There’s nothing quite like walking into a listing appointment prepared, only to have the seller slide an appraisal across the table before you can even share your thoughts. In this episode, we dive deep into the sometimes-helpful, often-headache-inducing world of pre-listing appraisals in real estate.

Alissa shares a couple of jaw-dropping pricing stories, including one where she was blindsided by an appraisal that came in a full $60K over her estimate—and how she ended up taking the listing anyway (spoiler: she regrets it). Katy and Alissa get real about the pros and cons of pre-listing appraisals, when they’re appropriate, and how they can be both a tool and a trap.

You’ll also hear two real-life case studies that show how appraisals can drastically impact seller expectations—and what happens when those numbers just don’t line up with the market. From lessons learned the hard way to advice you can use in your next listing appointment, this episode is packed with insight, encouragement, and some painful pricing truth.

If you’ve ever struggled to price a property—or convince a seller that their home isn’t worth what Zillow (or their appraiser) says—this one’s for you.

 

 

Here’s what we chat about in this episode:

• What is a pre-listing appraisal and why would a seller get one?

• Real-life pricing fails (and what we learned from them)

• Why appraisals aren’t always reliable in shifting markets

• How to talk to sellers about appraisals without losing the listing

• Why CMAs and appraisals rarely match

• Specific scripts and verbiage to use when appraisals go wrong

• The pros and cons of recommending an appraisal yourself

• How to position yourself as the pricing expert—even when the appraiser disagrees

• Tips for navigating seller emotions and stubborn pricing

Key Quotes/Takeaways

“I should’ve gone in with my Alissa mentality: tell them the truth and let the chips fall.” – Alissa

“Appraisers are only using data from homes that actually sold. They’re not accounting for what’s sitting on the market today.” – Katy

“I prayed I was wrong, but the market proved me right—and the house sat for months.” – Alissa

“Sometimes the appraisal says 510 and your gut says 450… and you take the listing anyway. Don’t do that.” – Katy

“You can get five appraisers and five different values. Your job is to be the constant.” – Alissa

Products, People & Previous Episodes Mentioned:

• Build Your Own Business 101 (BYOB)

• Email Templates 101

• Agent Systems 101

• Buyer & Seller Checklists

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Music:

Straight A’s by Conner Price

The Good Life by Summer Kennedy