I’ll never forget the time a seller called me in a panic. Their home had been sitting on the market for weeks with little interest, and they couldn’t understand why. After reviewing their listing, the problem was obvious: overpricing.
The Hard Truth About Pricing
Sellers often believe their home is worth more than the market dictates. Maybe it’s emotional attachment, maybe it’s Zillow giving an inflated estimate, or maybe it’s the “I just want to test the market” strategy. But here’s what actually happens when you price too high:
❌ Buyers ignore the listing because it’s out of their budget.
❌ The home sits longer, leading to a “stale” listing.
❌ Price reductions become necessary, signaling desperation.
❌ Ultimately, the home sells for LESS than it would have if priced correctly from the start.
Pricing It Right from Day One
The first two weeks on the market are critical. This is when your listing gets the most attention. If you price it competitively:
✅ You attract more buyers (and potentially multiple offers).
✅ You create a sense of urgency.
✅ You maintain control over negotiations.
A well-priced home sells faster and for more money. In fact, studies show that homes priced correctly from the beginning sell 8% faster and for 5-10% more than homes that require price cuts later.
How to Price Your Home Smartly
+ Trust market data – Your agent should provide a Comparative Market Analysis (CMA) to show what similar homes are selling for.
+ Think like a buyer – Would you pay a premium for your home over a nearly identical one nearby?
+ Watch market trends – Are homes moving quickly, or is inventory sitting? This matters.
+ Consider pricing strategically – A home priced at $999,000 will get more visibility than one listed at $1,010,000 due to search filters.
Selling a home isn’t about what you hope it’s worth—it’s about what the market will pay. Price it right, and you’ll get the best possible outcome.
Have you ever had to adjust your expectations when selling a home?
