I was on a coaching call today with a very successful Agent and we were talking about the importance of pricing correctly in this soft market. He shared with me a sentence that says it all. It is in the pricing conversation with the seller at the listing presentation.  When you he is asked about price, particularly when the seller has a higher price in mind, he says the following.

“It would be so much easier for me to tell you that your house is worth more, but it’s not.”

The Agent said it so simply, so honestly, with so much compassion for the seller who just wanted the Agent to agree that they had more equity than the truth.  It was perfect.

Now, if you are a more aggressive, in your face type of Agent this language probably won’t work for you.  It will sound too confrontational.  On the other hand, if you are a more gentle spirit with natural empathy this may be perfect for you too.

That gets into a whole conversation about how successful Agents come in all types and styles but that’s for another time. I just wanted to share this simple yet powerful language.