers go in eyes wide open.

SPEAKER_03: 22:57

So, Ash, we're saying that I can choose to nothing and still list. Money's tight right now with all these lawyer bills, and this bozo is too busy cozying up to Suzanne to get that to-do list done.

SPEAKER_04: 23:09

Well, Deanna, I'll be honest with you, if you have a honeydew list, I'm happy to help you with that as we go through this process. But the key here is the inspection, right? Because that transparency does a couple of things. It's going to avoid dramatic buyer reactions. I had a client one time who went in, he loved the home. Outside, inside, upstairs, went to the basement, and he felt like there was some moisture in there against one of the outside walls. It's very evident. All the seller had to do was address that a month prior to putting it on the market, and my client would have purchased that home. So if you want to fix some items, fix them. Uh, I'll line up all the reliable pros. There's no DIY heroics. You don't have to chase down Matt who you don't want to talk to and get him in there to help do some of these things yourself. If you don't want to fix them, let's just disclose them so people don't think you're trying to hide anything and everybody and everything is above board.

SPEAKER_05: 24:03

So, how many showings would we get?

SPEAKER_03: 24:06

Well, ask Suzanne about that. I hear you've both been doing plenty of showings.

SPEAKER_04: 24:13

Okay. Okay. Um so, Matt, to answer your question, you're you're you're gonna get a number, a normal number of showings, right? And the good news is um those showings are gonna be smoother, right? I'm not telling you that this process is gonna get you necessarily more showings, but the showings that you're gonna get are gonna go better because the home presents well and the listing attachments show the work you've done. My job as a realtor is to get people to and in the door, right? And when I put on the MLS listing or the marketing and the advertising that this is a CPO certified pre-owned home, this is gonna bring more phone calls to me, more appointments I can set up and get more people in the home to hopefully move this home quickly so you can each go on with your lives.

SPEAKER_01: 25:04

So conventional CPO is your default recommendation for many and most sellers. Buyer agents preferred certified pre-owned or CPO homes is they close at 95%, not 67%. Actually, it's 93% to be fair. So 93% of them close, not 67%. Believe it or not. I've been tracking this since 2007, a third of them drop out. So a traditional listing with an average agent drops out that many times. It's not because it's a poor agent, it's because all kinds of things can happen. CPO homes are often better for buyers as they go in eyes wide open. That's a critical phase uh phrase there, because everybody wants to go in eyes wide open and not think about things that are being hidden. Sellers usually make more money, the repair requests are way lower. After all, we wait on the offer, you know. So what we do is we get the offer presentation from the buyer agent and we say, thank you very much. That's awesome. And let me send you the inspection report so that you can share that with your buyers. And this is all before the seller sign it, right? Because we want to dramatically reduce the dropout and reduce the repair request. Because we say, please share this with your buyers. We took the inspection into account when we priced the home. So in this specific situation, obviously these two want no showings and funds fast. So keep moving to option one. And by the way, even if they're not in these guys' situation, what you'll find is as you're talking through the FISBO net, the conventional net, remember, you've spent about seven minutes putting your details in and all this spews out automatically. You've spent your time now, put the time in talking about FISBO, put the time in talking about conventional. Ix nay that out, cross through it because they're gonna say, well, the conventional CPO seems like a no-brainer, but you'll find they keep making a nod. Like, what's this cash offer? What's this cash offer? So it's not you pushing it, it's about them choosing it. So, you know, keep moving to option one in this case, obviously, because they want no showing showings of pens fast as they're divorcing. So the takeaway works best when you're clearly not pushing it.

SPEAKER_04: 27:25

Okay, Matt and Deanna, let's um we're almost done here. I want to finalize one final option. The green box that you have in front of you in the paperwork I sent over. Uh, we're gonna look at option one now. This is what I like to call cash CPO, right? And this is um how to get certainty in a full market value offer for your home, right? This is a cash offer, and it's a program that advances funds quickly in as little as 14 or as long as up to 90 days, depending on how much time you need to be in the home. Uh, and then once that's approved, we set a renovation reserve if that's appropriate for things that need to be done. And guess what? You skip the showings. So shampoo bottles, your uh axe body spray mat that Suzanne seems to clearly like, all of that can stay there because you don't have to worry about people traipsing through your house, right? So after the targeted work, we list at a repair and an after repair value and then complete the resale, right? So there's a program fee for this, and normal real estate costs will be taken out. But in exchange for that cash offer and doing it this way, you get speed, you get fewer surprises, and in this situation, I think this might be the most important. You get privacy, right? You'll notice uh also on this net sheet that this is a preliminary offer. I still got to do some work. Maybe, Deanna, I can um, I don't know, maybe swing by later on and take a look at the house, make sure I have everything right as I get it through underwrite.

