In Northern New Jersey’s competitive listing market, the agent who quotes the highest price often wins the business. The seller who believes that quote often loses money. According to Artur Tyszka, a Wayne, New Jersey real estate agent and co-lead of The Tyszka Team, brokers are routinely promising sellers unrealistic prices to secure listings, then leaving those sellers worse off when the market fails to cooperate. Winning the Listing Tyszka describes a structural problem in how agents compete for listings: sellers, naturally inclined to believe their home is worth as much as possible, gravitate toward the most optimistic valuation. The...