WTF is an Accurate CMA? How to Start Completing a CMA for Offers and Listings
Completing a CMA for offers and listings is a critical skill for every real estate agent—especially in today’s unpredictable market. In this episode, we break down the entire CMA process and share real-life case studies to help you gain confidence and accuracy in your market analyses. Whether you’re pricing a listing or advising a buyer, we walk you through step-by-step strategies for tackling even the trickiest properties.
What Is a CMA?
We kick things off by clarifying what CMA stands for—Comparative Market Analysis—and why it’s essential to use plain language when talking with clients. While you might call it a CMA internally, terms like “market report” or “home valuation” often make more sense to your clients.
Our CMA Method Step-by-Step
We each chose a real-life property to comp—one urban and one rural—and walked through the process separately. From selecting the best boundaries using the polygon tool to filtering by lot size, square footage, and features like workshops or pools, we explain how to make meaningful comparisons. You’ll learn how to use your MLS tools to gather relevant data without relying on flashy reports.
Real-Life CMA Case Studies
We each completed a CMA for a challenging property. In one case, we had a $50,000 difference in list strategy, and in the other, we both landed on the exact same list price. These examples highlight how completing a CMA for offers and listings isn’t an exact science—it’s a blend of experience, market knowledge, and data interpretation.
Pricing in a Shifting Market
The current market doesn’t always reflect what comps say. We talk about the challenge of pricing aggressively without ignoring data. When do you push the price higher? When should you recommend an appraisal? What happens when a home doesn’t appraise even after multiple offers over asking? We share lessons learned from personal experiences and explain how to guide your clients through these situations.
How to Present Your CMA to Clients
We cover how to confidently present your price range to sellers, including how to prepare them for neighbor opinions and potential appraisal issues. Plus, we share when it’s helpful to suggest a pre-listing appraisal for truly unique properties and how to structure your CMA presentation for clarity and confidence.
Listener Questions: CMA Edition
We rapid-fire through questions like:
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Which criteria matter most when picking comps?
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How do you adjust for lack of inventory?
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What about pricing homes on busy streets?
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How much weight should updates carry?
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What’s a fair value adjustment for features like pools and workshops?
Final Thoughts
There’s no single “accurate” CMA in a rapidly shifting market, but you can still be prepared and professional. Completing a CMA for offers and listings takes practice, local market knowledge, and clear communication with your clients. This episode gives you the tools to make thoughtful pricing decisions that build trust and lead to success.
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