Hey {{first_name}},
One of the hardest conversations in this business is pricing.
A seller believes their home is worth more than the market says.
So the listing hits a little high.
And the plan is to come down later if needed.
Here's what that plan is missing.
What buyers are actually doing
Buyers are shopping with a specific payment in mind.
They know the number they're comfortable with.
When a home is priced above where that payment makes sense, buyers aren't negotiating.
They just don't show up.
Your listing becomes invisible to an entire segment of the buyer pool before the first showing is ever scheduled.
And once it sits for a few weeks, buyers stop asking about price.
They start asking what's wrong with it.
Even if nothing is wrong with the house.
A question worth keeping in your back pocket
If a seller wants to price aggressively, ask them this:
"Would you rather be slightly ahead of the market, or be the house that helps buyers decide where the market actually is?"
No seller wants to be the comp that proves they were overpriced.
That question gets them there without you having to say it directly.
One thing worth remembering
Think before taking a listing at a price you know won't move.
The agents with the strongest reputations are the ones who told their clients the truth before it cost them anything.
Price doesn't just affect how a listing looks.
It determines which buyers can even qualify to see it.
Overpricing isn't a strategy. It's a seller hoping the market comes around to their opinion.
EJ
— a note from the trenches
**if you ever want to talk through a scenario, just hit reply
NMLS 1707342