SPEAKER_03: 29:05

That sounds perfect. I love the idea of the privacy and not having to do showings. Let's do it. Oh, but wait, Ash, how is a handsome man like you still single?

SPEAKER_05: 29:17

All right, well, uh, weep it in your hands, Deanna. Uh I like money fast. I like not removing the two cats here. A toddler, four chargers every time this phone rings. Let's just get this done so I can move on with Suzanne. I mean my cats.

unknown: 29:31

Great.

SPEAKER_04: 29:31

Suzanne, it sounds like this then might fit uh for you and and Matt. Am I correct?

SPEAKER_03: 29:38

It's Deanna.

SPEAKER_04: 29:39

Oh, oh, Deanna, I'm so sorry. Uh, so it looks like this fits. I mean, I think this could be a good option if you'll uh I'll do is let's confirm the title and the mortgage. Let's secure the initial advance. Uh, we'll schedule some quick cosmetic fixes, and then we'll hit the market strong. And you can focus on the next housing and logistics that you need for the separation. We'll keep it simple, we'll keep it predictable, and I'm here especially for you, Deanna, every step of the way.

SPEAKER_01: 30:10

Notice that Ash presented cash last without pressure. Deanna and Matt asked for it. This is the takeaway doing the work for you. Give your sellers options and they will happily choose one. We all like options. The difference is they choose you because no other agent is going in with this level of communication and this level of figures. It's completely different. So let's have a quick run through the process, communication, and Colorado reality check. That's Ash.

SPEAKER_04: 30:51

Okay, so uh Matt Deanna, I just want to take you through quickly, step by step, so that everyone's feeling about what's going to happen next, right? So we're gonna get, I'm gonna work on the paperwork and get the program approval. I'll I'll need to request uh from our funding partner the contract today, uh, and then I'll send over to you the listing paperwork just in case uh there are any holdups with underwriting or scenario your home doesn't qualify for the cash offer. If it does, we'll move quickly to closing. We'll get that initial advance of cash to you guys at the first closing within 14 to 90 days, as we talked about earlier. I'll work with Deanna to schedule the paint, the lights, the initial fixes. Uh, it won't be crazy like HGTB. We'll make it simple. Uh then what I'm gonna do as an agent, each of you, I'll get onto a uh a Zoom call. Deanna, you and I can meet in person if you like. We'll do a weekly 10-minute update for both parties. That way we're on the same page. All the cops, all the attorneys are included, uh, and we'll have one version of the truth. Uh, and then once all that's done, I'm gonna relist the home after it's cleaned up and empty. We're gonna sell it. You'll receive the remainder of your funds per the divorce agreement. And on average, two-thirds of our sellers make more money when they go in this route as opposed to a traditional uh listing. How does that sound, Deanna?

SPEAKER_03: 32:21

That sounds great. Where do I sign?

SPEAKER_04: 32:24

You got it, Deanna. Matt, how do you think this uh works for you guys as a couple or as a former?

SPEAKER_05: 32:30

Yeah, I'm I'm I'm ready to roll and move on.

unknown: 32:33

Awesome.

SPEAKER_01: 32:34

Okay, so let's do a quick recap. Start at option four, the FISVO. So clients see the work and the risk. Don't be nervous about doing that. They've thought about it anyway. Just step in to the elephant in the room. And you'll notice, even on this one right here, um, if you're looking on your phone or something like that, it's only$9,000 away from the conventional CPO. And think about all the time and energy that they go into. For most people, they would jump right there, even if they were thinking about a FISB. Option three, conventional, the old-fashioned average agent listing, um, so that they know the baseline and the likely credits. That's usually what you're competing against. Focus on option two, the yellow one, the conventional CPO, as they vault for many listings where the seller pays for the inspection. Close with option one, the cash CPO. No pressure in this Deanna and Matt scenario. They pick option one because they want privacy, fewer showings, and funds fast. It's not pick, it's choose, but never right. Never mind. This is the right bit for their life. Over to Ash. Oh, Ash's thing's gone out, so I'll keep going. Your goal is the listing, the option is the tool. Lead with education, not pressure. Oh, and Deanna, I just got your text, and I'll hide the sound. Sorry, that was me.

