The Price Trap: Why Some Agents Overquote Just to Win Your Listing

If you’re preparing to sell your property, you’ve likely spoken to a few real estate agents already. And you’ve probably noticed that not all their price estimates align. In fact, some may sound surprisingly high—so high that it’s hard not to get excited. But here’s the hard truth: some agents will promise you a dream price they know isn’t realistic, just to get you to sign the listing agreement.

It’s a tactic known as overquoting, and while it might feel flattering at first, it can cause major headaches later in your selling journey.

Here’s the hard truth: some agents will promise you a dream price they know isn’t realistic, just to get you to sign the listing agreement.

Why Do Agents Overquote?

Real estate is a competitive business. Agents are constantly vying for listings, and sometimes, the easiest way to win a vendor’s trust is by telling them what they want to hear. If Agent A tells you your property is worth $950,000 but Agent B confidently says they’ll get you $1.1 million—it’s tempting to go with the higher estimate. Who wouldn’t want an extra $150,000?

But often, that higher figure is never truly achievable. The agent’s goal isn’t necessarily to get you that price—it’s to get your signature on the contract.

The Consequences of Overquoting

Once your property hits the market, reality begins to set in. Here’s what typically happens when a property is listed at an inflated price:

• Lack of buyer interest: 

Serious buyers do their research. If your property is overpriced, they may dismiss it outright—especially if they’ve seen comparable homes for less.

• Stale listing syndrome: 

A property that sits on the market for too long becomes stale. Buyers begin to wonder what’s wrong with it, and you lose negotiating power.

• Emotional rollercoaster: 

Sellers often feel misled and frustrated when their expectations aren't met. This creates stress and disappointment that could have been avoided with honest advice from the start.

• Price reductions and weaker outcomes: 

Eventually, the agent may advise you to drop the price to attract buyers—often to the original price range you were told by more realistic agents. But now, you’ve lost time, momentum, and potentially money.

How to Spot Unrealistic Price Promises

There are a few red flags to look out for when interviewing agents:

• No evidence: 

If the agent can’t show you recent, comparable sales to support their price estimate, be cautious.

• Avoiding tough questions: 

If you ask how they arrived at the figure and the answer is vague, trust your instincts.

• Pressure to sign quickly: If the agent seems overly keen to lock in your listing without fully explaining the strategy, they may be prioritising their own pipeline over your result.

  
  

Why Honest Advice Matters

The best agents—and the best results—come from transparency, strategy, and strong negotiation skills, not inflated promises. A good agent (or vendor’s advocate) will:

• Provide recent, relevant comparable sales

• Explain local market trends and buyer behaviour

• Outline a pricing strategy that attracts the right buyers

• Work to maximise your sale price through presentation, timing, and negotiation—not fantasy figures

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How We Can Help You Avoid the Trap

At Walsh Brown Property, we act as your independent Vendor’s Advocate, helping you select the right agent based on skill—not sales pitch. We guide you through pricing strategies backed by data, not empty promises, and we keep the entire sales process transparent, on track, and stress-free.

We’ll ensure your property is presented, priced, and promoted properly—so you’re not left disappointed, or worse, undersold. Our goal is to help you make confident, informed decisions that lead to the best possible result.

Ready to Sell Smart?

Selling your home is one of the biggest financial decisions you’ll ever make. Don’t be swayed by unrealistic price tags—get the right advice and the right support from the start. Contact us today at aly@walshbrownproperty.com.au or 0411771181 for expert advice and assistance with your property journey.

*** Disclaimer: The information provided in this blog is intended for general informational purposes only. While we have made every effort to ensure the accuracy and reliability of the content, it should not be considered as personalised or professional advice. The homebuying process can vary based on individual circumstances, property types, and location-specific regulations.