Listing Presentation

Roleplaying a CMA/Pricing Strategy Conversation

Here’s how I guide my clients through conversations about pricing.


We all know that pricing a listing properly results in the highest sale price possible. But how do you present a CMA and have a pricing strategy discussion with your client? We’re going through that today, including roleplaying both conversations. I got on a call with my “client,” Camelia, to break down her CMA and what I believe her home’s true market value is.

Cited below for your convenience are timestamps that will direct you to various points in the video. Feel free to watch the full message, or use these timestamps to skip to topics that interest you most:

0:40 — Using recent sales to narrow down a price for Camelia’s home

2:37 — How pricing impacts visibility in the marketplace and what our pricing strategy is

3:51 — Camelia shares her thoughts on the pricing strategy we want to use on her home

5:00 — A unique wrinkle to the D.C. market for homebuyers and sellers

6:25 — Why it’s so important to price correctly right when you list a home

8:20 — Wrapping things up

Ultimately, pricing in this market is all about creating urgency and buyer demand to give your client the best shot at the best possible terms. If you have any questions for me about presenting a CMA, pricing homes, or anything else related to the real estate business, don’t hesitate to reach out via phone or email. I look forward to hearing from you soon.