How To Stop Letting Sellers Set the Price
Here’s a key question when it comes to pricing: Who’s influencing who in a listing meeting?
When you walk into a house, remember you’re the expert. As a real estate professional, you're looking at homes every single day. You’re showing properties, scanning the MLS, reviewing the hot sheet, and touring listings. That’s why clients hire us and pay tens of thousands of dollars. Because we know the market.
Most of us walk into a home with a gut number. You know what I mean. You look around and think, This house will sell for $454K or $625K. And you’re usually pretty close.
But here's what happens: You walk in with that gut number... and then the seller starts talking.
They show you every improvement, tell you why they love the house, and explain why they think it’s worth more. Before you know it, you're moving your number toward their number.
But it should be the other way around:
You should be influencing them. You are the expert. And if you want to price a home where it will actual...
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