Ed Klem - Coldwell Banker Southern Realty".

09/25/2026

Agents, have you heard this at a listing appointment? “But the online estimate says my home is worth more.”

That number matters to the seller, so start by listening. Then show them what it can’t tell them about their home: its condition, the quality of improvements, neighborhood details, and the story behind the comparable sales.

A strong pricing conversation starts before you walk through the door:

✅ Research the CMA ahead of time
✅ Bring current MLS data
✅ Choose comps you can clearly explain
✅ Address the online estimate before it becomes an objection
✅ Walk through your recommendation together

The goal isn’t to win an argument with a website. It’s to help the seller make an informed decision with the full picture.

What’s your best response when a seller brings an online estimate to the appointment?

09/07/2026

Happy Labor Day from Coldwell Banker Southern Realty!

Today, we celebrate the incredible agents and staff whose hard work, heart and commitment make everything we accomplish possible.

Your dedication to your clients, your communities and one another is what continues to move our company forward. We’re grateful for each of you—and we hope you take time today to relax, recharge and enjoy the people who matter most.

Thank you for making Coldwell Banker Southern Realty such a special place to call home. 💙⭐

09/03/2026

🏠 **AGENT STATE OF MIND | THE MARKET HAS SPOKEN**

I came across this article today and think it is worth every agent taking a few minutes to read.

**“The Game Is Over: Sellers Are Facing Reality on Pricing and Backing Off Unrealistic Demands.”**

And while the headline may sound a little dramatic, the message is absolutely relevant to what we're experiencing right here in **Middle Tennessee.**

📊 **THE MARKET HAS CHANGED — OUR CONVERSATIONS NEED TO CHANGE WITH IT.**

According to the latest Middle Tennessee numbers:

🔹 Active inventory is approximately **10% higher than last year**
🔹 Months of supply has climbed to roughly **5.6 months**
🔹 Median sales price is essentially **flat year-over-year at $450,000**
🔹 Buyers have more choices and considerably more negotiating power
🔹 Homes that are positioned and priced correctly are still selling

This isn't necessarily a bad market.

**It's a strategy market.**

One of the most important points in the Realtor.com article is that sellers are beginning to understand that pricing a home based upon yesterday's market simply doesn't work in today's environment.

And THAT creates an opportunity for great agents.

Our job isn't to tell a seller what they *want* to hear.

Our job is to give them the information they **need** to hear so they can make the best possible decision.

💡 **Three conversations I believe every listing agent should be having right now:**

1️⃣ **PRICE FOR TODAY — NOT YESTERDAY.**
The first few weeks on the market are incredibly valuable. Don't waste them chasing an unrealistic number.

2️⃣ **COMPETE AGAINST WHAT BUYERS CAN BUY TODAY.**
Your seller isn't just competing against the house that sold down the street three months ago. They're competing against every comparable property a buyer can choose from **right now.**

3️⃣ **SELL THE PAYMENT — NOT JUST THE PRICE.**
Instead of automatically reaching for another price reduction, look at the buyer's actual obstacle. Would seller-paid closing costs, concessions or a rate-buydown create more purchasing power than another reduction?

Here's the opportunity I see:

**Agents who understand the numbers, communicate them confidently and help sellers adapt are going to win listings AND get those listings sold.**

Don't be afraid of this market.

**KNOW this market.**

That's where your value as a professional REALTOR® becomes incredibly powerful.

Take a few minutes and read the article below. Then ask yourself:

👉 **What are you changing in your listing presentation and seller conversations because of today's market?**

Drop your thoughts below. I'd love to get a conversation going inside **Agent State of Mind.**

— **Ed Klem**
Broker | Coldwell Banker Southern Realty

🔵 **Guiding Agents. Growing Businesses. Raising the Standard.**

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