Episode #1
Season 10 Episode #1 Why Overpricing Doesn't Work Anymore: The Confident Pricing Conversation (Part 1 of 2)
Michael Fanning,SVP & Co-Owner, Windermere Coaching. Host of the Windermere Ask a Coach podcast. Episode Summary The market's shifted days on market are climbing, and the “price it high, we'll come down” strategy that used to survive a hot market doesn't anymore. This episode gives agents the current market data, the psychology behind a seller's anchor number, and a word-for-word pricing conversation that holds the line with confidence instead of hedging it away. What You'll Learn ● Explain to a seller why today's market no longer forgives an overpriced listing ● Recognize anchoring bias in yourself and your sellers, and counter it with a stronger, more current anchor ● Present a data-backed pricing range instead of a single number a seller can just reject ● Tie a seller's prep decisions staging, repairs, photos- directly to where they land in that range ● Use the “switching hats” technique to show a seller what a buyer's agent would actually say about their price Resources & Recommendations National Association of REALTORS® (NAR) monthly existing-home sales data cited on days on market, inventory, and mortgage rates Northcraft, G.& Neale, M. (1987) “Experts, Amateurs, and Real Estate: AnAnchoring-and-Adjustment Perspective on Property Pricing Decisions,” Organizational Behavior and Human Decision Processes Connect windermerecoaching.com Submit a topic:fanning@windermere.com
