How the hell do you beat Overvaluing?
Nothing winds estate agents up more than losing a listing to an overvaluer.
You know it. I know it.
It stinks.
But the reason you’re not beating it isn’t because you’re wrong.
It’s because you’re going about it the wrong way.
When a homeowner has been promised an inflated price, most agents try to fight it with logic.
Comparables. Market trends. Days on market.
Problem is, logic doesn’t win hearts.
It never has.
Harvard research shows that 95% of decisions are made emotionally first — and then backed up by logic afterwards.
If the emotional side of the brain says ‘no’, it doesn’t matter how many facts you throw at it. You’ve already lost.
If you want to beat an overvaluer, you have to win the emotional battle first.
How?
Storytelling.
You need to tell them a real story.
A story about someone just like them who picked the wrong agent, went with the wrong price, and paid the price for it.
The disappointment.
The embarrassment.
The damage it did.
Make it real. Make it relatable.
Only then — and only then — do you hit them with the logic.
The comparables. The evidence. The plan.
Emotions first.
Logic second.
Every time.
That’s how you beat an overvaluer at their own game.
Nothing winds estate agents up more than losing a listing to an overvaluer.
You know it. I know it.
It stinks.
But the reason you’re not beating it isn’t because you’re wrong.
It’s because you’re going about it the wrong way.
When a homeowner has been promised an inflated price, most agents try to fight it with logic.
Comparables. Market trends. Days on market.
Problem is, logic doesn’t win hearts.
It never has.
Harvard research shows that 95% of decisions are made emotionally first — and then backed up by logic afterwards.
If the emotional side of the brain says ‘no’, it doesn’t matter how many facts you throw at it. You’ve already lost.
If you want to beat an overvaluer, you have to win the emotional battle first.
How?
Storytelling.
You need to tell them a real story.
A story about someone just like them who picked the wrong agent, went with the wrong price, and paid the price for it.
The disappointment.
The embarrassment.
The damage it did.
Make it real. Make it relatable.
Only then — and only then — do you hit them with the logic.
The comparables. The evidence. The plan.
Emotions first.
Logic second.
Every time.
That’s how you beat an overvaluer at their own game.
