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When do you want me to start telling you the truth?
This is a question that I will sometimes ask sellers in our market. Often when I go out on a listing appointment the sellers have met with other agents.
The sellers almost always have an idea of some of the market conditions and place a value on their property that they keep as a secret as long as they can. Sellers seem to want to wait and see which of the agents that they are interviewing will outbid their perceived value.
This actually worked to sellers advantage a couple of years ago, but these days it's a recipe for disaster. I always show up to the listing appointment with a price that is printed in the comparative market analysis. I know that many agents don't do this because they tend to roll over when they find out what that secret price that the seller has is. I realize that my preprinted price is a estimate without an interior view initially, but my price is not in stone either (many times I will know the home from a prior listing or sale). I have found recently that even a price range may not be the best thing for the sellers. Sellers almost always want ... more

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