Hey everybody, welcome to the Tom Ferry Show on the road in a car, want to get right to it.

There's no doubt, as I've been talking about and you've been feeling it. There are

changes happening in the market now I don't mean the world is falling apart

and under any circumstances. What is happening though and you see it in your town? The areas that used to be selling in two seconds by just putting in the

the MLS are now sitting on the market those properties a little bit longer which tells me that you I, we need to get ahead of the curve on our

pricing strategy and we got to get comfortable asking for price reductions.

I want to reiterate, as I've said a few few times certainly on Facebook live and Instagram live

that the vast majority of real estate professionals maybe you watching this call it

four five six hundred thousand people have never been in a market like we're going into. So skills

matter my friends. So let me just remind you first and foremost today when it

comes to pricing obviously you have to figure out is this a speculative

seller or is this a real seller I think that the marketplace we're going

into unless the property is so exceptional, so

so unique, so rare, taking that speculative

listing, that seller that, you know,

if they could get their price, they would move

is just gonna be a bad idea. Bad for you, bad idea bad for you bad for your timing bad for your

business so we want to move away from the speculative sellers and we want to focus

on the ones that absolutely have to sell their home not the ones that you know, oh my God, I got to give it away,

but they have true motivation to move.

Moving up, moving down, moving out, you know the drill.

So the first thing I would say to you is go back to early Tom Ferry shows where we talked about

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