"If you're still walking into listing appointments armed with the same pricing presentation you used in 2021, you're bringing a butter knife to a sword fight. The market has fundamentally shifted, and the agents who haven't shifted with it are watching listings expire, price reductions pile up and sellers walk out the door to the agent who believes in their price."
"Every seller in America now has a Ph.D. in Real Estate from the University of Zillow. They've watched their neighbor's home sell for $50,000 over asking in 2021, and they've decided that's the baseline not the anomaly."
"When a seller says, My home is worth $600,000, they're not making a market analysis. They're making a statement about their life, their neighborhood, their taste and their investment savvy."
"The classic, We can always come down later well, every experienced agent knows that's the most expensive sentence in real estate."
The real estate market has shifted, requiring agents to update their pricing presentations. Many sellers are misinformed and emotionally attached to inflated home values. They often believe their homes are worth more based on past sales and online estimates. When agents present lower valuations, it can feel like a personal attack on the seller's identity. Traditional pricing scripts are ineffective in this environment, necessitating a new approach that acknowledges sellers' emotions and beliefs about their homes.
Read at www.housingwire.com
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