Hey friend đź‘‹
Let’s talk about something most agents mention… but don’t really teach their clients how to use:
Equity.
Because here’s the truth…
A lot of your clients are sitting on tens of thousands of dollars — and have no idea how to actually leverage it.
And if you’re not guiding that conversation?
Someone else eventually will.
🏡 Here's the truth:
We sold our Tennessee home recently.
Bought in 2021 for $295,000
Sold for $375,000
Walked away with $80,000+ in equity after fees
Sounds great, right?
But the number isn’t the story.
đźš© The real challenge? Appraisal congruency.
This is where deals quietly fall apart if you’re not thinking ahead.
Our home was a newer build…
In a neighborhood full of early-2000s resales.
Meanwhile, the same floor plan across the street — in a new construction community — was selling for about $60K more.
So the question wasn’t:
“What do we want to list it for?”
It was:
“Where is the appraiser going to pull comps from?”
Because that one decision determines whether your deal holds together… or unravels at the finish line.
đź’ˇ What this means for you:
If you’re pricing a home:
- You are not just pricing for the market… you are pricing for the appraisal
- Neighborhood context matters more than agents give it credit for
- Conservative pricing isn’t weakness — it’s protection
A deal that closes slightly under “max value” will always beat one that falls apart.
💰 Now let’s talk about the part most agents skip…
What happens after closing.
We used that equity to eliminate high-interest debt.
And here’s where strategy matters:
It would’ve been easy to pay off a smaller, low-interest car loan and feel like we “won.”
But financially? That’s not the move.
We went after 20%+ credit card interest first.
Because equity isn’t just a win…
It’s a tool.
And if you’re not helping your clients think like that, you’re leaving a massive amount of value on the table.
đź“Š One of the most practical takeaways from this episode:
The 90-day comp rule.
When I build a CMA, I prioritize properties sold within the last 90 days.
If I can’t find strong comps?
I expand the radius… not the timeline.
Because a comp from 12 months ago in a shifting market doesn’t help your client make a confident decision today.
Tighter data = stronger positioning.
⚖️ A better way to frame your role:
Instead of just asking:
“How do I help them buy or sell?”
Start asking:
“How do I help them use this decision to move forward financially?”
That’s the shift from agent… to advisor.
🎯 Real talk:
Your clients don’t need you to open doors.
They need someone who can:
- Protect their deal
- Guide their decisions
- Help them think beyond the transaction
That’s where your value actually lives.
🎧 Watch or Listen to the Full Episode:
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Keep doing the hard work. The tough transactions are the ones that make you better. 🤍
~Brittney
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