The Price is Right

Hey team – it’s Nick.

What a glorious Sunday it is.

Welcome to our 3 new subscribers! We ❤️❤️🤍 you.

This week’s topic was requested by a client. Shout out to Leanne!

Let’s dive in.

Estimated read time: 1m 46s

A conversation EVERY agent has had at least once:

“Why isn’t my home selling? It’s been on the market longer than we wanted.”

Now, coming from someone who works in marketing, my answer might surprise you…

It’s probably not because “We need to advertise it more.”

It’s more likely something that the seller hates hearing.

It’s the price.

And the most frustrating part about hearing that comment from the client?

You know it’s the price.

You had this conversation right at the beginning.

You did your homework. Presented your CMA. You gave them your recommendation.

They scoffed.

So you list it at a higher price than you think it’s worth.

Fast forward 35 days.

You get that question: “Why isn’t my home selling?”

I can never take the sting of that question away.

But I can give you some words to have in your arsenal for when this situation comes up.

I heard this from an agent a little while ago and I love sharing it when I can:

Simple as that.

You, as the agent, need to help bridge the gap between the client’s expectations and the market’s expectations.

Selling a home is emotional.

Of course your client thinks it’s more valuable than it really is.

You as their agent need to sell them on what the market really thinks.

If the home isn’t priced at it’s true value, it’s going to be tough to sell.

But if you can convince your client to price their home where you know in your bones it needs to be, you’ll all be happy.

Thanks for reading.

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See you next Sunday – Nick

P.S., Next time you’re at a listing appointment and this convo comes up, use that phrase. “The market will tell you the correct price of your home in the form of an offer.” Help your client understand that if they truly want to sell, they need to meet the market where it’s at.