Why Home Sellers Shouldn’t Choose an Agent Based on Price Alone: The Truth About “Buying a Listing”

When selling your home, choosing the right real estate agent is one of the most important decisions you’ll make. Many homeowners are tempted to hire the agent who recommends the highest listing price — but that can be a costly mistake. Some agents, especially inexperienced ones, use a tactic called “buying a listing” to win your business, even if it hurts your final sale price.

In this article, we break down what “buying a listing” means, why overpricing backfires, and how to choose a real estate professional who will actually maximize your home’s value.

What Does “Buying a Listing” Mean in Real Estate?

“Buying a listing” occurs when a real estate agent intentionally inflates the recommended listing price to persuade a seller to sign with them.
Instead of basing the price on real market data, recent comparable sales, or neighborhood trends, the agent chooses a number that simply sounds good.

This tactic is more common among:

• New or inexperienced agents trying to break into a market
• Agents with few listings who want signs in the ground
• Agents who assume they can reduce the price later once the seller is “locked in”

While flattering, a too-high listing price almost always leads to longer time on market and a lower final sale price.

Why Overpricing Your Home Hurts Your Sale

1. You Lose the Critical First 7–14 Days on the Market

Homes receive the highest visibility and strongest buyer activity early on.
An overpriced listing:

• Appears in the wrong price tier
• Gets fewer showings
• Misses ready-to-buy buyers searching at the correct price point

Once a listing becomes stale, buyers assume something is wrong with it — giving them leverage to negotiate down.

2. Overpriced Homes Attract the Wrong Audience

Buyers compare homes by price range. If your property is priced above where it belongs, buyers in that bracket will compare it to better homes, and buyers who should see it never will.

3. You Risk Appraisal Problems

Even if a buyer does submit an offer, the lender’s appraisal must support the sale price.
Overpriced homes often fail appraisal, leading to:

• Renegotiations
• Delays
• Deals falling apart

4. Overpricing Leads to Price Reductions — and a Lower Net

When a property is overpriced, agents end up recommending multiple price cuts. Studies show that homes with early price reductions typically sell for less than if they had been priced correctly from the start.

How to Avoid Hiring an Agent Who “Buys the Listing”

1. Ask for a Data-Driven Comparative Market Analysis (CMA)

A trustworthy listing agent will provide:

• Recent sold comps (not just active listings)
• Adjustments for square footage, upgrades, condition, and lot size
• Local market trends
• A realistic pricing strategy

If the agent cannot explain their recommended price with data, that’s a red flag.

2. Compare Multiple Opinions — Not Just the Highest One

If one agent’s price is significantly higher than the rest, be cautious.
The home’s true value is determined by buyers and the market, not by the number an agent thinks will win them your listing.

3. Review the Agent’s Marketing Plan

A strong listing agent should offer:

• Professional photography & videography
• Digital and social media marketing
• Local market expertise
• Open house strategies
• Strong negotiation skills

A higher suggested price should never be used as a substitute for real marketing expertise.

4. Prioritize Experience and Accuracy Over Promises

Your goal isn’t just to list your home — it’s to sell it for the highest amount the market will support.
Accurate pricing attracts more buyers, creates competition, and often leads to multiple offers.

The Bottom Line: Choose Your Agent for Their Strategy, Not Their Price

It’s natural to want the highest price for your home, but choosing an agent solely because they recommend the biggest number can backfire.
Instead, look for a real estate professional who:

• Provides a data-backed pricing recommendation
• Understands your local market
• Has a proven marketing plan
• Communicates clearly and honestly
• Focuses on maximizing your net proceeds — not inflating expectations

At Armstrong Field Group, we provide accurate home valuations, transparent pricing strategies, and modern marketing systems designed to get sellers the strongest results — not just win the listing.

If you’d like a free, no-pressure home valuation, we’re happy to prepare a detailed analysis for you.