Luxury Listing for Out-of-Area Seller

After selling a luxury Lake Anna home, my client referred me to her neighbor and from the first conversation, I knew this would be different. The seller was not local. The home was high-end. And I was competing against two large, well-known teams. Before our call, I walked the property myself, studied the neighborhood, and reviewed market data that reflected reality — not hope. When we spoke, I didn’t “sell” her a story. I gave her clarity.

She believed her home could sell for around $2.8M. The market simply didn’t support it, and I wasn’t willing to pretend otherwise just to win the listing. We talked through comparable sales, buyer behavior at this price point, and how luxury homes gain — and lose — momentum. I also shared something personal to how I run my business: I don’t sell marketing packages, and I don’t adjust my commitment based on price.

Every home I represent is treated as if it were my own. She hired me. We listed at $2.6M. Multiple offers followed, and the home sold for $2.7M. Later, she told me she chose me because I was the only one who was honest from the first conversation.