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The Reverse Decoy Strategy for Home Sellers
Jason Farris
June 09, 2025
🎯 Your Goal: Get the seller to agree to list at the realistic, market-supported price, not the dream price.
🧠 Example Setup (Use in Listing Presentation):
Option | Price | Positioning | Perceived Outcome |
|---|---|---|---|
High Option (Decoy) | $675,000 | "What you want – but very risky" | Long time on market, price reductions, stale listing |
Market Price (Target) | $640,000 | "Strong, data-backed value" | Competitive, fresh listing, likely buyer interest |
Aggressive Option | $610,000 | "Creates buzz + multiple offers" | Faster sale, potential for over-ask |
🧩 Why It Works:
You're not just saying "Don't list high". You're showing them a structure:
$675K feels unwise when $640K offers a clearly better value.
$640K feels safe and reasonable, not like you’re lowballing them.
$610K is for the bold — but helps make $640K feel like the smart, middle-ground move.
Just like in your original image, the middle price becomes the most appealing — and in this case, it’s the one you want them to choose.
🛠️ Bonus Tip for Delivery:
Say something like:
“Let’s look at 3 strategies. I want to show you the outcomes so we can choose the one that gets you what you want, without risking long delays or price drops.”