“How Much Is My House Worth?”

Why I Never Answer That Question—and What I Do Instead

It’s not your job to guess what a home is worth.

That’s right.

Here’s what most agents do:

They show up with a 73-page CMA report, spiral bound, maybe even laminated.
They talk for 45 minutes about every chart, stat, and market data that no one cares about.

They leave the seller confused, tired, and overwhelmed.

But let me ask you this…

Do you think a seller cares about a chart on page 34 that shows the absorption rate for three-bedroom homes built before 1995?

Nope.

What do they want to know?

“How much can I get for my house?”

So how do you price a home without sounding like every other agent? 

Step 1: You do the CMA with them on the screen. Make the Seller Part of the Process

Instead of walking in with a pre-made CMA, share your screen and pull up the MLS together. Let them see real-time data with their own eyes. This instantly builds trust because they’re involved in the process—they’re not just hearing your opinion, they’re seeing the facts.

The Script That Sets You Apart

Agent: “Mr. and Mrs. Seller, I think it would be completely irresponsible for me to just throw out a number. Can I explain why?”

And they always say,

“Wait—what? Yeah, sure…”

Here’s what you tell them:

Agent: “Well, anytime you ask an agent what they ‘think’ your home is worth, you’re asking a human being to guess the value of your most important investment. 

Some agents don’t even do a CMA. They just walk in and throw out a number to win your business. But that’s not how I do things. Your home’s value shouldn’t be a guess. So instead of giving you my opinion, here’s what I propose—we look at the market together, side by side, and you tell me what you think your home is worth based on the actual sales.”

Step 2: Compare Apples to Apples

Don’t just throw out a number. Show sellers comparable homes that have sold.

“You have a 4-bedroom, 2,000 sq. ft. home, right? 

Here’s one with 1,900 sq. ft. in the same condition that sold for $475,000. 

Should your home sell for more or less?”
Seller: “More.”
”Great! So we know your home should sell for more than $475,000.”

Pull up a home that sold for MORE.

“Now, here’s a home that sold for $525,000. 

It has 2,100 sq. ft.—just 100 sq. ft. more than yours. Yours and theirs are in mint condition and fully landscaped and staged.  You both have 4 bedrooms and 2 car garages. Right? You're all in the same neighborhood. You're all within half a mile of each other.

3. Get Them to Say the Number

“So based on this data, what do you feel an appraiser would value your home at?”

Do you think an appraiser would say your home is worth $50,000 less because of 100 sq. ft.?”
Seller: “No, probably not.”

So now we’ve got a range. $475k to $525k.

🧠 Why This Works (Psychology Tip)

When you ask them what they want for the house, they get hopeful.

When you give them your opinion, they get defensive.

But when you ask what an appraiser would do?

Suddenly, they’re thinking like an appraiser—not an emotional homeowner.

And here’s the best part: when sellers feel like they arrived at the number themselves, they’re much more likely to accept it.

This removes the pressure from you. 

This keeps you from being the “bad guy” and puts the focus on data, not opinions.

And that’s the key.

What If They Want More Than the Home Is Worth?

Let’s say the seller says, “Well, I need to get $600,000.”

Instead of pushing back, ask:

“Do you think a buyer would pay an extra $125,000 for just 100 more sq. ft.?”

“More importantly, do you think an appraiser would appraise your home for $600,000?”

If they still resist, give them this reality check:

“Even if a buyer agreed to overpay, their lender still requires an appraisal. If the appraisal comes in too low, the deal falls apart. So do you still want to list at a price that will cause it to sit, or do you want to price it right and get it sold?”

🧾 When It Comes to Pricing, Remember This:

• Don’t guess.

• Don’t give your opinion.

• Don’t talk too much.

When you make the appraiser the “bad guy” and you stay the helpful guide, sellers respect you more.

They don’t shoot the messenger.

 They lean on you for truth.

Just say this:

“My job isn’t to convince you to sell.
It’s to give you the facts, so you can decide what’s best for you.”

That’s what professionals do. And that’s how you win more listings—with less effort and a lot more trust.

Try this method at your next listing appointment, and watch how differently sellers respond. 🚀