What Happens When You 'Try a Higher Price First'?

Let’s face it - most owners naturally hope to achieve a little more than where the market is sitting. That's completely understandable. But as agents, your role is to help them make decisions based on market evidence, not wishful thinking.

One of the biggest mindset shifts you can make is to stop talking about price reductions and start talking about price alignment.

Those are two very different conversations.

When a property is launched above where the market is prepared to buy, the strategy often becomes, "Let's just try the higher price first."

You can certainly do that but it's important your client understands the risk.

The market doesn't wait.

While a property sits without generating the right level of enquiry, buyer interest begins to fade. Weeks pass, the campaign loses momentum, and eventually the seller arrives at the same market price they could have started with—only now the property has become stale.

Instead of leading the market, they're following it down.

The opportunity is to have that conversation earlier.

Explain that pricing isn't about giving money away. It's about positioning the property where buyers are willing to engage today. That's what creates inspections, competition, and ultimately the best chance of achieving a premium outcome.

Rather than asking, "Can we try a higher price first?" ask a different question:

"When would you like to meet the market—today, while buyer interest is at its highest, or after several weeks when we've lost momentum?"

That simple shift changes the conversation.

Great agents don't just help clients sell property. They also help them understand the market and make confident decisions.

And that's where your value truly lies.