The goal of Pricing Strategies: Mastering the CMA is to help real estate professionals improve their skills in pricing residential properties, creating and presenting comparative marketing analyses (CMAs), explaining pricing recommendations, dispelling buyers’ and sellers’ misperceptions and anxieties about pricing strategies, keeping up to date with market developments, and working with appraisers.

Learning Objectives

1. Be able to describe key market value concepts and industry standards that apply to the preparation of a CMS.
2. Become comfortable with identifying and selecting appropriate comparables that are the most like and within acceptable proximity to the subject property based on commonly used standards.
3. Distinguish between cost- and market-based adjustment approaches and select the most appropriate approach.
4. Prepare a CMA document that provides the level of detail and depth of analysis required by the buyer or seller.
5. Respond to and allay common misconceptions about price range and strategy.
6. Develop skills for working constructively with appraisers and clients through the appraisal process.