If It Has to Sell, Price It Right

8 May 2026 · 1 min

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In this brief commentary, a real estate professional recounts a confrontational meeting with sellers who wanted to list their home above the recommended price. The agent asks the sellers a simple yes/no question about whether the house must sell, receives affirmation, and then stresses that overpricing would likely lead to a prolonged market time—potentially 15 months—wasting both parties. He emphasizes the need for honest pricing, advising that while the conversation should remain respectful and not disparaging, sellers must be truthful about market realities. The speaker concludes that the current market demands honesty in pricing decisions.

Chapters

The fella wanted to price it above my recommendation, and so I had to have a little come-to-Jesus meeting with them. And I said, does the house need to sell? Your only answer is yes or no. She said yes, and he said yes, and he didn't want to admit it. And so I said, look, if it has to sell— and it had to sell, y'all— I said, then we have to price it here, because pricing it over here, you've wasted 15 months trying that number. You're going to have to decide if you're going to be honest with people or not. Now, you don't have to be ugly about it, and you certainly shouldn't tear them down or judge their situation or be ugly about the house, but you're gonna have to be honest at a certain point. And we are in a market of honesty, period, end of discussion.