I didn't get the Listing, but at least I was Honest to Myself

Recently, I met with a Seller about listing their house. After we toured the house and went through my materials we got down to the most important question the Seller had for me. How much can I sell my house for? Notice, it was not how much should I list it for?

My strategy when meeting with Sellers is to provide them the information they need in order to make this decision for themselves. I always say I will not make decisions for my Clients. But, this Seller pressed and I finally gave a price range where I thought the house would sell for. I could tell immediately when I said the numbers it was not what the Seller wanted to hear. I knew right then and there I was not going to get the listing.

But, I felt good about myself because I feel one of the best ways to have happy Customers is to set appropriate expectations. Afterwards, I saw the house listed at a price 10% higher than my price estimate. I felt bad that I lost the listing but at least I was true to myself.

What do you do? Would you say a price that the Seller wants to hear in order to get the listing? Or, do you say what you really think the house will sell for?

Thanks--Mario