Letting & Estate Agent Podcast Overvaluing - Ep. 2454
Jan 20, 2026
In this insightful discussion, real estate coach Tom Panos shares his expertise on the pitfalls of overpricing properties. He emphasizes that agents often inflate prices as a shortcut to secure listings. Tom also addresses how to handle conflicting valuations by aligning vendor expectations with market realities. He advises on the importance of revisiting pricing based on early interest and using data to propose adjustments. With his practical strategies, Tom reveals how to effectively manage vendor expectations and drive competition for a successful sale.
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Why Agents Overprice To Win Listings
- If an agent has nothing credible to offer, they will lie about value to win business.
- Tom Panos says the biggest liar gets the job because overpricing is a shortcut to winning listings.
Promise To Try, Back Up With Data
- Tell vendors you will try to get their number while explaining your comparables suggest a lower price.
- Tom Panos advises finding a buyer who shares or exceeds the vendor's value view rather than imposing a single 'recommended retail price'.
Use Early Metrics To Trigger Price Alignment
- Set launch metrics and review them a week after listing to avoid surprises.
- If metrics miss, realign the guide price by a small amount to create buyer excitement and competition.