When I get my home sellers down to where they should be I am seeing 96% or so in list:sale. The problem is that folks still think this is 2006 and they are insisting that t heir house is worth more. I try to tell them it is worth what the next guy will pay for it.

Compare apples: apples. Ask about final listing to sale price not initial. To get sellers we have to appease them at first some times.