Why Pricing Matters More Than Marketing
The most beautifully marketed home will sit on the market if it's overpriced. Pricing is the single most important factor in determining how quickly a home sells and at what price.
The Comparative Market Analysis
A solid CMA is the foundation of pricing strategy. Focus on sold comparables within the last 90 days, within 0.5 miles, and with similar characteristics.
- ✓Use at least 3–5 comparable sold properties
- ✓Adjust for differences in size, condition, and features
- ✓Factor in current market conditions (buyer's vs seller's market)
- ✓Review active and pending listings for competition
Pricing Psychology
Price points matter. Pricing at $499,000 instead of $505,000 captures more buyer search activity. Understand how buyers search and position the listing at a price point that maximizes exposure.
The Cost of Overpricing
Overpriced homes take longer to sell and often sell for less than they would have if priced correctly from the start. Educate sellers on the "stale listing" effect and the importance of generating strong activity in the first two weeks.