Price Reductions Hit a September Record — How Agents Keep the Listing and the Seller's Trust

One in five sellers cut their price last month, the most for any September on record.

If you have listings, the price conversation is coming. Have it in week three and you keep the listing and the seller's trust. Wait until week 12 and you're headed for an expired.

In this episode, Tim and Julie Harris break down the headlines behind it: NAR counts 1.62 million homes for sale, a five-month supply and the most in over a decade, and Redfin says 21% of sellers cut their asking price in the four weeks ending September 20th. Buyers have more choices than they've had in years, and they know it.

You'll learn how to set up the price conversation at the listing appointment so it never feels like a surprise; why you should preview the competing and pending listings before every appointment; the "two weeks or 10 showings" gauge (and why you should know your own market stats first); why you say "reposition" instead of "lower the price"; the script for "Why aren't you the one showing my house?"; and why you have to make the seller calls yourself instead of hiding behind digital updates.

Plus a listener question: should you call expired listings now or wait until January? Tim and Julie walk through the full conversation, from "What does spring mean to you?" to "Can I tell you why that scares me for you?"

The key to being a successful listing agent is having the listing when it sells.

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