Okay, guys, do you ask the seller what they want to list the property for?

When you walk into that listing appointment, do you say, “Hey, do you have a price in mind?”

If those words are coming out of your mouth, it’s a mistake, and I’m going to tell you why.

Because when the seller voices that number, I believe they start to solidify around it. They begin to take a position. And if they feel like they’re being backed off of it, they may feel like they’re losing face. So they start defending it even more—especially in front of a significant other, a spouse, husband, wife, whoever.

They feel the need to defend that number.

So what’s the alternative?

Don’t encourage them to state a price.

Sometimes they'll volunteer it anyway, but don’t prompt them.

Instead, try saying this:

“Hey guys, I brought in a lot of data for you. I’m a data person, and I believe that to make a really good decision, you just need really good data. So I bring in all kinds of information that helps with pri...

Question: how fast do you pivot on price when you list a property?

Sometimes we get it right, and sometimes even the best of us get it wrong. When we get it wrong and don’t pivot quickly, we risk missing the opportunity to sell the property for top dollar.

So, how fast do you pivot? Do you wait two weeks, three weeks, a month, two months? Are you setting that expectation upfront with the seller?

Here’s a study from ShowingTime. They’re integrated with many MLSs across the country and help schedule showings. Because of that, they have their finger on the pulse of showing activity.

Their study, based on tens of thousands of showings, shows that after the first five days, showings plummet on most listings.

Why? Because when a listing hits the market, all eyes are on it. Most buyers—probably 95% to 99%—are set up on portals like Realtor.com, Zillow, or your website. When that listing hits the MLS, the entire backlog of active buyers sees it almost immediately.

Hundreds of buyers look...