It’s common to hear sellers say, “Let’s list high, we can always come down in price later.” Do you have a script that you’re comfortable with to respond? Try this: “That is definitely an option, but it might not produce the results you want. Here’s why this is likely to drive your price down. All studies show that a home that is priced correctly and marketed with the strategies I’ve outlined for you will sell for top dollar in its market. When you list a home at an inflated price, everyone sees it and writes it off as overpriced. Agents will stop showing the property, and wait for the price to come down. When the price is reduced to gain interest, the savvy agents counsel their buyers to wait, hoping for another reduction. Finally, the home is reduced significantly below value in order to sell. The longer you’re on the market at the wrong price, the less your home will sell for. I recommend that you price competitively from the beginning; I’d like to try to generate multiple buyers and possibly a bidding war. What would you like to do?”

 

Have a good one and let me know if you need anything.