63% of Homes Sold With a Seller Concession. Steal This Play
Geoff shares two rapid-fire, steal-now ideas: (1) pull local MLS seller concession data, white-label it into a carousel agents can post as their own, and (2) CC the broker on a post-closing praise email to open a brokerage-level class opportunity. Bonus: why your class title is the single biggest factor in attendance. Best for LOs who want a fresh angle to break into new agent relationships this week.
Turn one closed deal into a broker relationship by CCing the branch manager on a genuine praise email — then pitch a co-hosted class that doubles as their recruiting event.
Takeaways you can run this week
- Contact your title rep or a realtor partner this week and ask them to pull Q2 MLS data for your market: total home sales, % that included a seller concession, and average concession dollar amount — broken down by property type (SFR, townhome, condo) and price range.
- Build a 5-7 slide carousel using that data, white-labeled so agents can drop it straight into their feed. Add a comment-to-get CTA: 'Comment DATA and I'll send you the full breakdown for your city and price range.'
- Post Jared Larkin's Denver carousel (linked in show notes) as a swipe-file reference before building your own market version. Note his structure: market-wide stat → property type breakdown → county breakdown → agent call to action.
- After your next closing, draft a specific praise email to the buyer's agent — name what they did well — and CC their broker. Keep it genuine; use AI only to clean up language, not write it from scratch.
- When the broker responds to that email, reply and ask: 'How important is it for your agents to show up in Google and AI search right now?' Use that to open a conversation about hosting a workshop — and then offer to invite outside agents so it becomes a recruiting event for the broker.
- Before promoting any class, A/B test the title: draft two options and ask yourself which is clearer and more agent-relevant. Swap vague titles ('Authentic Marketing') for specific outcomes ('Leveraging Seller Concessions: The Solution to Buyer Agent Compensation and Affordability').
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GET FREE ACCESSThe playbook
- 1. Pull local MLS Q2 seller concession data: total sales, % with concession, average $ amount, broken down by property type and price range.
- 2. Build a white-labeled carousel agents can post as their own content with no edits needed.
- 3. Post the carousel with a comment-to-get CTA ('Comment DATA') to drive DM conversations with agents.
- 4. At closing, send a specific praise email to the buyer's agent — CC their broker.
- 5. When the broker replies, pivot to: 'How important is agent visibility in Google/AI search for your team?'
- 6. Pitch a co-hosted workshop. Ask if recruiting matters to them, then offer to open the class to outside agents as a recruiting draw.
- 7. Let the broker intro you at the class — instant third-party credibility in front of agents from multiple brokerages.
Worth quoting
“It's not the market, it's your marketing.”
“Now you're helping solve problems. Now you're providing solutions instead of sales and products.”
Best for
LOs who are closing deals but not converting those transactions into new agent or broker relationships — and anyone who's tried to 'grab coffee' with agents but can't get a yes.