Why It's Not Selling: The Seller Pricing Conversation, Backed by Real Data

Jerad Larkin
Jul 30
5 min read

There is inventory right now and listings are sitting. Your seller is antsy. You are getting creative on marketing. And somewhere in the back of your mind, you think the property might just be priced too high.

That is a hard conversation to have on instinct. It is a much easier conversation to have with data.

What you get here

Two prompts that do the heavy lifting. Both run on real MLS data you export yourself, and neither one invents a statistic. That matters, because the moment a seller catches a made-up number, you have lost the room.

The Standout Insight. One unexpected, data-backed observation that makes a seller think you understand how to maximize their property's value. Then it answers the question directly: are we overpriced?
The Full CMA. A complete, presentation-ready Comparative Market Analysis built from your MLS data and the subject property's physical characteristics.

What used to take three hours of pulling comps takes about twenty minutes.

Step 1: Pull your data

Run a search for closed sales in a radius around your listing, or in the same subdivision. One mile is a good starting point. Widen it if the neighborhood is thin.
Add active and pending when you want to show your seller what they are actually competing against right now.
Export using Full Export, not the short version. This is the step that matters.
Gather your subject property's details: beds, baths, finished and unfinished square footage, garage count, lot size, year built, and home type.

Why Full Export matters: it includes seller concessions, days on market, original list price, and above grade finished square footage. Those are exactly the fields that reveal why one home sold in nine days and yours has been sitting for ninety.

Prompt 1: The Standout Insight

Use this when you want one sharp observation to open the conversation with. Upload your export, switch to a Thinking model, and paste this.

I am preparing for a conversation with my sellers about this property and need a single, standout market insight that will impress the seller. The subject property is in the MLS sheet that is attached.

The insight should be data-driven, nuanced, and directly relevant to this property's unique characteristics and current market conditions.

Importantly, the insight must be drawn exclusively from the provided MLS data, without fabricating or making up any statistics.

Highlight an unexpected trend or value that impacts the home's sale price or market positioning, making the seller think, "This agent truly understands how to maximize my property's value."

Are we overpriced? What can we do to get this property under contract?

Prompt 2: The Full CMA

Use this for a listing appointment or a full repositioning conversation. Fill in the subject property details before you run it.

You are a real estate market analyst. I will provide two things: MLS spreadsheet data, and subject property details.

Your job is to create a nuanced, accurate, and presentation-ready Comparative Market Analysis (CMA) for a listing appointment.

MLS DATA INSTRUCTIONS

Only use the MLS spreadsheet data I provide. Do not fabricate or estimate statistics. Analyze trends using only the actual properties in the data.

SUBJECT PROPERTY INSTRUCTIONS

Use only the physical characteristics of the subject property: beds and baths, finished and unfinished square footage, garage count, lot size, year built, and home type (for example 2-story or ranch).

Do not use its previous list price or sale price.

SUBJECT PROPERTY DETAILS

Address: [Insert full address]
Square footage: [for example, 2,350 sqft]
Bedrooms and bathrooms: [for example, 4 bed, 3 bath]
Lot size: [for example, 0.25 acres]
Year built: [for example, 2005]
Notable features or condition: [for example, renovated kitchen, new roof, backs to open space]
Other relevant notes: [for example, school district, corner lot]

CMA OBJECTIVES

1. Compare the subject home to others within plus or minus 500 finished square feet, similar bed, bath, and garage count, and home type, within a 1-mile radius or the same neighborhood.
2. Surface pricing trends and metrics such as days on market, price per square foot, and concessions.
3. Identify unexpected insights that could affect market strategy, for example finished basements selling faster, or overpriced homes stagnating.
4. Make it simple for a homeowner to understand. Use plain language, bullet points, subheadings, and bold key data.
5. Recommend a target price range to list the home that helps it sell quickly, not sit.
6. Output must be Gamma-ready: a clear, logical format that transfers easily into a slide deck.

YOUR ROLE AND DELIVERABLES

Analyze the MLS data and produce insights that help me identify the 3 to 5 most relevant comps based on similarity in location, size, features, and recent activity. Provide a recommended pricing range based on price per square foot, list-to-sale ratios, and market conditions. Summarize market trends such as pricing shifts, days on market, and supply and demand signals. Highlight neighborhood, zip code, or school district trends where applicable. Call out agent or brokerage performance data if it is useful for positioning.

GUIDELINES FOR OUTPUT

Only use the data provided. Do not speculate or fabricate. All insights must be data-backed and clearly explained. Keep insights relevant to seller decision-making, especially around pricing and timing. Ensure the response follows Fair Housing laws and local MLS rules, and describes the property rather than any type of buyer. Do not use em dashes.

OBJECTIVE

Help me walk into my listing appointment confident and prepared, with a clean CMA that justifies my pricing strategy and communicates my expertise.

Then make it presentable

Copy the output into Gamma.app and it builds you a designed report you can hand your seller. A free account gets you started. Walking into that meeting with a real document instead of a verbal opinion changes the whole tone of the conversation.

How to actually use it in the room

Lead with the standout insight, not the price recommendation
Let the comps make the argument instead of making it yourself
Present a range, not a single number
Bring options beyond a price cut: staging, photography, marketing, terms, concessions

The point is not a price cut

The goal is not to talk your seller into a reduction. It is to walk into that meeting with something better than an opinion.

Sometimes the data says you are priced right and the marketing needs work. Sometimes it says the finished basement three doors down is why that house sold in a week and yours did not. Either way, you find out before your seller starts wondering whether they picked the right agent.

I teach this live in my AI classes and workshops across the Front Range. If you want help setting it up, reach out anytime.

Jerad Larkin

Account Executive, Chicago Title of Colorado

303.630.9430 | Info@MileHighTitleGuy.com | MileHighTitleGuy.com

This content is for general informational and educational purposes only. It reflects my personal opinions and industry experience and is not legal, financial, or tax advice. AI gives you a strong starting point, but you are responsible for verifying every number before you present it to a client, including Fair Housing, MLS, and brokerage compliance. When in doubt, check with your broker.

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