How to Get Sellers to Price Right & Sell Fast Using the “One Bite at the Apple” Script

Have you ever had a seller who wants to overprice their property? Almost all sellers, right? It's pretty much universal. So, what's a conversation we can have with sellers to help them price their home correctly?

One approach I like is called the "One Bite at the Apple" conversation.

Here's how it goes:

"Hey Mr./Mrs. Seller, I totally understand that you want to get top dollar for your home. But the market has shifted a bit, especially when it comes to marketing homes. Over the past five to ten years, mobile and internet searches have become the dominant way buyers find homes. Most buyers—99%—are signed up on a portal to receive new listing updates.

So, here's what that means: when we list your home, within 24 hours, essentially every buyer in the market is going to see it. They'll all get the listing in their inbox around the same time and make a snap decision: is it priced right or overpriced? Do I want to go see it?

This is why most homes that sell do so within the first five to seven days, or sometimes up to two weeks. After that, it's like a bell curve—the number of showings and offers drop off significantly because all the serious buyers have already seen it and made their decision.

We only get one bite at the apple. If the market feels your home is overpriced, we’re left waiting for a trickle of new buyers. So, getting the price right from the start is crucial. You don’t get a second shot at a first impression.

If you want my recommendation, I’d suggest pricing it here to get maximum exposure right out of the gate. Otherwise, we risk being like that ham sandwich sitting in the deli counter for weeks, where buyers start to wonder what’s wrong with it.

You’ve seen your neighbor’s house on the market for weeks now. It’s getting stale. We don’t want to end up like that. By pricing it right, you’re more likely to get a better price quickly. These are the key things I use to help sellers understand the importance of pricing, especially in today's shifting market.”

Hope this helps! Have a great day, and good selling.

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