# How to Sell 300+ Homes/Year in a Down Market: Pricing Secrets with John Tsai | The LAB

Page: https://stenobird.com/podcast/the-lab-with-bryon-ellington-7105536/how-to-sell-300-homes-year-in-a-down-market-pricing-secrets-with-john-tsai-the-lab
Text version: https://stenobird.com/podcast/the-lab-with-bryon-ellington-7105536/how-to-sell-300-homes-year-in-a-down-market-pricing-secrets-with-john-tsai-the-lab.md
Podcast: [The LAB with Bryon Ellington](https://stenobird.com/podcast/the-lab-with-bryon-ellington-7105536)
Published: 2026-02-06T20:00:00+00:00
Episode link: https://share.transistor.fm/s/891e6822
Audio file: https://media.transistor.fm/891e6822/1a3d24e5.mp3
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JSON: https://stenobird.com/v1/public/podcasts/the-lab-with-bryon-ellington-7105536/episodes/how-to-sell-300-homes-year-in-a-down-market-pricing-secrets-with-john-tsai-the-lab
Duration seconds: 1589

## Resource

Stop losing listings to unrealistic sellers. In this episode of The Lab, 7-time ICON Agent John Tsai reveals the exact pricing psychology and scripts he used to sell 312 homes ($280M Volume) in a down market. John breaks down his controversial strategy of putting the listing price *inside* the pre-listing package (before the appointment!), why he refuses to let sellers tour the home with him, and the "3 Scenarios" script that gets sellers to agree to a price reduction on Day 1. If you are struggling with overpriced listings or sellers who say "I want to try a higher price," this masterclass will give you the confidence to take control of the conversation. 🔥 KEY TAKEAWAYS: ✅ The Pre-Listing "Shock":** Why John puts the suggested price & commission in the package *before* the meeting. ✅ The Tour Rule:** Why you should NEVER let the seller walk through the house with you. ✅ The "Poco" Script:** How to use the seller's motivation (Who, What, Where, When, Why) to crush price objections. ✅ Price Reductions:** The specific "Day 21" script that gets sellers to ask YOU to lower the price. ✅ The 90/10 Rule:** How to explain "Fantasyland" vs. Reality to analytical sellers. QUICK LINKS & RESOURCES: 🎓 Watch John's Full Masterclass on eXp University: https://youtu.be/1DtrObHv1MU 📊 Download the Pre-Listing Checklist: 👉 Follow John Tsai: @tsairealestate CHAPTERS 0:00 – Who is John Tsai? (312 Sales in a Down Market) 4:02 – The "5 W's" Qualification Script 6:37 – How to ask: "Is there a price you won't go below?" 8:19 – Identifying Seller Personality Types (Driver vs. Analytical) 14:45 – The Pre-Listing Strategy: Sending the price before the meeting 17:00 – CMA Strategy: "Fantasyland vs. Reality" 19:53 – The "3 Scenarios" Script (Setting up the price reduction) 22:11 – The "Pre-…

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