by Richard Robbins

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I would suggest that the second most common objection on a listing appointment is list price. We’ve all encountered sellers who want to list their home too high or at a price that is higher than what the market may bear to “see what happens.”

Knowing how to optimally price a home and understanding the importance of price based on current market statistics are keys to serving the best interests of any seller. I’m sure you’d agree, as a real estate professional, the value you bring to your sellers is in helping them achieve the highest possible price, in the least amount of time and with the most favourable terms. To achieve this, you need to master not only how to effectively price a home, but also how to communicate it’s importance.

For example, pricing a home too high can often serve only to help other more competitively priced homes sell faster. While pricing a home just right, based on exhaustive research and market area expertise, can potentially have the opposite effect and cause these similar properties to help your listing sell faster and for more money.

Here are a few more key dialogues you can use to help sellers understand the pitfalls of overpricing and how important pricing is their bottom line.

Until next time, make it count.

Richard Robbins