12/05/2026
Almost every seller Iâve ever worked with has had some version of the same reaction when I present my pricing recommendation. âThat feels low.â
I get it. Your home is not just a financial asset to you. You raised your kids there. You know every corner of it. You know exactly what itâs worth. The number Iâm suggesting
doesnât honor any of that.
Here is what I need you to understand about how buyers actually behave in the market. Buyers do not shop for the highest price they can pay. They set a search range. And
your home either shows up in that range or it doesnât. It either shows up near the top of results with an attractive price or near the bottom where it gets glanced at and forgotten. Overpricing doesnât just mean fewer offers. It means fewer showings. Fewer showings means fewer people falling in love with your home. Fewer people falling in love means youâre negotiating from weakness. Youâre working with whoever happens to show up rather than choosing between buyers who genuinely want the house. Thatâs a fundamentally different negotiation than the one you want to be in.
The math Iâve watched play out over and over is this. A home priced right in the first ten days generates urgency. Urgency generates competition. Competition is the only thing that reliably pushes a final sale price above asking. Not hope. Not holding out. Competition.
A home priced $20,000 too high in week one is usually a home that sells for $20,000 less than it could have six weeks later after the price reduction. The reduction doesnât fix the perception. Buyers wonder whatâs wrong with it. They negotiate harder. They ask for
more concessions.
The right price feels slightly uncomfortable. It should. Because itâs designed to create a response in the market, not to reflect your emotional attachment to the property. Those are two different conversations. Iâll have both with you. But when we list, weâre speaking to buyers.
If you want to talk through pricing strategy before you list, comment PRICE and Iâll reach
out.