(How we work)
Here’s what it’s like to be our client.
Every team says its agents care. We’d rather show you what our clients go through, in order, and how the team is set up so you can work this way too. Then decide for yourself.
(Consultants, advocates, advisors, educators)
Everything we do for a client fits one of four jobs.
These come from Lance’s own practice. They are the standard the team trains toward.
(01)
Consultants ask before they advise.
There are no listing presentations, only listing conversations. Three questions open them. Did you talk to another agent? Did they tell you all about their marketing? What else were they going to do for you? Then we stop talking. Early on, we ask the question that matters. Do you need to sell, or do you want to sell? Not selling stays on the table the whole way through.
(02)
Advocates sit on the client’s side, in writing.
Lance’s buyer agreement says he will show every property, whatever compensation is offered on it. His listing agreement keeps buyer-agent compensation negotiable up to an accepted offer. Both are printed, so a client never has to think to ask about the money.
(03)
Advisors give a straight answer.
We price homes with live comparisons. The seller picks the homes they believe are comparable, and the number moves under their own choices. Nobody has to deliver bad news, because we’re both looking at the same screen. We talk about condition before price, and about how long a seller is willing to sit at a number before it starts to cost them.
(04)
Educators take the fear out of not knowing.
Every client gets a flight plan, a dated map of the whole transaction, so they know what happens and when before it happens. Our seller’s guide explains how to hire the right agent, including when that agent isn’t us. That line has cost listings. It’s still in there.
(From the first call to the closing table)
What our clients go through, step by step.
01
The first conversation is about them.
No deck about us. We ask what’s going on and whether they need to move or want to. If the right move is to wait, we say wait.
02
The price comes from their choices.
They pick the comparable homes on a shared screen and watch the number move.
03
They get a plan with dates on it.
Most of what frightens people in this process is not knowing what comes next.
04
Under contract, the file has a coordinator.
One person tracks every deadline from contract to close, so the client hears from us before they wonder.
05
When it gets tense, we settle it first.
Nobody makes a good decision while they’re panicking. We calm the room, then lay out the options and the trade-offs.
06
They make the call.
We guide. We don’t decide for people, because clients who are carried through a move can’t make the next decision without us, and agents who carry everyone burn out.
Read your own reviews. Almost none of them mention the paperwork. They talk about how you made someone feel during the hard part. That’s what people refer.
(Who we serve)
We spend a lot of our time with clients 65 and over.
Older homeowners move for reasons that are rarely about the house. A spouse has died, the stairs have become a problem, or the kids want them closer. They need more time, plainer answers and no pressure at all.
Two of our Connecticut agents specialize in this work, and Lance wrote the book on it, The Senior Partner. Every agent on the team gets The Senior Partner program inside Reframe Lab.
(How the team runs)
Who does what, every week and on every deal.
The week
Monday at noon ET, Monday Detox.
Thirty minutes live with the team. You plan the week and leave with the smallest true next step. On the last Monday of the month it becomes the free workshop.
Wednesday at noon ET, Wednesday Dopamine Boost.
Thirty minutes on the people in your database. Everyone does it at the same time, which is why it gets done.
Every other week, your time with Lance.
One to one, on your business and your deals.
Sprint weeks.
Four weeks on one topic, recorded, with the slides and tools posted within 48 hours.
The Monday and Wednesday sessions are live and not recorded. Miss one, and you join the next.
A deal, from first conversation to close
First conversation
You
Run it, using the consult-first structure.
Lance
Talks it through with you beforehand if you want a second head.
Pricing or offer strategy
You
Run the live comparison with your client.
Lance
A second opinion on price, terms and approach.
Listing goes live
You
Own the client and the plan.
Ana
Design and setup help on your listing materials.
Under contract
You
Keep the client calm and informed.
Lance
Negotiation and problem-solving when it gets hard.
Transaction coordinator
Every deadline, document and signature, contract to close.
Closing and after
You
The relationship.
Transaction coordinator
Closes the file.
You stay the agent. The client is yours, and the decisions are yours.
Who does what
Lance is your coach. He runs your one-to-one time and the live sessions, and he’s who you call when a deal goes sideways or a price feels wrong.
Ana, our Director of Operations, onboards you. She sets up Rechat and RealScout, cleans up your contact list before the move, helps with business cards and signs, screens the cold names you send her, and fixes anything that isn’t working.
Your transaction coordinator handles every file from contract to close, paid by us.
Your teammates are agents in Colorado, Washington, Connecticut, New York and Texas. When you’re unsure whether to take a listing that feels wrong, you have people to ask before you answer.
It’s small on purpose. Production gets you the call. What keeps the team together is that everyone believes the client comes first and wants to practice it.
(What we won’t do)
Some things cost us business. We do them anyway.
No scripts.
If a line only works when it’s delivered perfectly, it was never the thing that worked.
No manufactured urgency.
When the right move is to wait, we say wait.
No call quotas,
door-knocking challenges or leaderboards.
No pressure to recruit.
Real has a revenue share program. Use it or ignore it. Nobody here will ask.
No signing agents this won’t work for.
If the math is wrong for you this year, we’ll say so.
If this is how you want to work, let’s talk.
Fifteen minutes with Lance, and you’ll know whether it fits.
Book 15 minutes with Lance