(From the Confident Conversations Toolkit)
By Verl Workman
Every agent knows the conversation I’m about to describe. It’s the one that makes some of us nervous and keeps others up at night. But it’s also the very conversation that moves listings from “sitting” to “sold.”
I’m talking about the Strategy Alignment Meeting… with your clients.
Handled well, this meeting transforms tension into trust. It’s your opportunity to step fully into your role as a trusted advisor—not just an agent with a sign in the yard.
What a Strategy Alignment Meeting Is (and Isn’t)
Let’s clear this up right away:
- It’s not a confrontation.
- It’s not a price-reduction pitch.
- It’s not about proving anyone wrong.
It is a structured, respectful conversation where you and the seller work together to:
- Look honestly at what the market has shown us
- Review how buyers have responded
- Decide on clear options for moving forward
Think of it as inviting the seller into co-strategy, not handing them bad news from across the table.
When to Schedule the Meeting
Timing is everything. Don’t wait until the seller asks, “What’s going on?” By then, frustration and fear may already be driving the conversation. Instead, be proactive and schedule a Strategy Alignment Meeting when:
- You’ve crossed a key timing threshold (no offers after X days)
- Showing activity has slowed or dropped off
- Buyer feedback is revealing a clear, consistent pattern
- You sense your client is uncertain, discouraged, or starting to make assumptions
Your leadership shows up in your willingness to lead the conversation before they demand it.
What to Bring to the Table
Confidence comes from preparation. If you want to lead with clarity, don’t walk in empty-handed. Bring:
- One to three clear strategy options—because “drop the price” is not a strategy
- Updated market activity and Days on Market charts
- Feedback summaries from showings, open houses, and agent reports
- Side-by-side comps (active, pending, sold)
- Net sheet updates showing different price or strategy scenarios
The 5-Step Meeting Agenda
A little structure goes a long way. Use this as your roadmap:
- Start with connection
“Thanks for sitting down with me—I know how important this is to you.” - Review the original goals
“When we first listed, your goal was to… Is that still the plan?” - Present the current story
“Here’s what we’ve seen in the past X days—activity, feedback, buyer response.” - Introduce new options
“Based on what the market is telling us, here are a few strategies we could consider.” - Decide together
“Which of these feels most aligned with your goals and timeline at this point?”
This agenda keeps the conversation balanced: empathetic, but still forward-moving.
Phrases That Signal Leadership (Without Pressure)
Your words matter. You don’t need to push—you just need to guide. Here are phrases that create calm while building confidence:
- “I’ve walked other sellers through this before—and there’s always a clear path forward.”
- “This isn’t about fault. It’s about finding the signal in the silence.”
- “We’re not stuck—we’re just due for a recalibration.”
- “The market has given us enough information to make a more informed move now.”
Final Thought
The best leaders don’t show up only when things are easy. They show up when clarity is needed most. The Strategy Alignment Meeting is your chance to remind your clients that while the market may shift, they don’t have to navigate it alone.
Lead with empathy. Lead with structure. Lead with courage.
That’s how listings get sold.
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