Orlando, FL

If you're still running CMAs off 90-day solds, you're pricing yesterday's market. In a cooling Florida and Vegas, the difference between 90-day comps and 45-day comps is now 3–6% in many sub-markets — and that's the exact band where a listing either goes pending in three weeks or sits for 90 days chasing price reductions down. Rerun every listing presentation this week with a 45-day window, and only use sold + under-contract comps (not actives, not expireds).

Then apply the current sale-to-list ratio for THAT sub-market to the raw CMA. If the micro-market is closing at 94% of list, your CMA number needs a 6% haircut before the seller sees it — otherwise you're listing 6% too high and handing your buyer a reason to negotiate later. Walk into the presentation with one page: their comps, the sale-to-list haircut, and the active/pending ratio in their zip code.

Sellers don't argue with math; they argue with opinions. Show them 'there are 180 actives and 22 pendings in your zip — that's an 8:1 ratio, 7 months of supply, and the last 12 closed homes came in at 93.8% of list.' That's not a pitch, it's a forecast. Every seller you convert this week with this framework prices 3–5% under where they would have listed, sells 40 days faster, and nets more money — which they'll tell their neighbors about in 60 days when the other house is still sitting.