SPEAKER_03: 33:58

Oh, Ro, that's so exciting! No, but seriously, everyone, all fun aside, remember your experience plus the net she is your power combo to stand out every time.

SPEAKER_05: 34:11

Yes, and please, no more painting, no handyman work. I don't want a honey-doo list any longer.

SPEAKER_01: 34:18

I hope you can see how you can use the full market to open the door to your listing appointments. It's a great appointment getter. And then use the net sheet. It takes you five minutes to put it in to let your sellers choose. Sellers love to feel like they're in the driver's seat. Hop on a Discovery call any day for more info. We do them every single day. Sixfigureagents.com. And today, for the next 90 minutes, we're gonna choose somebody to get a free coaching session with Deanna Ash. Matt, all yours truly. Deanna's our senior living CPO chief coach. So if you're interested in working with senior living, it's actually powered by the Cash CPO offer, then it could be Deanna. Matt's a genius with setting appointments, and Ash is our TEDx speaker who rocks real estate and um and he is married before any of you are. So uh what are your aha trips today? Let's see here your aha's. Are we able to open it up, Jamie?

SPEAKER_04: 35:18

Oh, there are a lot of questions in the uh chat, Jane.

SPEAKER_02: 35:22

Yep, I did. Uh I have some questions uh that I had marked that I wanted to ask. Um, thank you guys so much for that. It was fun to hear how you explain each of the different options. I will say for myself personally, um, I used the cash offer option to get into the door, um, which got me into the door. And then uh my most recent listing did the certified, uh pre-owned and did the pre-listing inspection, which did help get multiple offers, which is becoming more and more rare. It was like I was back in 2021. Uh, we had six offers within the first day. Um, and I think it's just because there were no questions whatsoever on the condition of the house. Uh, and then the sellers were able to pick the offer they wanted and they didn't have to go through the inspection period again. So um, yes, there are a few questions. Uh, specifically, uh, Janet asked if someone could tell her where to populate the three options. So that's really like the biggest question is where do I receive the three options or or where do we receive the net sheet? So I didn't know if you um Ro could could go through that in a little bit more detail and what it looks like.

SPEAKER_01: 36:37

Yes. So um I can share the screen with you if you want to, but it's cashcpo.com, C-A-S-H, like cash money, CPO for certified pre-one, cashcpo.com. You first of all, you enter the address and then it's going to ask you a few questions like uh put the zestimate link in, put the RPR link in if you have RPR. Um, is the home updated that kind of that kind of thing? So Sharon, I know you're a little lost in there. Don't worry. Is the it's not KW offerings, it's a four-market offer sheet. I'm trying to answer some of these on here. Um so cashcpo.com, put it in there. It's free. You'll get emailed back the net sheet that looks like this. Um, we do training every single day, which is at sixfigureagents.com. So there's no, you know, this isn't one of those things where we can go, here is steps one through six on this with everything you've seen today. That's why we thought it'd be more fun to have a play to guide you through how we present it. There are lots of steps to it, and I promise you, once you get your arms around this, you will list completely differently. I've been doing this for 19 years. I've only been doing this for about 18 months, and I wouldn't dream of going to a listing appointment without the net sheet. Um, I don't have to do a net sheet anymore. Now I've got four options to take with me. It's not to do with the cash offer. Take that out of your mind. The cash offer is to open the door. So for those of you who missed it, it's a very simple script. When it's a cash offer, it's hi Matt, how are you? This is Rowena Patton. Thanks for your requesting your cash offer. You're available on Monday, right? Everybody can remember that script. If it's a Fispo, it's hi, hi, Mrs. Fuspo, it's Rowena Patton here. Um, my buyer texted me this morning, is interested in purchasing your home. Are you available on Tuesday? That one's pretty easy too, right? Expired is who wants to do the expired? Hey, Mr. Expired, Rowena Patton here. My buyer texted me this morning, he's interested in purchasing your house. I have a full market offer for you. They might kick back with, where didn't you say it the first time? And you can say things like, Oh gosh, I'm so sorry. I actually just got certified with Cash TPO, so now I can bring this to you. Well, what's that about? Well, I I'm gonna bring you a full market offer. Are you available on Tuesday? That's it. So any of you who've called a lot of uh uh FISBOs are pretty easy, right? FISBOs get all excited and of course they want to see you. Um, however, they capitulate a walk week four to six, so remember that is the the devil is in the follow-up for those. Um, and of course you can flow those through fellow if you've got fellow. The expireds are gonna be a very fast appointment with this. Any of you who've called expireds know that if you're really good with scripts, your hit rate's 2%. You're gonna get appointments when you actually speak to somebody over 50% of the time. I think that's a pretty good increase, don't you? Yep.

