[roc]

1. Because school districts are not typically comprised of equal-value neighborhoods.

So a 'good' district will inevitably have 'poorer' neighborhoods whose houses are relatively more difficult to sell. It thus behooves realtors to pitch more-heavily on the upside of these houses to parents and would-be parents.

2. Because emotional decisions short-circuit logic.

The default emotional response to a lesser house is that it reflects lesser success on the part of the homeowner.

Saying "better school district" evokes the children and places a positive emotional spin on this: this house doesn't reflect poorly on you, it's a badge of honor that you sacrificed so your children could have the best you could provide.

Saying "on-average richer neighbors", while objectively a suitable proxy for "better school district" evokes a very different emotional response: not only might this house potentially reflect poorly on you, but it's surrounded by people who did better!

For anyone who can get past the emotional baggage, the second part is largely irrelevant. But they're the minority and weren't listening to anything the realtor had to say anyway.