Letting & Estate Agent Podcast Why do estate agents over value? - Ep. 2470
Feb 9, 2026
Josh Phegan, global real estate coach who trains agents on valuation and sales process. He explains why agents overvalue homes due to limited market skill. He shows how tracking listed vs sold prices exposes overvaluers. He discusses risk conversations, forecasting and how transparent data storytelling wins more listings and boosts completion rates.
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Overvaluing Stems From Skill Gaps
- Many agents overvalue properties because they lack skill and market knowledge.
- Tracking real market data reveals consistent overvaluation patterns you can use as evidence.
Use A Market Log As Proof
- Keep a local market log of every listing's ask and sale outcome to benchmark competitors.
- Use that document to show owners how rivals consistently overstate values.
Lead With Objections And A 60-Day Trial
- Bring up objections before the owner does to build credibility and control the conversation.
- Offer a short trial listing (e.g., 60 days) and show transparent data comparing told price versus achieved sale price.