Wants vs. Needs: The Financial Conversation Every Listing Agent Skips (But Shouldn’t) | Rethink Real Estate S4E44

Rethink Real Estate

In this quick-hitting solo episode, Ben Brady breaks down one of the most critical (and most overlooked) conversations agents should be having right at the beginning of every listing: the financial conversation.Too often, agents chase listings based on seller wants, not seller needs. But without a clear understanding of financial limitations, goals, or pressure points, you’re flying blind — and likely wasting your time. Ben walks through the simple phrasing he uses to uncover whether a seller can actually accept a realistic offer, plus how to use net sheets and ongoing check-ins to stay ahead of surprises.Whether it’s medical debt, hidden obligations, or emotional price anchors, this episode is all about protecting your time, setting expectations, and building the kind of trust that leads to real decisions — not false hope.For agents who value transparency, efficiency, and not getting strung along for six months, this one’s essential listening.🎯 Key Topics & Timestamps:[00:00] – The difference between wants vs. needs in pricing[01:06] – Can you evaluate motivation at the start? Sort of[01:46] – How the 24-hour meeting sets the tone[02:22] – The key question: not “would you take it?” but “could you take it?”[04:36] – Why knowing financial limitations early saves time[06:07] – Self-awareness as a listing agent is a superpower[07:10] – What sellers don’t tell you (and how to surface it early)🔗 Related Resources:For more info on Harcourts Auctions, our non-distressed auction platform, visit:www.harcourtsauctions.comConnect with Ben Brady and the Harcourts Auctions team:Facebook: www.facebook.com/BenbradyharcourtsLinkedIn: www.linkedin.com/in/ben-brady-0b223517Instagram: www.instagram.com/harcourtsauctionsFacebook: www.facebook.com/HarcourtsAuctions🎯 Subscribe for more tactical sales and listing strategies. Drop your questions in the comments — we read every single one.