Don't Hire The Hype. Hire the Process.

Every homeowner wants the same thing when selling: the highest possible price, with the least amount of stress, and (usually) in the shortest reasonable time.

And that’s exactly where a common problem begins.

In real estate, there’s a term known as “buying the listing.” It happens when an agent tells a seller exactly what they want to hear (usually a price that feels exciting, validating, and optimistic) in order to secure the listing.

At the time, it feels good.

Until the market answers back.

Because the market, unlike people, doesn’t negotiate with emotions.

The Real Cost of Overpricing

When a home is introduced to the market at a price that isn’t supported by buyer behavior, a predictable cycle begins:

    •    Showings slow down.

    •    Buyers hesitate or wait.

    •    Days on market accumulate.

    •    Price reductions follow.

Ironically, the home that was supposed to achieve a premium price often sells for less than it would have if positioned correctly from the start.

Why? Because buyers begin to wonder what’s wrong. Momentum fades. The home loses its sense of urgency.

And momentum, especially in today’s market, is everything.

The Difference Between Hype and Process

A strong listing agent doesn’t win the job by promising the highest number.

They earn it by explaining how the highest price is actually achieved.

That requires a process.

A real process includes:

    •    Honest pricing conversations grounded in data and buyer psychology

    •    Strategic positioning within the current competitive landscape

    •    Professional preparation before hitting the market

    •    Marketing designed to create demand, not just exposure

    •    A clear plan for the first two weeks when interest is highest and leverage is strongest

The goal isn’t to chase the market. The goal is to lead it.

Truth Builds Trust

The best outcomes rarely come from hearing what feels good in the moment. They come from hearing what’s true, even when it’s not the easiest conversation.

An agent who is willing to be honest upfront is protecting your outcome later.

Because pricing is not about optimism.

It’s about strategy.

Don’t Hire the Hype. Hire the Process.

Selling a home, especially a significant one, is too important to be based on enthusiasm alone.

Marketing matters. Negotiation matters. Experience matters.

But without a thoughtful, repeatable process guiding those decisions, even the most energetic presentation can fall apart once the home hits the market.

The right agent doesn’t just tell you what your home could sell for.

They show you how to position it so the market proves it.