97: Completing a CMA for Offers & Listings
Hustle Humbly Podcast
Alissa Jenkins & Katy Caldwell
4.9 • 914 Ratings
🗓️ 14 June 2021
⏱️ 46 minutes
🧾️ Download transcript
Summary
WTF is an accurate CMA in this market?
If you've ever stared at your MLS screen thinking, "There is no right answer here," this episode is for you.
Today we're breaking down completing a CMA for offers and listings step-by-step using two real, tricky properties—one urban with a pool and guest house on a busy road, and one rural with acreage, a workshop, and a mother-in-law suite.
Spoiler alert: one property had a $50,000 pricing spread… and the other we comped separately and landed on the exact same list price.
Here's what we cover:
- What CMA actually stands for (and what to call it with clients)
- Why you should never say "CMA" to a seller
- How we use the MLS polygon tool strategically
- Why location comes first when choosing comps
- How to bracket square footage properly
- When to expand your search to zip code
- Using price per square foot as a guide (not gospel)
- How to handle unique properties with no good comps
- When to suggest a pre-listing appraisal
- How to price in a hot market without ignoring the data
- What to do when neighbors question your price
- Clear Tidewater Act explained (VA appraisal disputes)
- Fighting for value when an appraisal comes in low
- Adjusting for busy streets, pools, workshops, and updates
- Why CMAs are part data, part experience
Key takeaway: there is no "perfect" CMA. Completing a CMA for offers and listings is a blend of data, intuition, market knowledge, and clear communication.
Resources:
Email Templates 101: http://emailtemplates101.com
Agent Systems 101: http://agentsystems101.com
Free Database Template: http://hustlehumblypodcast.com/starthere
All Resources: http://hustlehumblypodcast.com/resources
Leave a review: http://ratethispodcast.com/hustlehumbly
Submit topic ideas or toasts: team@hustlehumblypodcast.com
Music:
Straight A's by Connor Price → https://connorprice.shop/
The Good Life by Summer Kennedy → https://soundcloud.com/summerkennedy/the-good-life
Be The One by Matrika → https://uppbeat.io/t/matrika/be-the-one
—
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Transcript
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| 0:38.3 | Your clients need data. |
| 0:41.5 | They don't need flashy reports with fancy photos. |
| 0:46.0 | Code or area. |
| 0:47.6 | I make a polygon. |
| 0:49.0 | Me too. |
| 0:50.2 | Because I love the polygon. |
| 0:52.4 | The polygon is necessary. |
| 0:53.8 | And y'all are like, what the fuck is that? |
| 0:55.0 | What's the polygon? |
| 0:56.0 | And they have the new gazebo. |
| 0:58.0 | And they have the new generator. |
| 1:00.0 | And they're like, this doesn't change anything. |
| 1:03.0 | WTF is an accurate CMA in this market. |
| 1:06.0 | We don't know. |
| 1:08.0 | Hi y'all. |
... |
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