| Let’s be honest, talking to a seller about adjusting their asking price is one of the most challenging conversations in estate agency. No one enjoys saying, “We need to discuss your asking price.” Yet in today’s shifting market, where buyer activity can be unpredictable and the number of available properties is rising, these discussions are not optional … they are essential. A price adjustment isn’t a defeat, it’s a recalibration. It’s about bringing expectations in line with reality so your client can move forward with their plans, and you can deliver the best possible outcome. Here’s how to approach it with confidence, clarity, and empathy. 1. Set the expectation from day one It’s far easier to revisit pricing later if you’ve planted the seed during your initial val. Example: “Our pricing strategy will adapt as the market responds. I’ll keep you updated so we can stay ahead of any changes.” This positions pricing as an ongoing process rather than a single decision, and it frames you as a proactive adviser rather than just someone who sticks a board in the ground. 2. Let the market speak Pricing isn’t about your opinion, it’s about what the market is telling you. Bring: Recent comparable salesCurrent competing listingsFeedback from viewingsAverage days on market trends Example: “Based on the latest figures and feedback from viewers, we’re no longer positioned competitively. Here’s what the market data shows.” By using evidence, you take the emotion out and give sellers something concrete to work with. … |
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