SPEAKER_02: 39:41

So and and Jackie asked, and Matt did answer, but I did want to just kind of add on to this question. Jackie asked if you could use cash GPO in every state, but are there certain buy boxes or parameters of what qualifies for being able to get the four options? Yes.

SPEAKER_01: 40:01

Yes, and the the great thing about the net sheet is let's bring that one up again. There's a big box at the top that gives you all the scripts. And remember, role play them with this. We're on every single day. It's free. Come on, we'll do a role play with you. It says this preliminary net sheet is designed for your initial in-home meeting and provides approximate figures to help you compare your options. That's directly to the sellers. At the meeting, your agent will confirm whether the mortgage or any other liens on the property exceeds 70% of its current market value. If they do, the cash GPO option may not be uh available. Remember, you're using it to open the door. You here's the deal, guys. You don't know what their mortgage is. You might think you do. Often we're wrong, right? Because the numbers that are quoted are incorrect. You don't know how much work it needs doing. They might say a certain thing, and when you get there, it's something else. So this is a conversation piece. The scripts that were mentioned, uh, Jackie, you will find them at listingroyalty.com over here. So listingroyalty.com, it's a free app. Download it. Look for this cash offer button. All the scripts are in there. 98% on the app is free. So you'll find them all on there. We can even give you today's um script if you want to. Where do you role play? says Tom. Six figure agents. Tom, we do do an open call every single day. Just go to six figure agents. That takes you, you can book Monday through Friday um every day of the week at noon, every day of the week. We do it at noon, so the West Coast, because we have a lot of West Coast agents as well. Um, do you use cash if you own every state? Yes, we've got different funding partners. Jamie said, What's the buy box? Sorry, Jamie, I haven't getting to it, I promise. Um, the the buy box is it is case by case, you're gonna be most successful between about 250,000 and about six million. So, you know, between those numbers, however, it is case by case, the more equity you've got, the more the the less risk the investor is taking, the better, as as you would imagine, like anything else. The difference is, guys, what you'll find with this cash offer, if you look at this is a real one right here. So look at the net 662. I'm gonna just gonna round for the sake of time. So the conventional offer, this is what many agents do. Let's do FISBO, let's get really crazy. And if I can see it, 650, I think. The conventional is 620 uh 629, right? So on a boring old-fashioned listing. Go up to where the seller get this. The seller pays for the inspection. All the scripts, just go to listingroyalty.com, look for find your unique value proposition, read about conventional CPO, all the scripts are in there. I wrote the book, it went best seller overnight, and I wrote it for agents with all the scripts on how to do this. So the conventional CPO over here, this is all the seller's got to do is pay for the inspection. There's lots of scripts behind that. Once you get around to explaining it, they will literally say to you it's a no-brainer. If I had a dollar for every time, I literally heard those words, no-brainer. Um, I'm at 3,600 transactions and very, very few of them are a conventional sale like this. They're conventional CPO where the seller's done the inspection. We were up till 10 o'clock last night negotiating a deal because the inspections being done today, they pulled out of the last house. That wouldn't happen, guys, if it were a conventional CPO. I can't stand it when we have to work on the buyer side now because oh my gosh, they're not conventional CPO. Please get your arms around this and let's all start listing homes this way. Because look at the net. So this is 642 compared to a conventional listing at 629. They don't, and these drop out um 7% of the time, these drop out 32% of the time. Like it's a complete no-brainer. The bullet points are below it, and this gets emailed to you when you put it in at cash CPO. Um, if it if it won't work for the bucks over here, you're gonna shift them into the conventional CPO. You are going to love it as a listing agent. It's so much easier. Nobody's having a cow the night before the inspection, including your sellers, including you, including the buyer's agent, including your buyers, because you know what's in it. It's not gonna drop out because as a conventional listing agent, you're gonna say, here's our inspection. We took the price into account when uh when we did the inspection, you know, we looked at the inspection. So please have your buyers look at it before our seller's signed. That's how you stop it from dropping out. Can anybody write in the chat what happens when a house drops out? We call it a stigmatized listing. What happens? So you've got a listing and it drops out. What happens next? Do you get calls from around the country? Does everybody in their dog call you and say, Oh, um, what's wrong with it? My buyers were looking at that. Do you get calls from buyers on Zillow going, what's wrong with that house? It dropped out. It's what we call exactly, says Jamie. Everybody asks, What's wrong with it? or why it fell out of contract, right? Exactly. It's called a stigmatized listing. And you say, tell the sellers that. And the buyers say they want a low ball and offer. That's what that's exactly right, Jamie. Jamie nails it as usual. That's what drives the price down, right? When you explain that to your sellers, listen, you can do a conventional sale, but should you choose not to do the listing at front, the inspection at front, what's going to happen is it's going to drop out way more often. And no, it's not because I'm I'm not a great agent. We can't control what's happening out there, especially with the inspection. The average inspection has 50 items on it, and it's a 156-point inspection, and it has 50 items on the repair request. Of course, people are going to get nervous, especially when most of the USA now is in a declining market. There's very few areas left. Ash up here actually is in one of the few areas left line in the entire company country. We're in a nervous market that makes buyers nervous, it makes sellers nervous. When they've got the ins that trust me, it's not hard to convince them at all. People want to know what's wrong with it exactly, Diane.

