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Why Overpricing Doesn't Work

I talk with a lot of potential clients who believe that overpricing will work to their advantage because it will give them ‘bargaining room.’

And when I run into sellers who want to overprice their home, I tell them that although overpricing in a rising market may be appropriate, no one has ever been successful by overpricing in a falling market.

Leaving room to negotiate down on your price isn’t as valuable a negotiating tool as bringing in a greater number of highly motivated buyers.
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