John is a commercial real estate broker. He knew that his asking price was high but he
was in no hurry to sell. He also didn’t like the fact these three agents weren’t offering
any “solutions” they were only discussing the “problems” he would face at the higher
These agents told John and Liz about the current market conditions for their area. If
their home sold, it would likely take up to 120 days. There was a 55% chance that the
home wouldn’t sell at all during these four months. Based on what they wanted for their
home, they needed to be prepared for this. The agents told them they needed to consider
lowering the price.
John and Liz talked very seriously about lowering their price. Then they met a fourth
agent named Lynette.