Every listing presentation you have been trained on builds to a number, and the rest of the relationship is spent defending it or lowering it. She walks the property, gives no price at all that day, and returns with a list of work that has to be finished before the house goes anywhere near the market.
The host brings up this agent's numbers first — "your list to sale ratio is almost 100%. It's like 97%" — and asks how she handles a seller whose price is not realistic. That figure is the host's, not hers.
Her answer starts before price is even on the table. "and I don't give people a price the day that I go there. That's I know a lot of people do. I do not." The reason is one line: "Because I don't like leaving money on the table."
What she brings back instead is a condition, and she says it as a condition, not a suggestion. "We are not going to market until these four things are done. Or these 10 things are done." Then she stays in it rather than handing over a list and leaving — "I help them with the vendor. I help them get it ready." And the part most agents will not copy is the last part: "And sometimes people say no and I don't take that listing."
“and I don't give people a price the day that I go there. That's I know a lot of people do. I do not.”
Naming a price in the living room is how you get trapped. The second the number leaves your mouth you are negotiating against yourself, and every conversation after it is about defending it or coming off it. Worse, you have made the meeting about your opinion of their house instead of about the work that has to happen to it, and you have given a seller who was shopping three agents a number to shop.
Withholding the number turns the appointment into a consulting engagement. You come back with conditions and a plan, and the price becomes an output of the work rather than the thing being haggled over. It also gives you a clean exit from a listing you should not take: the seller is turning down your conditions, not your valuation, so nobody has to argue about what the house is worth. Copy one thing exactly — the conditions are stated as a precondition to marketing, not as advice.