Check 1
Start with the best closed comps
Use recent, nearby, similar closed sales first. Active listings show competition, but closed sales show what buyers and appraisers have already accepted.
A strong pricing recommendation is more than a target number. It connects comparable sales, visible adjustments, current competition, and the seller’s risk tolerance into one clear strategy.
Use recent, nearby, similar closed sales first. Active listings show competition, but closed sales show what buyers and appraisers have already accepted.
Rank comps by distance, sale date, size, bed and bath count, condition, lot, garage, pool, basement, and neighborhood fit so the seller sees why each one earned a place in the report.
Convert differences into plain-language value adjustments. The goal is not to overwhelm the seller, it is to show the few differences that explain the recommended range.
Frame the choice as lower risk, best match, and stretch. Each scenario should include the likely tradeoff for showing activity, negotiation leverage, appraisal risk, and days on market.
If your CMA answers these six questions, the seller is less likely to hear the price as a personal opinion.
Which closed sales would a buyer use to justify paying less?
Which comp is most similar after condition and size adjustments?
What feature creates the strongest value premium for this property?
What feature creates the biggest pricing objection?
How fresh are the comps, and has market pace changed since they sold?
What price would create a confident story if the first offer comes in low?
“We can test a stretch price, but I want the decision to be intentional. Here is the comp-supported range, here is where the stretch price sits above it, and here is the signal we will watch during the first two weeks.”
“That sale is important. Let’s adjust it for the differences buyers would notice first: size, condition, upgrades, lot, garage, and timing. Then we can see whether it still supports the target price.”
“Waiting only helps if the likely price gain beats carrying costs, competition risk, and uncertainty. I want to compare today’s comp-backed range with what would need to change for a higher number to be realistic.”
CompIQ helps agents prepare this checklist with property facts, comparable sales, similarity scoring, current market context, and line-item adjustments. Property and comparable data is sourced through third-party data providers where available. CompIQ reports are for pricing support and are not licensed appraisals.
Run CompIQ before the listing appointment and bring a comp-backed recommendation with the logic already written out.
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