SPEAKER_05: 46:16

I did want to answer a question Tyler had. Um, they're using Keller Williams offerings. No, Tyler, it's completely brand agnostic. Um, we've got a couple of different uh companies that we go through, and we, you know, basically we have a couple different funding partners. So I mean, I it would definitely be best to hop on a call uh go into the sixfigureagents.com. We'll go through like what we use. And you I mean you could do this on your own or you know, however you want to do it, but we'll help you walk you through step by step.

SPEAKER_01: 46:44

Yeah, and you get this back by email. There's no obligation or anything else. There's no referral fees, guys. I mean, people always say, why are you doing this? Because it's it's a better, I mean, I've been on a binge of this since 2007 when um I was crying every third day of my first year in real estate and I couldn't understand what was going on. That's where certified pre-own came back, came from back in at the end of 2006, actually. And it's just grown and grown to whereby now I can't, I just can't imagine why people list any other way.

SPEAKER_02: 47:16

Now, Carol asked, um, Ro, who selects the pre-inspector? Will any home inspector do? Um, I would love your thoughts on that. In my case, I didn't tell my sellers to just contact the person that did the inspection on the house they were buying and see if they do pre-listing inspections. And they did, and that's who they had out to do it. But do you recommend certain inspectors? Um, the inspectors that I've talked to, I've asked multiple, all have a pre-listing inspection option.

