Should You Hire the Agent Who Suggests the Highest Price?

Be careful with the agent who suggests the highest price. Sometimes that number is honest. Often it's how an agent wins the listing, knowing the price will come down later. The cost of that approach lands on you: months on the market, a long price history, and buyers who assume something's wrong. Hire the agent with the best evidence, not the biggest number.

What does overpricing to win a listing cost a seller?

This fall I spoke with a homeowner whose two-family had been listed at a price far above any comparable sale, then reduced in small steps for most of a year. It never got a serious offer. By the time it came off the market, the only offers were from investors expecting a desperate seller.

The agent may have made a little more on paper by suggesting a big number. The owner lost a year, a lot of stress, and real leverage. That's what transactional advice looks like.

What should you ask every agent you interview?

1. "Show me the comparables." Active, under agreement, sold and expired, not just the best sales.
2. "Where does my home sit against what's on the market today?" Buyers compare, so your agent should too.
3. "What happens if we get no offers in the first two weeks?" A good agent has a plan before it's needed.
4. "How will you report back to me?" Views, saves, showings, feedback and offers. Real numbers, not just "it's slow."
5. "What would you tell me if the price is wrong?" Listen for whether they'll tell you the truth.

What does good advice sound like?

Sometimes it's uncomfortable. "Your number is higher than the market will pay." "Fix this before we list." "Wait until spring." An agent who's willing to say those things in the first meeting will say them when it matters.

I approach it like a consultant: bring the evidence, tell the truth, and explain the options. If that means you list with someone else, or don't list at all, that's better than a year of chasing the market.

Questions people actually ask.

Why do agents overprice homes?

Sometimes they genuinely misread the market. Sometimes a high number wins the listing, and they plan to reduce later. Either way, ask for the evidence.

Is it bad to start high and come down?

It usually costs more than it gains. The first few weeks bring the most attention, and a price that doesn't compete wastes them.

How many agents should I interview?

Two or three is plenty. Compare their evidence and their plans, not just their numbers.

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This article is general information about Massachusetts real estate, not legal, tax, or financial advice. Every property and transaction is different. For advice on your situation, talk with me and, where appropriate, an attorney, lender, or tax professional.