There are two main problems that can be seen with homes being listed and not listed. With many listed homes the listing price seems to be a little, make that very, unrealistic. Why would a Realtor willingly sign a listing contract if they thought the price was ridiculous and would almost certainly never lead to a sale? This also ties into the many homes for sale that are not listed because the seller has unrealistic expectations.

What should a Realtor do in these types of situations? You can give a CMA, full of complicated stats and diagrams, that confuse and bore the potential client. People always like numbers right? Honestly, when a bunch of numbers and quotes and stats are thrown at them, people normally get bored, and decide to stick with their original idea or opinion. Too many numbers don't convince them, but confuse them.

Instead it would be better to take just a few numbers and use your CMA presentation to talk honestly to the potential client and let them know why their home would not list for X price and at what price they would have a great opportunity to sell at. Let them know why your years of experience would drive you to this opinion. Let them know that in your opinion selling at X price would probably have them waiting X amount of years. Or better yet, let them know that by making certain changes they might have a better shot at selling with a figure near what they had hoped for.

Also, it never hurts to throw in what you will do, differently then all the other Realtors they could pick from, to help them sell as soon as possible and to keep them updated on your progress. Let them see that your personality and your approach is better then anyone else´s. Make sure you're not using the same approach as everyone else, because most sellers interview more then one Realtor before deciding who they will go with.