What you are dealing with is an unmotivated seller. What I would have done is print out the "solds" from the last 3 months and place them in front of him. Ask him where he thinks he house should be listed to sell. If he tells you $38,000, I would say "Help me to understand. . . do you believe the data is in error, or does it not meet your expectations?" Then I would shut my mouth no matter how long it took him to answer. I know it's hard to walk away when you don't have listings, but I find I take my most overpriced unsellable stuff when I don't have listings.

Wouldn't it be great to be able to walk into a listing presentation and say "I have NO expired listings."?

Its ironic how whenever I am in this situation, I tell them straight up, save time, no BS, they say no, they want to list it at their vendor price, then next week I will see it on the MLS listed at or close to what I recommended, but with a different realtor.