#717: Pricing Strategies, Buyer Trust, and Seller Expectations in Today’s Real Estate Market with Matt Durbin

Episode 717

Episode Overview

In this episode of the John Kitchens Coach Podcast, John Kitchens sits down with Matt Durbin for a no-fluff deep dive into the real conversations buyers, sellers, and agents need to be having in today’s shifting real estate market.

From buyers who think they “know more than their agent” to sellers holding onto unrealistic pricing expectations, John and Matt unpack how to position yourself as the trusted advisor who brings clarity, strategy, and results.

This is a practical masterclass on buyer consultations, seller pricing strategies, and how agents can lead with professionalism instead of pressure—especially when the market gets tough.

Key Topics Covered

Buyers in Today’s Market

Why buyers think they’re doing the agent’s job (and how to reframe it)
Structuring buyer consultations that build trust and prevent cancellations
Using creative financing, seller assist, and negotiation strategies to win deals
Why lifestyle, timeline, and resale potential matter more than just list price

Pricing & Positioning with Sellers

Why list price is just a strategy, not a number
Setting expectations early to avoid painful price-reduction battles later
The role of condition, competition, and motivation in every pricing conversation
How to prevent seller frustration by aligning strategy upfront

Leading Agents Through Market Shifts

The agent’s #1 mistake: avoiding hard conversations
How to train agents to communicate value and price realistically
Why motivated clients are the only clients worth taking right now
Communication frameworks that protect relationships and prevent fallout

Resources & Mentions

John Kitchens Executive Coaching – Custom strategy, accountability, and proven systems
Honey Badger Nation – Community and training resources
CHSA / CHBA Framework – Creating clarity and articulating agent value

Final Takeaway

Agents who survive and thrive in this market aren’t just order-takers—they’re advisors. That means asking the tough questions, setting expectations early, and telling clients what they need to hear, not just what they want to hear.

If you want to build trust, avoid fallout, and consistently close deals, it’s time to step into the CEO role of your business and lead your clients through the storm.

“Skipping steps only presents the illusion of speed.” – John Kitchens

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Published on 1 week, 2 days ago

Podcast Episode Details