GROW YOUR CAREER WITH LIBERTAS
By Tim & Julie Harris · April 7, 2026
👀 Are Your Listings Quietly Stalling?
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Pricing correctly is one of the highest-paid skills in real estate and one of the least understood.
In a hot market you could get away with overpricing. In a balanced market you pay for it — longer days on market, price reductions, frustrated sellers. The problem usually isn't pricing. It's the pricing conversation. Fix that and everything else follows.
Here's exactly how to price listings that sell — and have the conversation most agents avoid.
The numbers
7–10 days
When the market tells you everything you need to know
~$25K
Conservative carrying cost of a 5-month overpriced listing
$0
What overpricing earns in credibility and referrals
The real problem — agents buy listings with price
Overpricing isn't strategy. It's a way to win the listing. You take it overpriced, hope the market proves you right, and "adjust" later.
That's not pricing — that's postponing reality.
And it costs you time, credibility, and future referrals.
Every agent who overprices to win a listing is making a deal with the market. The market always wins. The only question is how much the seller pays to learn that.
The three prices every seller must understand
Aspirational
What they want
The number in the seller's head — driven by emotion, not the market
Marketing price
What attracts buyers
The number that generates showings, creates competition, and builds momentum
Sale price
What the market pays
What buyers will actually offer — based on everything else available for the same price
Buyers don't care what the seller wants. They care what else they can buy for the same price. Your job is to align expectations with that reality — before the market does it for you.
What the market tells you in days 7–10
THE SIGNAL
Showings happening — no offers coming
Few or no showings at all
WHAT IT MEANS
Price is slightly high — buyers are looking but not committing
Price is significantly off — buyers aren't even showing up to reject it
The longer a listing sits, the less it sells for — in both time and price. Days on market is not a neutral metric. It actively works against your seller.
Two sellers — same market, very different outcomes
SELLER 1 — PRICED CORRECTLY | SELLER 2 — OVERPRICED |
|---|---|
List price $699,000 | List price $800,000 |
Days on market 5 days | Days on market 5 months |
Offers Multiple | Price reductions 2 cuts |
Closed at $710,000 | Closed at $700,000 |
Seller 2's carrying costs — 5 months of waiting
Mortgage payments | ~$12,500 |
Taxes, HOA, insurance | ~$5,000 |
Utilities, upkeep, show prep | ~$3,500 |
Stress of staying show-ready for 5 months | Immeasurable |
Conservative total | ~$25,000 |
Seller 2 didn't sell for $700,000. They netted closer to $675,000 — after five months of carrying costs, two price cuts, and lost negotiating power. Seller 1 netted more, faster, with zero drama.
The pricing conversation that wins — say this
On first impressions
"We have one chance to make a first impression with buyers."
On market feedback
"If we don't get strong activity in the first 7–10 days, the market is giving us feedback."
On who sets the price
"Buyers determine value — not us. Would you rather test the market… or take advantage of it?"
On protecting equity
"My job is to protect your equity — not gamble with it. The goal isn't to list the home. It's to sell it."
Hey, Quick Question for You…
What if a newsletter like this one went out under your name to your clients and prospects—without you writing a single word?
We’re considering launching a fully done-for-you local real estate newsletter service where we handle everything:
✔ Writing
✔ Design
✔ Local market personalization
✔ Scheduling + delivery
✔ Database growth strategy
✔ Ongoing content — daily, weekly, or monthly
You become the trusted voice of your market.
We do all the work behind the scenes.
Before we build it, we want your input. 👇
Two choices with every listing
PRICE IT RIGHT | PRICE IT WRONG |
|---|---|
Leverage. Urgency, multiple buyers, protected equity, zero carrying costs, and your credibility fully intact for the next listing. | Regret. You chase the market down, burn showings, lose negotiating power, and close for less — after the seller paid five months of carrying costs. |
"If we price it right, we create urgency. If we price it wrong, we create silence."
The market will eventually get the price it wants. The only question is how much your seller has to pay — and suffer — to get there. Be the agent who prices it right the first time. That's the highest-paid skill in real estate.
Want to start winning listings before your competition figures this out?
Free coaching, instant access, no catch → PremierCoaching.com or text 512.758.0206
— Tim Harris
Tim & Julie Harris® Real Estate Coaching
https://whylibertas.com/harris
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