"I think we should list it at $50,000 more than what you're suggesting. I know what my home is worth."
Response Framework
Validate emotion → Present data → Offer a strategy
Acknowledge that they know their home better than anyone. Then introduce the concept of 'buyer perception price points' — buyers search in brackets, and overpricing can cause the listing to miss entire buyer pools. Share 3 comparable sales and show what happened to overpriced listings (price reductions, longer DOM, stigma). Offer a 30-day trial at their price with a pre-agreed reduction plan if no offers materialize. This respects their autonomy while protecting the outcome.
Key Phrases
"I want to get you every dollar the market will support."
"Let me show you what buyers in this price range are comparing your home to."
"Overpricing can actually net you less — here's why."
"What if we tried your price for 21 days with a clear plan if we need to adjust?"
Pro Tips
Always use 'the market' as the authority, not your personal opinion.
Show DOM (days on market) data for overpriced vs. correctly priced homes.
Bring printed comps — physical evidence is more persuasive than verbal claims.