VIDEO BLOG
One of the toughest conversations in real estate is telling a seller their price expectations don’t align with the market. The best way to approach it? Be honest, be tactful, and bring the data.
I tell agents to think like a doctor. Your clients deserve an accurate diagnosis, even when it’s difficult to hear. Instead of leading with “I think your home is overpriced,” show them what buyers have actually paid for comparable properties.
That becomes especially important with unique homes. I’m marketing a 17-bedroom former orphanage where comparable sales are limited. To give the seller a clearer picture, we expanded our research beyond the town into surrounding counties. The sales history helped explain the challenges at their desired price point.
When nearby comparables aren’t available, widen your search. Consider acreage, size, condition, and broader market trends. Use clear visuals to help sellers understand how the evidence applies to their property.
And remember: pricing is only part of the equation. Fresh staging, thoughtful updates, and new photography can strengthen a home’s presentation. Before-and-after case studies help demonstrate what those improvements can accomplish.
Your job is to give sellers the information they need to make confident decisions. Let the data guide the conversation—and back it up with a strong marketing strategy.
