I listened to a podcast a while back, (Pat Hiban's Real Estate Rockstars), and he featured a real estate agent by the name of Alexis Bolin (master of scripts and dialogues). I probably listened to this podcast a dozen times as it was FULL of great tips. The greatest tip was when she was role playing with Pat (as the seller) and one of her lines was, "You can price it to sell or you can price it to sit and the good Lord will grant you whichever you pick". I thought this line was amazing and I have used it several times in listing presentations.
It seems that these days sellers don't seem to believe us when we give them a listing range based on the market because it's not what they want to hear. Coaches are having webinars, social media real estate groups are bringing it up daily and having podcasts and webinars about it, and IT is "THE SHIFT". Everyone is talking about a market shift. It is our job, not to cause a scared frenzy in the market, but to educate these potential sellers about pricing too high. Sadly, sellers have to find out the hard way that the agent who gave them a listing range based on FACTS and market data knew what they were talking about, AFTER they listed with the agent who told them what they wanted to hear and it sat and sat and sat.
If you back up your listing range with great, recent, comparable data and, of course, your own UVP (unique value proposition) and they still choose not to list with you they may remember you told them they could, "Price it to sell or price it to sit", even though that is a hard lesson to learn six months down the road! Sadly for the seller, you may get another chance to get it done for them.