Winning the business
Winning the listing when another agent quoted higher
You gave an honest number. Someone else bought the listing with a price.
Do this now — in this order
- 1Do not chase the number. You cannot win an auction of opinions.
- 2Make the conversation about method, evidence and net result.
- 3Show what happens to overpriced listings in that suburb, with real examples.
- 4Ask the vendor what evidence the other appraisal was based on.
- 5Offer a documented pricing strategy with review points instead of a promise.
- 6Be explicit that you will not quote a number you cannot defend.
- 7Leave the door open in writing for four to six weeks' time.
What to say
Holding your number
"I could tell you a higher number today and we'd both feel good for a fortnight. What I'd rather do is show you what the buyers have actually paid, and how I plan to get you the top of that range."
Why it works
Vendors who list on the highest number often meet reality eight weeks later. Being the agent who was honest, on record, is the strongest re-approach position there is.