SPEAKER_01: 47:49

So inspectors are your best friends and appraisers of your best friends. The trifecta actually of CPO is the appraisal, the inspection, and offering a home warranty. You'll see all of that in the book. And again, the book's free, listingroyalty.com. It's all there with all the links and all the scripts and everything else. So have what we do is we put a list of inspectors on our CRM. And it depends on how fast we need it, right? So what we do is we've got 10 to 15 inspectors tagged as inspectors. We mass text them saying, our client is in, you know, insert area, who can get out by Friday? Please give our seller a call at this number. The sellers think you're amazing. By the way, build those same same lists of contractors, build those same lists as of appraisers, build the same list of painters, so on and so forth. So that whenever you forget this, whenever your clients, you've helped your client into the house, buy the house, they're going to be in there five, seven, ten years. It's a reason to call them. Hey, how's the house going? Do you need any contractors? You had any trouble finding them? You can have your drips say that too. Hey, I've got a great list for you because you can ping them on mass, even if it's five of them, and say, call my seller here. They think you're a genius. You know how hard it is to get hold of contractors. So, yes, recommend the inspector if you know one. Make one your best friend because they will jump through hoops for for you. Because now you're doing all these listings with the inspector. Tyler says, This is great. I bring options like this, and it opens the door for an appointment. Great idea. Exactly. And remember, you don't have to do all this anymore. You spend five, ten minutes answering a few questions at cachecpo.com. And this gets emailed to you with with a whole bunch of other stuff as well. Comparison sheets, what to do if um they do want the option, depending on which funding partner we use. They they all work differently. Um, two-thirds of sellers, by the way, I didn't mention that. Two-thirds of sellers make more with option one, the green one, than they do with a conventional listing. Get that. Because we go in and we fluff it up a little bit, you get the listing, right? So you're bringing it, you get the listing, um, and you get, you know, get paid commission on that like you normally would. Nothing is different, except you've got a certified pre-owned listing. I know you don't know what that means right now, but once you've done one that's been inspected, especially if it's been appraised and you don't have to measure it anymore, you've cleaned it up a little bit or not, you've got the inspection report. You will, I promise you, you will never want to list a home another way again. It's just, it's so much better. Much of California lists like this now.

SPEAKER_03: 50:25

And to add to that, Row, just for some additional clarification, on the cash CPO option, the funding partner actually orders the appraise on the inspection with a third party. So they handle all of that and just send you the instructions on what to do next.

SPEAKER_05: 50:40

I did want to piggyback too on what Tyler said. This is great. It brings options like this to open a door. I mean, that's really the once you understand that, everything else completely goes it, it goes hand in hand because the cash CPO element, we realize that there's a very small percentage of people that are gonna actually say, yes, I want to do that cash element. Uh, most of them are gonna be more towards the conventional CPO because they're gonna see the value, they're gonna see exactly what you're doing. And even like with our callers, when our guys would make the appointments before we had all of this, we didn't have like this great unique value proposition that helps you differentiate. That's why we're trying to be you versus you. So when someone goes, Oh, I'm shopping between three or four real estate agents, it's a whole lot easier to choose someone who has an entire unique system that's reverse engineered to get them you know more money, opposed to someone who's like, Oh, I'm awesome and I sold a billion homes and I do it, like you're just you're doing what you can to differentiate yourself in this market and no one else is is using this, which is great. Oh, Ro, I think you're muted.

SPEAKER_01: 51:45

Yeah. So any other questions or ahas? Tyler says this is great. I bring options like this, it opens doors for an appointment. Yeah, it's exactly that. It's it's uh very cool. So uh we also have uh do we answer everybody else?

SPEAKER_05: 51:59

There's two more two more questions. Uh do we receive the net sheet? So, Kevin, you get the net sheet after you uh after you actually submit the cache cpo.com. Uh and I mean I'm sure we could, you know, if you jump on a call with us, we have uh actual net sheets that you can have. Um and Janet, how much does the service cost? I mean, depending on we customize it based on what you want. Everything that we're doing right now, everything we're showing is completely free. It's in the app. Uh, you can become cash CPO certified 100% free, which is going to ultimately increase your conversion rate exponentially. You're gonna go on these appointments and you're gonna start getting a lot more of them, winning them, whether they're from, you know, whether they're warm leads, cold leads, this helps you differentiate. But I mean, if you want, you know, to go into more coaching or you want ISA services, there's customized pricing for all of those.

SPEAKER_01: 52:51

And then you're not paying any um uh brokerage commissions or anything like that. There's no referral fees. There really aren't any hidden fees. I know it's hard to believe. We're real estate agents that were being sold all the time, right? But there just aren't. Sorry, guys. Like, um honestly, the truth of it, I told Jamie this before we got on. Um, a year last May, we thought I wasn't gonna make it. I was had advanced power failure. I was in the hospital for two weeks on a morphine drip. They told me to seek hospice and say goodbye to my friends. That's the truth. So listingroyalty.com became a whole legacy site with everything on there. That's why it's free. And I tell you that, honestly, just because um if anybody's been through anything like that, life gets very diff different. And I'm at 500% now. Don't worry, I'm I'm definitely not going anywhere. My motto now is uh die or go big. So and secondly, so you know, don't think it's over, it's never over. I don't know who needs to hear that today, but I sense somebody does. And uh that's why most of it's free because I know we're all cynical. That's why.

