Why Your Real-Estate Agent Might Be Rushing You to Close (and What You Can Do Instead)

You list your home for $500,000.

A few days later, an offer comes in: $490,000 — ten grand under asking.

You think:

“If we wait a week or two, we’ll get the full price. What’s the rush?”

But your agent sees it differently.

If you wait two weeks and get that extra $10,000:

• You earn all $10,000.
  
• Your agent earns 1.5% of it — just $150, after their brokerage split.
  
  

While you see patience, they see opportunity cost: more showings, more time, more risk.

For you, waiting could mean thousands gained.

For them, it’s a small, uncertain bonus for extra work.

That’s where the misalignment begins.

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The Research That Exposed the Incentive Problem

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Back in 2005, Steven Levitt (of Freakonomics fame) co-authored a landmark study that quantified what many sellers have felt for years: agents often have different incentives than their clients.

Analyzing nearly 100,000 home sales, Levitt found that when real-estate agents sell their own homes, they earn 3.7% more and wait about 9.5 days longer than when selling for clients.

Why? Because when it’s their money, they hold out for the best price.

When it’s yours, the math points them toward closing faster.

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“Agents receive only a small share of the incremental profit… creating an incentive to convince clients to sell too cheaply and too quickly.” — Levitt et al., NBER Working Paper 11053

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How That Incentive Plays Out in Real Life

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There are plenty of excellent agents who care deeply about their clients — many work tirelessly to get sellers the best result.

But the math is clear, and the incentives are clear.

Doing the right thing often means swimming against the current.

That’s why sellers often hear:

• “This first offer is probably the best we’ll get.”
  
• “Let’s not risk losing momentum.”
  
• “If we wait too long, buyers will think something’s wrong with the property.”
  
  

Sometimes those statements are true.

But sometimes they reflect the system’s incentives, not your best outcome.

Traditional agents only get paid when the deal closes, and the extra dollars rarely change their bottom line.

For you, waiting ten days for ten thousand dollars might be a smart move.

For them, the structure of the industry makes it feel irrational.

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What Sellers Can Do Instead

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1️⃣ Recognize the math.

Understand that good intentions can’t always overcome misaligned incentives.

2️⃣ Stay in control of key decisions.

Ask why you’re being advised to move fast, lower the price, or accept an offer.

You deserve clear, data-driven reasoning — not just “gut feel.”

3️⃣ Use transparent data.

Check your home’s performance and buyer demand directly. The more you know, the less you’ll be swayed by pressure.

4️⃣ Explore flat-fee or self-service options.

If you’re willing to be more involved, you can save tens of thousands and still get expert support when you need it most.

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Why Ridley Is Different

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Ridley was built for sellers who want to keep more of their home’s value and stay in control of the process.

• Flat fees — not commissions.
  You pay for the tools and expert guidance you use, not a percentage of your home’s sale price.
  
  
• Self-service first, expert support at key moments.
  Handle what you’re comfortable with, and bring in a Ridley Preferred Agent (who also works on a flat fee) when it’s time to list, negotiate, or close.
  
  
• You stay in charge.
  You control pricing, timing, and strategy — with data and technology designed to make every decision transparent.
  
  

Our incentives align with yours: we succeed when you sell smarter and keep more of what’s yours.

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Take the Next Step

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Before you accept an offer or sign a listing agreement:

✅ Check your home’s value and buyer demand with Ridley Insights.

✅ Book a free consult with our team to understand how much you could save using Ridley.

✅ Make your next decision with confidence — not pressure.

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