The 3-Scenario Listing System with Leo Pareja | The LAB

In this episode, CEO Leo Pareja shares the exact systems and strategies he used to scale his business to an 80–90% listing side concentration during his 15 years in the trenches. Learn how to pre-qualify sellers effectively, present flexible value options, and navigate changing market dynamics using data driven insights with eXp Realty.

🔥 IN THIS EPISODE:

✅ Multi-Transaction Strategy: Target builders, investors, and institutions to secure 5 to 15 listings per appointment.

✅ The Decision-Maker Rule: Require all parties on title and key influencers to attend appointments to avoid dead-end pitches.

✅ The 3-Scenario Listing Model: Offer options ranging from an as-is cash sale to full renovation consulting to establish expert authority.

✅ Data-Driven Pricing: Use local absorption rates and carry-cost math to convince sellers to price accurately for the current market.

Timestamps:

0:00 – Multi-Transactional Sellers (Securing 5-15 Listings per Appointment)

2:36 – The Decision-Maker Pre-Qualification System (Filtering Looky-Loos)

7:48 – The 3-Scenario Value Strategy (Cash, MLS, and Renovation Options)

10:08 – Absorption Rate Calculations (Pricing Realities in Changing Markets)

22:54 – Handling Overzealous Sellers (Using Pre-Listing Agreements & Carry Costs)