Don''t be wishy washy.

When you get to the pricing discussion, it''s imperative to be professional and firm. Carol Royse, a sales associate at Keller Williams Realty East Valley in Tempe, Ariz., uses the following dialogue: “I know you told me you think your house is worth $500,000. With your permission, I’m going to show you some data to help us determine an accurate price for your home.” She then goes through each comp, asking for the sellers’ agreement every third or fourth home: “This house is two blocks over with your same floor plan, and it recently closed for $405,000. Do you see that house?” What if sellers claim their house is nicer? “I’ll say, ‘I understand your house has some nice upgrades. However, that house had similar upgrades. I’m going to mark this as a star comp, very similar to your house within the last 30 days.'' If I’ve done my job well, they’ll ask what I think their home should be priced at, and I’ll give them my number.”