Overpricing doesn’t just cost you time. It costs you money. And most sellers don’t realize it until it’s too late.
Here’s what I’ve learned after fifty years in this business. The first twenty-one days on market often shape the price the home ultimately sells for. Day one through seven — your strongest buyers are watching. Day eight through twenty-one — showings either convert to offers or they don’t. By day forty-six, buyers are asking one question: what’s wrong with it?
Once that question gets asked, you’ve lost control of the narrative.
The price itself also sends a signal. In the luxury market, charm pricing backfires. $3,995,000 reads as a discount. $4,000,000 reads as confident. Luxury buyers respond to round, whole numbers. They read prestige into them.
So price into your market. Read your months of supply. Track your list-to-sale ratio. Know your price band.
And remember — presentation protects price. Stage to the lifestyle. Lead with your strongest photo. Tell the story, not just the specs.
Price is a strategy. Presentation is a promise. And time matters more than most sellers want to believe.