From winning listings to winning results: Why appraisals matter more than ever

The days of winning business with an inflated price guide are over. In today's market, accurate appraisals separate top agents from the rest – with those getting the price wrong risking the client, the campaign, and the result. On the REB Podcast, deputy editor Emilie Lauer sits down with Elders trainer, mentor, and coach Sebastian Bonaccorso to discuss why appraisal skills have become more critical than ever as agents navigate a more competitive and considered market. With more than 40 years in the industry and over 11,000 auctions under his belt, Bonaccorso shares why agents must move away from chasing listings through unrealistic expectations and instead build trust by delivering honest, evidence-based appraisals. The discussion explores the skills separating top agents in today's market, from managing vendor expectations, using comparable sales effectively, and building trust from the first conversation through to negotiation and sale. Finally, Bonaccorso explains why today's market is exposing the gap between agents who rely on favourable conditions and those who continue to sharpen their skills, with preparation, transparency, and ongoing training becoming the foundations of long-term success.