Landing on a price that is both realistic for the market and appealing to sellers is no easy task.
Use the tips from our Pricing Pointers Handout (right) to explore difficult pricing situations. Discussing these tricky elements of the listing presentation will help prepare your salespeople should challenging scenarios arise. Distribute the sheet and present it as a basis for a discussion of how participants should work with sellers to arrive at a realistic sales price for the home.
Choose one participant, and ask them to read one of the bulletpoints and give an example of a situation where the tips might be especially important or helpful.
Go around the room, involving other participants until all the bulletpoints have been discussed. Finally, ask participants to share other pricing tips for group discussion.