231 - How To Nail Your Next CMA and Pricing Discussion

The comparative market analysis (CMA) is one of the most important skills that a real estate agent will learn in their career. It’s also, one of the more challenging topics to research and communicate.

In this episode, we break down how to nail your next CMA and how to discuss pricing with sellers. For example, how to we handle sellers who want to overprice their listing? Or how do we know if your CMA is accurate? These questions will be answered in this episode.

Also, you’ll have access to some of the top scripts that you can use when communicating a CMA. You can use these scripts and dialogues in a listing presentation in order to overcome pricing objections.

0:00 Intro

1:10 Focus on buyers

2:34 But I paid a certain price for an upgrade

3:20 Script: Sellers want more, buyers want to pay less

4:41 List price vs sale price language

6:42 Script: Overpricing and underpricing

7:05 What goes into the CMA

8:02 Script: You’re the boss, I’m the expert

10:15 The four things a seller wants

12:39 Competition and competition

15:34 New agent CMA mistake

17:15 Number of comparables vs. closest comparables

18:57 Actives vs solds

19:37 Depreciation

23:04 Risk vs reward

25:34 Using data to discuss overpricing

29:00 How to position ranges of prices

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Rev Real Estate School is here to teach real estate agents how to become successful in their careers and 2x your production while working 5 days per week by working your SOI. The real estate agent tips and tricks will benefit beginner agents and growing REALTORs® with marketing ideas, database marketing, social media, scripts, dialogues, habits, mindset, networking, skills, and negotiation.