Make the number defensible before you sign. Say: "Show me the three most recent comparable sales that support that price." An honest appraisal is built on recent comparable sales; an inflated one leans on the agent's optimism and a long exclusive agreement that locks you in while they walk the price back.
Why they're saying it
Vendors almost always list with the agent who quotes the highest price — and agents know it. So some quote a number they don't truly expect to get, win the listing on optimism, then spend the campaign "conditioning" you back to reality. The high quote isn't a forecast; it's a customer-acquisition cost, paid with your time and your locked-in exclusivity period.
The defence is comparable sales and contract length. A price backed by three recent, genuinely comparable sales is real. A price backed by "the market's moving" and a long sole-agency tie-in is a listing being bought.
What to say back
"Two other agents quoted lower. I'm not choosing on price alone — show me the recent sales behind your number, and I'll pick the agent with the best evidence and strategy, not the biggest promise."
"I'm happy to list with you, but I'll only sign a short exclusive period to start, and I'd like marketing costs payable on an unconditional sale. If the price is as achievable as you say, that shouldn't be a problem."
"That's higher than I expected. What has to be true for it to sell at that number — and what happens to your recommendation if it doesn't in the first two weeks?"
Avoid these reactions
- Choosing the agent with the highest appraisal instead of the best-evidenced one.
- Signing a long exclusive agency agreement that traps you while the price gets talked down.
- Agreeing to pay marketing costs up front rather than on an unconditional sale.
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