Recap: Week of October 30, 2025

Proof Over Promise: The Seller Timeline Advantage

Why This Week Matters

This session reframed the listing presentation around confidence, structure, and proof. Your pitch should show, not tell—center the seller, lead with the Compass ONE Seller Timeline, and answer the three questions every homeowner must ask. When you demonstrate your checklist, system, and transparent communication plan, you win authority without being salesy. 

Key Takeaways

• • Confidence is a system, not a mood. Feelings → beliefs → attitude → actions. Program your mind: “Mine to choose, mine to lose.” Walk in assuming the win and execute the process. 

  • Med-C guides the pitch. Recap Med-C, then conduct the home tour with a clear purpose, outcome, and next steps before you sit and present.

  • Show, don’t tell. Put the Compass ONE Seller Timeline on an oversized iPad, slowly scroll tasks (e.g., “182 tasks • all events”), and let them see the scope. Visual proof beats explanations.  

  • The “Grim Reaper Pitch.” Open by answering the three questions on every client’s mind: value for fee, the system to keep promises, and how they control transparency. Then flow to 3-Phase Marketing, Written Marketing Plan, Positioning (vs. “pricing”), Equity Protection Plan, and Written Communication Plan. 

  • Control the room. Don’t start with “Any questions?”—you lead the structure and timing of questions. The person asking questions controls the conversation.

  • Market-share objection is beatable. Reframe to what buyers actually care about (story, visuals, exposure) and use the appraiser analogy and positioning strategy to keep alignment and protect equity.

  • Transparency is adjustable. Show how you can toggle what the client sees (what’s done/what’s next), increasing or decreasing visibility as needed to reduce noise and build trust.

  • Leverage AI + templates. Use “super prompts” for property storytelling and weekly seller updates; agents reported sending all active-listing recap emails in ~30 minutes using templated AI + data.

Scripts 

Mindset & Framing

• • Mantra (repeat before every pitch):
     “Mine to choose, mine to lose. It’s yours before you even walk in.”
  • Show vs. Tell (onscreen coaching line):
    “Show me. Don’t tell me. This is a show-me product.”

The Three Questions (open of the Grim Reaper Pitch)

Use these verbatim lines to set the frame while scrolling your Compass ONE Seller Timeline:

1. 1. “Have you ever wondered what an agent does in exchange for the compensation they receive?”
   2. “Would you like to see the exact system I use to make sure every promise is fulfilled?”
   3. “And would you like to control the transparency—knowing when important things are done and what’s coming up next?”

Compass ONE Timeline Hand-Off

• • “Feel free to scroll. These are all the things we do in exchange for the compensation I receive. You can see tasks and milestones end-to-end.”

• • “Every promise I make today has a pre-built task in our system—think Four Seasons client experience tailored to your goals, expectations, and unique situation.”

Marketing & Positioning (language shift)

• • “Let’s talk about positioning your home on the market—it’s collaborative, elegant, and keeps us on the same team. Pricing implies a winner; positioning maximizes your equity.”

• • “Do you think buyers really care who has market share—or do they care about the story, visuals, and experiences a home promises?

• • “If you were selling your most expensive piece of jewelry, would you want the person behind the counter to set the price—or an appraiser? I invest in an appraiser consultant so we maximize every dollar of equity and catch any small updates that unlock value.”

Commission Timing & Clarity (seller asks early)

• • “Would it make you feel more comfortable to discuss the commission now, or would you like to wait until the end?
  • “For the services we’ve covered today, my fee is 6%.” (Adjust for your market; use this only if it matches your policy.
  • “What matters more to you—the amount of equity you walk away with, or the fee itself? Great—let me show you how we maximize equity so you can compare apples-to-apples with any other agent.”

Buyer-Agent Compensation (post-NAR clarity options)

“What we offer the buyer’s agent is 100% your choice. We can:

1. 1. offer nothing (many buyer agents now have compensation agreements),
   2. offer a flat incentive, or
   3. offer competitively based on nearby activities

We’ll review comps and highlight what others are offering so you can choose what best supports your outcome.”

• • “You can keep transparency light or highly detailed. At any point, we can turn items on/off on your client dashboard so you always know what’s done and what’s next—without getting flooded.”

 Action Steps

1. 1. Build & rehearse your demo timeline. Add your Seller Timeline Template to a sample client in Business Tracker; ensure tasks, email templates, links (e.g., Equity Protection Plan) are in place and visible toggles work. Practice slow-scroll hand-off on an oversized iPad.

   2. Script the open. Memorize the Three Questions and then Show me, don’t tell me hand-off so you start strong every time.

   3. Prepare the proof pack. Have 3-Phase Marketing inserts, a Written Marketing Plan sample, Positioning explainer, Equity Protection Plan, and Written Communication Plan (with cadence).

   4. Objection flashcards. Market-share, fee, “highest price,” and transparency requests—keep concise responses with the appraiser analogy ready.

   5. Daily reps. Pair with a partner and role-play the pitch five days a week until it’s muscle memory.

The Compass Advantage — Systems, Transparency, Off-Market Access

Why This Week Matters

This week is about winning buyers with a clear, confidence-building system—not a longer speech. We framed the Compass Advantage in three buckets (Technology, Client Experience, Off-Market) and learned how to communicate, personalize, and use each tool based on a buyer’s goals, expectations, and unique situation. When you show—not tell—how your system works, commission objections drop and conversion.

Key Takeaways

• • Lead with the 3-Question “Grim Reaper” pitch to neutralize objections before they surface. It reframes value and forces competitors to the sidelines.

