After you’ve done all of this, ask the seller: “Based upon what you see here, where would you like to price your home?”.
Here’s where the fun begins.
If they’re smart, they’ll give you a price in the range you laid out for them. When that happens, confirm the price is good and then move on to your net sheet.
If they say: “That’s why you’re here. We want you to give us the price”, then your reply is: “I’m confident that your home will sell in the range I’ve presented for you here. It’s your home and as a result of that, it’s important you choose the price at which you’d like it to sell. Where would you like to price your home based up on what I’ve shared here?”
Close for the price and move on to the net sheet.
If they say they wanted a higher price, ask them: “How did you arrive at a higher price based upon what I’ve shown you here?”. In this situation, they will likely compare their home to other homes in the neighborhood.
To combat this, always be sure to email yourself the pictures of the listings you use for comparables. That way, you can bring them up on your tablet or laptop and show them what they need to see in order to justify the price range you’re recommending..
The important thing here in any pricing scenario is to get your seller prospects to focus on what you’re showing them and to price the home within the range - or not too much higher if it’s a seller’s market - so that it will sell in their time frame.
To help get them focused on pricing it properly, always do a net sheet. That way, you’re drilling down to what’s most important to them: what they’re walking away with.