#691: The Proven System That Helps Agents Close More in Any Market

Episode Overview

In this episode, John Kitchens and Albie Stasek break down what’s really happening in today’s real estate market—and how top agents can rise above the noise and uncertainty. From wild inventory swings and buyer hesitation to negotiation gaps and pricing psychology, John unpacks what it takes to thrive right now.

He also dives deep into the power of CHSA and CHBA—two systems that helped agents sell thousands of homes by turning expertise and process into massive leverage. If you're tired of guessing, winging it, or losing business to discount agents, this is your wake-up call.

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Key Topics Covered

Real Estate Market Reality Check

• Why today’s inventory spike doesn’t mean a crash—and how this cycle is different from 2008.

• The two types of agents in this market: those with experience and those who’ve only known easy.

• How team leaders are coaching their agents through slower activity and harder conversations.
  
  

Why Buyers Are Freezing—and What to Do About It

• The real reasons behind buyer hesitation: interest rates and fear of overpaying.

• Why “waiting for rates to drop” is a flawed mindset—and how to reframe the conversation with data.

• How to use job market trends, local lenders, and third-party validation to regain trust and urgency.
  
  

Mastering the Pending Ratio

• How to calculate the pending ratio and use it to lead the conversation with confidence.

• Why this one metric reveals the true pulse of your local market—and how to turn it into a script.

• What a drop in the ratio actually means and how to prepare your clients accordingly.
  
  

Dusting Off Your Negotiation Muscles

• Why most agents haven’t had to truly negotiate for years—and why that needs to change fast.

• Getting creative in today’s deals: seller credits, timelines, and win-win structuring.

• Relearning the art of negotiation with a “back to basics” mindset.
  
  

Differentiation: The Game-Changer in a Saturated Market

• Why the “me monster” listing presentation is dead—and what to do instead.

• How CHSA and CHBA systems build trust, confidence, and credibility faster than any trophy wall.

• Real-world examples of how agents beat the “800-lb gorilla” in their market by being different.
  
  

Pricing Psychology & Stopping the Listing Stigma

• How overpriced listings are killing agent trust—and what to say to win listings with logic.

• Using hyperlocal trends (zip code and subdivision) to nail pricing strategy.

• The danger of “buying the listing” and how to pre-frame price reductions before they’re needed.
  
  

Motivation Over Fear: Understanding Real Buyer Behavior

• Why life events, not interest rates, drive real buying decisions.

• The CHSA/CHBA process for identifying true AA buyers and sellers.

• How to coach clients through fear by building belief, not pressure.
  
  

The CHSA/CHBA Breakdown

• What CHSA (Certified Home Selling Advisor) and CHBA (Certified Home Buying Advisor) really are.

• The 8 Laws that power both systems—from differentiation and execution to cooperation and exposure.

• Why these systems allowed agents to escape production and scale—and how they’re working better than ever in 2025.

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Resources Mentioned

• HoneyBadgerNation.com – Full access to CHSA/CHBA courses, marketing resources, seller videos, and more

• Certified Home Selling Advisor System – Over 115 variables that help listings sell faster and for more

• CHBA Buyer Process – Tools and systems for working only with motivated, qualified buyers

• The Pending Ratio Formula – [Pending ÷ (Pending + Active)] to forecast market health

• CHSA Listing Videos – Used to pre-frame listings and reduce objections

• “Simple Numbers” by Greg Crabtree – Referenced for understanding business financials

• Two-Hour Touch-Up Staging Strategy – A simple way to stand out and add perceived value

• Honey Badger Nation Merch – Available now on the site for community reps

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Final Takeaway

Control what you can. Sharpen your skills. Know your numbers.

If you’re serious about becoming the trusted advisor in your market, the CHSA/CHBA systems are your fast track. Stop winging it. Start winning it.

Visit honeybadgernation.com or DM John to get started today.

 

“It’s not a market of want-tos. It’s a market of have-tos.” – John Kitchens

 

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