  • Anchor your pitch in Compass One timelines: scroll the buyer timeline live; then show detailed tasks (e.g., CMA, writing an offer) to prove you fulfill every promise; finish by toggling client transparency to their preference.

  • Seven ways you’re different: Compass One, Collections, Tours, Private Exclusives, Coming Soon, Likely to Sell, Agent Network. Learn each, then pull the right “tool” for the right buyer.

  • Off-Market = 4 doors in: Private Exclusives, Coming Soon, Likely to Sell (8–10% propensity via AI), and your Agent Network—storytell these so buyers feel expanded access.

  • Practice beats bravado: confidence comes from reps; find role-play partners and run the pitch until it’s smooth.
    Marketing Center: a new handout—“Questions every homebuyer should ask before choosing an agent”—is being added so you can leave the pitch behind in print.

Scripts 

“Grim Reaper” Pitch — Read This Verbatim

1. 1. “What do you do in exchange for the compensation you receive?”
   2. “Would you mind showing me the system you use to ensure that every promise you make is fulfilled?"
   3. “How can I, as the client, control the transparency—knowing when the things most important to me are completed and what’s coming up next?”

Buyer Pitch Setup (use while scrolling your Compass One timeline)

• • “Mr. and Mrs. Buyer, have you ever wondered what an agent does in exchange for the compensation they receive? … Would you like to see the exact system I use to keep every promise? … We believe true partnership is transparency—would you like to control how much you see and when?” 

• • “Think of Collections as a luxury shopping cart of homes—every comment is in the context of your functional flow.”

• • “Tours organizes all the home  you see in one central location so you can always go back to see the homes you visited and can then easily find your feedback to each home in your client dashboard”

Action Steps

1. 1. Build your Compass One “Hero” buyer account (demo account) build yourself and account as if you were the client and include all the things you want in your ideal client dashboard. Search, tours, documents, cma etc. Then send yourself the invitation and go through the client journey on desktop, tablet, and phone. This will give you clarity and confidence when talking to your clients about Compass ONE.

   2. Practice the 3-question pitch daily—find a role-play partner from the accountability sheet and run the full scroll sequence (timeline → detailed task → transparency toggle).

   3. Master the “7 Differentiators” and pick only what matters for each buyer (meet them where they are; simplify).

   4. Create a re-usable Buyer Collections template based on you searching for your dream home. Personalize the comments, hand picked properties, properties you put in the trash and you will be able to speak to the collection with enthusiasm and confidence. 

Why This Week Matters

Prospecting becomes dramatically easier when your CRM isn’t a junk drawer—it’s your caring system. Reframe the job: we’re not “hunting”; we’re making friends and staying consistently valuable. You don’t rise to the level of your goals—you fall to the level of your systems. This week is about building that system so daily progress is inevitable, your follow-up is precise, and your pipeline is referral-rich.

Key Takeaways

• • Mindset first: “Prospecting” → Making friends. How you do it shapes the experience for them—and for you.

• • CRM = caring system: Treat CRM as the engine that operationalizes your value, not a place to hoard contacts.
    
    
  • The minimalist stack: Focus on Groups → Tags → Action Plans → Tasks → Notes. That’s 95% of what you need.
    
    
  • Groups that matter: Start with Past Clients and Sphere (people who know/like/trust you, not yet clients) so you can message each appropriately. Clean up Ungrouped weekly.
    
    
  • Tags with purpose (10–15 max): Highlight only the tags that align to this year’s campaigns (e.g., Home Anniversary, Quarterly Check-In, Investor List). Avoid “tag sprawl".
    
    
  • Action plans drive consistency: Every plan should auto-tag and generate concrete tasks (e.g., Birthday Card, Home Anniversary, 30-Day Post-Close, Contact Update)
    
    
  • Quantify your value: If a $2M buyer paid you $50k five years ago, ask: “Am I delivering ~$833/month of perceived value?” Design touches that prove it.
    
    
  • Business Tracker over spreadsheets: Manage leads inside Compass (Business Tracker). Don’t move your prospecting to a separate spreadsheet.
    
    
  • Leverage events & sources: Use an Open House action plan (auto-drops sign-ins, consistent follow-up).
    
    
  • Automate the basics: Set up auto-send birthday/home-anniversary cards (plus push reminders) so you still add the human touch call/text.

Action Steps

1. Finalize Groups

• • Build/clean Past Clients (verify current addresses via sold records); build/clean Sphere (people who know/like/trust you but haven’t transacted).
  • Sweep Ungrouped and assign weekly.

2. Define 10–15 Highlight Tags

• • Keep only campaign-relevant tags highlighted (use a short prefix to surface
    

3. Create/Refine Action Plans (each with an Auto-Tag)

• • Birthday Card → auto-tag + task;

• • Home Anniversary → auto-tag + task;

• • Quarterly Check-In → auto-tag + task;

• • Buyer/Seller 30-Day Post-Close → tasks + notes;

4.  Operationalize Tasks & Notes

• • Ensure every plan creates specific, human tasks (not “Call client”—add context). Log notes after each touch.

5. Use Business Tracker (Compass)

• • Manage pipeline inside Compass vs. external spreadsheets. Keep follow-up centralized.
    

6. Open House Follow-Up

• • Set up an Open House action plan so sign-ins drop in and receive consistent post-event touches.
    

7. Automate Key Touches

• • Configure branded auto-send birthday/home-anniversary cards + your call/text reminder so the moment is never missed.