One subtle red flag in a listing appointment is when the price conversation starts before the comparable sales conversation does.
“We need to get at least X.”
“The neighbor got X.”
“We want to leave room to negotiate.”
None of those statements automatically mean a seller is wrong, but they often reveal that the pricing conversation is beginning with a conclusion instead of an analysis. Once someone emotionally anchors themselves to a number early, every later conversation tends to become:
“How do we justify this price?”
instead of:
“What is the market most likely to support?”
That shift Continue Reading →
