You Can’t Use Yesterday’s Price in Today’s Market

29 Jul 2025 · 2 min

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1:37

In this monologue, real‑estate professional Leigh Thomas Brown warns agents and home sellers that housing prices are not static; they fluctuate with broader market forces and buyer sentiment. She emphasizes that agents must treat pricing as a fluid, real‑world conversation, especially when sellers cling to outdated expectations. Brown outlines three core principles: (1) recognize market fluidity and the unpredictable nature of buyer behavior; (2) engage in honest, difficult conversations to explain why a home may be over‑priced; and (3) make sellers aware of the tangible costs—time on market, reduced buyer interest, and potential price erosion—of listing above current market value. The talk serves both agents, urging them to become comfortable with tough dialogues, and consumers, encouraging them to understand the risks of overpricing their largest financial asset.

Chapters

When your home sellers won't listen to reality when it comes to market pricing, what do you do as a real estate professional? Hey, consumers that are here too, go ahead and listen up 'cause this might help you as well. The number one thing you have to remember is that pricing is fluid. Real estate is not a fixed commodity. It is not a fixed market. And there's nothing really predictable about it because somebody that's trying to sell a house is also trying to appeal to buyers. There could be something that happens and the stock markets go off a cliff for just a minute, and that makes buyers go, ah! And so that can change everything at the drop of a hat, which is really hard to deal with when you're a home seller because this is, for most people, your largest financial instrument and where most of your savings are located in this very illiquid house. But you have to know this: if markets are fluid, You're not crazy, and maybe you did overshoot and maybe you didn't, but you're going to have to have a real-world conversation, which is the second thing you have to understand about house pricing. If you are a real estate professional, you've got to be comfortable with difficult conversations. The only reason sellers overprice really is because nobody took the time to explain it properly, to give them the market picture, and to let them know the risks to them of overpricing. Because let's make sure we understand that the number 3 thing you have to understand about having these difficult conversations is that your sellers need to understand the price that they pay for having a price that's sitting above the market.