In this High-Performance Podcast for Real Estate Agents, Josh Phegan and Alexander Phillips discuss differences in owner’s pricing, agent’s pricing and market pricing. Alex explains how he handles the hard conversation with the client in explaining those pricing variations and expectations. Josh introduces several scenarios including the competitor who challenges your price, working with client expectations that have no bearing on actual market value, and how to deal with setting a lower price on an expired offer when the client wants to maintain the original price, and how to offset the influence of an agent who is a chronic overpricer.
Alex advises using fee structure and case studies to defend your proposals and being direct when explaining owner’s pricing, agent’s pricing and market pricing. Josh covers questions he asks to determine how clients set expectations, and how he then advises them.
Excellent short piece on pricing.