09/18/2025
I watched this happen last week.
An agent sat across from sellers who wanted to list at $750k.
Market analysis said $650k max.
The agent could've nodded, taken the listing, and collected marketing fees for 6 months while it rotted.
Instead, they spent two hours explaining why that price would kill the sale.
Showed them the days-on-market data.
The psychology of stale listings.
The actual comps, not the wishful ones.
The sellers got angry.
Said they'd find someone who "believes in our home."
They did. Found an agent who promised them the moon.
Listed at $750k.
That honest agent lost a $19,500 commission opportunity.
They also lost nights of sleep, weekend showings, marketing expenses, and months of effort on a doomed listing.
Some would say they lost.
But here's what really happened:
They maintained their reputation.
They kept their integrity.
They can sleep knowing they didn't waste everyone's time and money on a fantasy.
They'll get the listing in 6 months when reality sets in, except now it'll be priced to actually sell.
The agents who tell you what you want to hear?
They're not confident.
They're desperate.
They'll take any listing at any price because they need the inventory, even if it's worthless.
They'll blame "the market" when your house sits.
They'll suggest price drops every two weeks.
They'll eventually disappear when you need them most.
The agent who risks losing your business to tell you the truth?
That's the one who will fight for you when it matters.
Who will tell buyers' agents the hard truths too.
Who will negotiate from strength, not desperation.
Professionalism isn't about being agreeable.
It's about being right, even when being right costs you money.
