Pricing your home too high may seem like a smart move, but it often leads to fewer buyers, longer time on market, and lower final offers.

Did you know that overpricing your home to leave room for negotiation will almost always cost you more money in the long run? When I sit down with a seller to look at comparable sales, we establish a realistic price range.

Often, the seller wants to go above that range. They tell me, “Sarita, buyers are going to negotiate anyway, so I want some wiggle room.”

It sounds logical, but here is the reality of how the market works.

The “Golden Window” in real estate. The first 7 to 10 days are when buyers are most active. This is when the serious shoppers see your photos and rush to get inside.

When a home is overpriced during this window, it sits. As the days tick by, buyers start to ask a dangerous question: “I wonder what is wrong with that house?”

“Pricing right creates urgency. Overpricing creates doubt.”

Chasing the market downhill. Once you miss that initial wave of interest, you end up chasing the market. You start dropping the price as the home stays on longer and longer.

I’ve seen buyers get incredible deals on homes that have been on the market for months. Even when the price finally becomes a steal, they still hesitate because they assume there is a hidden defect.

When we do our homework on those properties, there’s usually nothing wrong with the house itself. The only “problem” was the starting price.

Strategy beats ego. If these sellers had started at a fair market price, they would’ve seen a much better outcome:

  • A quicker sale
  • A higher final price
  • Less leverage for the buyer during repairs and inspections

Pricing your home correctly creates urgency, while overpricing creates doubt. People might visit out of curiosity, but they won’t pull the trigger if the math doesn’t make sense.

In real estate, strategy beats ego every time. My goal is to sell your home quickly because the statistics are clear: if we sell your home fast, you put more money in your pocket.

If you have questions about your home’s value or any other real estate needs, I am here to help. Feel free to reach out at (503) 522-0090 or sarita@asksarita.com. You can also visit me at asksarita.com. Let’s create a strategy that actually works for you.