Welcome to Ask Me Really!

In the inaugural episode of Ask Me Really, Pauline answers an agent’s question about a seller who wants to list $200,000 above a CMA-supported price to “leave room to negotiate.” She explains the seller’s strategy is based on a misunderstanding of buyer behavior: buyers search within pre-approved price bands and overpriced homes aren’t negotiated down—they’re filtered out and never seen by the right buyers. Overpricing attracts higher-budget buyers who have correctly priced alternatives, leading to days on market, stigma, seller anxiety, and eventual price reductions from a weakened position; overpricing is presented as the riskiest move, not a conservative strategy. Pauline recommends framing the discussion as education rather than argument, using clear language and buyer examples, and focusing on helping sellers make an informed decision. If a seller insists, she suggests a conditional agreement: list high but pre-commit to a 14-day reassessment and immediate price change if showings or serious interest don’t materialize, potentially written into the listing contract.   Topics 00:00 Seller Pricing Dilemma 01:42 Credit for Holding Firm 02:28 Why Overpricing Fails 03:37 Buyers Filter It Out 04:46 Days on Market Fallout 05:39 What to Say Script 07:31 Stories and Examples 07:58 Conditional Pricing Plan 09:50 Wrap Up & Key Takeaways