Tired of hearing “Let’s just price it high and see what happens”? In this straight-talking episode of Your Real Estate Mama, Jan Scott (with over 35 years of experience and a whole lot of gray-hair wisdom) reveals why that strategy almost always backfires—and exactly how to price your home right the first time for top dollar and a quick sale.

Jan breaks down the three most common seller reactions that lead to zero offers, long days on market, and painful price reductions. If you’re getting ready to sell, this episode will save you time, money, and a ton of stress.

What You’ll Learn:

• Why “If they want it bad enough, they’ll make an offer” almost never works in today’s educated-buyer market
• The hidden danger of pricing high to “leave room for lowball offers” (and how it actually scares buyers away)
• Why refusing to look at any offer below a certain number can cost you thousands
• How buyers today know your home’s value before they even step inside (thanks to Zillow, AI, and public data)
• The proven way to price with real sold data—not emotion, hope, or need—so you attract multiple offers fast
• Jan’s “Mama Wisdom” on trusting data over feelings to get the outcome you want

Key Topics Discussed:

• The psychology of today’s hyper-informed home buyers
• How overpricing stops buyers from even clicking—or walking through the door
• Why days on market matter more than ever (and how high DOM crushes your negotiating power)
• The power of negotiation: every offer is an opportunity, not an insult
• Pricing with market data vs. pricing with emotion
• Turning a “lowball” into your ideal sale price through smart counteroffers

Timestamps:

00:00 – We all want top dollar… but emotion can cost you
00:27 – Meet Your Real Estate Mama, Jan Scott
01:16 – Mistake #1: “They’ll just make me an offer”
02:06 – Mistake #2: Pricing high for “negotiation room”
03:20 – Mistake #3: “Don’t bring me anything under X price”
04:12 – Pricing with data, not hope
04:38 – Mama Wisdom + Scripture (Proverbs 19:20)
05:02 – Wrap-up & how to connect with Jan

Show Resources:

• Email Jan directly: jan@yourrealestatemama.com (she’ll even help you find a great agent anywhere in the U.S.!)
• Follow on Facebook: Your Real Estate Mama Podcast
• Scripture reference: Proverbs 19:20

Favorite Quotes:

• “When a home sits, the days on market climb—and the higher that number goes, the lower your offers get.” – Jan Scott
• “All offers are good offers because they mean someone cared enough to start the conversation.” – Jan Scott
• “When we trust wisdom over emotion, we win.” – Jan Scott

Send Jan a text

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Email: jan@yourrealestatemama.com
Follow on Facebook: @YourRealEstateMamaPodcast