Okay, so you're scheduled to meet with Mr. and Mrs. Home Seller for a listing appointment. But, before you do, you do your "homework" by pulling comps from the MLS, checking the tax records, getting a property profile from Title, and, you physically inspect the Actives, Pendings and Solds in the area, right? Chances are, the sellers already have an idea of what they believe their home is worth, based upon the neighborhood scuttlebutt (in slang usage means rumor or gossip.) Ever get that?
The basis for selling a home at/or above market value for most properties is simply: location and condition. Would you agree?
One can always overcome poor-to-average condition with a good location and/or pricing. Or, poor location with average or better condition and/or pricing. And, one can almost always overcome poor-to-average condition and poor-to-average location with a list price below market!
Seems to me that the sales expectations that Mr. & Mrs. Home Seller should be based upon market conditions (comps) their location and condition (period) The problem lies many times with the subjective nature of the neighborhood scuttlebutt, and, listing agents who will agree, just to get their signs up. Which in fact, does not serve the client's best interest or the RE market.
Stick by this time tested simple formula and your listings will sell in a timely manner for the highest price possible! Sometimes we/real estate professionals must wake sellers up in order for them to realize their real estate dreams. It's not rocket science, is it?
If you have a different formula that's working for you, please share!
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