Anthony Young, Chief Appraiser | SF-Bay Area
Italians might be able to throw spaghetti at the wall and make it work, but in real estate—especially in tricky markets—that kind of “guesswork” just doesn’t cut it. Clients are already wondering what makes you different, and you need to answer with solid data that proves your value.
Sure, you could show the same CMA (Comparative Market Analysis) as every other agent, but what if you went deeper? Imagine this: a property went into escrow in February. A savvy agent doesn’t just rely on that number as is—they adjust it by 3% to account for today’s market conditions.You can find this number by comparing median price from when the comparable when into contract and compare it to today's median price. Or take a sale from last year. You don’t stop at the sold price; you adjust it down (or up) to reflect current trends.
Here’s a real example: I recently worked with an agent who told me, “The last sale in the area was $1.28 million, but there haven’t been any recent transactions.” So, I showed her how to refine her approach. Adjusting for a 5% market decline, that property would sell for $1.216 million today. But we didn’t stop there. I asked her, “What’s the list price to sales price ratio in this neighborhood?” She didn’t know—and that’s the next key step.
After determining the fair market value, you factor in the list-to-sale price ratio. For instance, if the ratio is 3% over list price, you subtract that from $1.216 million. That brings the list price down to $1.179 million, allowing the market to compete up. Why? Because buyers are often conditioned to expect properties to sell above list price. If your list price doesn’t account for this behavior, buyers may assume the home is overpriced and lose interest.
When you present data-driven strategies like these and explain them clearly, you’re not just another agent—you’re the expert. Showing clients not only what properties should sell for but also why gives you a competitive edge and earns their trust.
Want to stay ahead of the game? Follow me on Instagram @Anthony_young_appraiser, and check out my website, ValuedAudit.com, for my Pricing and Appraisal MasterClass. Questions? Shoot me an email at Anthony@valuedaudit.com.
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