SPEAKER_02: 53:56

I love that. I love that you're healthy now, Ro. Um, and I love that you guys all just come from a sheer place of value because I do think that, you know, in this day and age and culture, everyone's like, where is it dropping? What how much does this cost? And and to be able to provide the service uh and these resources um that really just make us all better, every one of us in the industry better. And I know I've mentioned it a few times, but I was just blown away at how impactful it was at getting me through the door um on someone who they thought that they were already gonna, they thought they knew exactly who they were they were gonna list with. Um, and so I just I can't speak enough to how powerful this is if you use it. So I know we're about at time, but I did see that Carol asked a question. So I'm gonna read that really quick. And then if you have any final questions, throw them in the chat really quick. Um, but uh Carol asked, I work with a lot of seniors who don't have the money or energy to do any work. Is there a minimum property value that works for the system?

SPEAKER_00: 54:55

Well, that's right.

SPEAKER_03: 54:57

Yeah, absolutely. So typically the buy box, as Roe mentioned earlier, is between$250 to$6 million. But we can do that as a case-by-case basis. Remember, you know, the benefits of using our senior living CPO program, which is a niche under the cash CPO umbrella, is that you can offer this. You know, most seniors don't have a mortgage to work with, right? So the numbers are a lot easier to manipulate to make it work in their favor. So I would say go to listingroyalty.com, check out the free training, hop on a discovery call. Um, and I'd love to get out of one-to-one with you to talk more about it if that's something you're interested in.

SPEAKER_05: 55:34

And Jack, yeah, I'm sure Ro didn't say it, but she will. Ro is super happy with your comment. Thank you so much. Your role play today was super cute and funny. Uh Ro was going really above and beyond to make this funny. And I'm like, Ro, do I gotta be the cheater? Do I gotta be the bad guy? And someone's gotta be the bad guy. I'm like, all right, I'll do so. Uh but I'm the guy hitting on the possible clients. Yeah. But yeah, we want to make this so that we weren't just talking at you guys because I mean there's nothing worse than, you know, and someone's just talking at you. We want to make it interactive, make it so you guys and realistically, I mean, these are real life scenarios that happen. I mean, it's sad, but it's true. I mean, people go through this type of stuff all the time. So we wanted to make it uh where it was easily plug and play, and you could, you know, see where this could go off the rails real quick if you don't have the the right type of setup. So yeah, appreciate uh you guys letting us come in and uh share all this with you.

SPEAKER_04: 56:32

And real quick, Jamie, I know we got to jump, but I just want to say to um Carol's comment about working with seniors. I got involved in this through Senior Living CPO and I worked a lot with Deanna and Roe on this. And it's such a rewarding opportunity to work with seniors who are could be in a position where maybe the only cash they have to get into a senior living community and live safely is tied up in the equity in their home. So this really not only gives you a tool to go out as a realtor and and acquire new clients, but it really is working with people in a way to help them in a very difficult situation. I find it very rewarding. And um if you're interested, I would very much encourage you to re to jump on one of the discovery calls and learn more about it.

SPEAKER_02: 57:23

Perfect, perfect. Well, thank you everybody for joining us today. Thank you so much, Roe, Ash, Deanna, Matt. Everybody will receive a recording of this. You'll also have a link to listingroyalty.com. I would encourage you to download the app. It is incredible. And again, all of the resources are free and visit sixfigureagents.com. Um, also, if you are a fellow user, you can connect with your success manager via that email. Um, and uh if you don't know about fellow, you can learn a little bit more about fellow as well from those emails. So you'll receive those probably around 2.30 this afternoon, uh Eastern time. So thank you all so much. And Ro, Ash, Deanna, Matt, I can't wait to have you guys back again in the future.

SPEAKER_01: 58:07

I just want to answer quickly. Uh, there are there are not conditions like uh solar panels or condos that that's a problem. So hop on a discovery course. I I put the link in there, hop on discovery course. We're gonna do a drawing in the next couple of hours and uh win you all some coaching polls there. Thank you so much, Jamie, for the opportunity. That was so fun.

SPEAKER_02: 58:29

Absolutely. Thank you guys. Have a great rest of your day.

SPEAKER_04: 58:32

Thank you, everyone.

SPEAKER_01: 58:33

Thank you guys.