When the Seller Thinks You’re Wrong

Every agent has heard it:
“That price seems low.”

The room goes quiet. You can almost feel the air change.

This is where most agents start defending. The smart ones start listening.

Don’t argue. Reframe.

When a seller disagrees, it’s rarely about the math. It's an emotion.
You see data; they see memories.
The trick is to guide, not fight.

Try this:
“I totally understand why you’d hope for that number. Let’s take a look at what the market’s actually saying.”
Now you’re on the same side, you against the market, not you against them.

Use your CMA as evidence, not ammunition.
Show what’s sold nearby. Show what’s still sitting. Ask what those sellers might be feeling right now.
That’s empathy with numbers.

Remember this line:

“The market decides, not us. My job is to help you understand how it’s decided.”

That line turns tension into teamwork. It’s calm. It’s confident. And it reminds sellers you’re not guessing , you’re interpreting.

If they still need time, that’s fine. Suggest checking in after two weeks on market activity. The data will do the talking.

Key idea: The CMA isn’t about winning an argument. It’s about building trust through truth.
The price might be uncomfortable. Clarity never is.