Price too high and your home sits, eventually selling for less than it would have at the right price. Price too low and you leave money on the table. Pricing is part math, part psychology, and part timing. Here's the framework I use with every seller.
Step 1: Know Your Comps
Start with homes that have actually sold in your neighborhood in the last 90 days, with similar square footage, lot size, and condition. The sold price is your reality check. The list price of active homes is just a wish that hasn't been tested yet.
Step 2: Read the Current Market
Is it a buyer's market or a seller's market right now? In a seller's market you can price at or slightly above comps. In a buyer's market, pricing just below comps creates urgency and can even spark a bidding war. The same house gets two different strategies depending on the season.
Step 3: Price for Search Psychology
Buyers search in brackets. Pricing at $749,000 instead of $750,000 puts your home in front of every buyer searching up to $750K, a much larger pool than searches capped at $700K. Small differences in list price change who ever sees your listing.
Step 4: Don't Over-Improve
A $50K kitchen remodel rarely adds $50K to your sale price. Smart, targeted improvements win: fresh paint, pristine landscaping, decluttering, and repairs that buyers would otherwise use to negotiate against you.
Step 5: Watch the First Two Weeks
Showings tell you the truth. If you're not getting showings in the first two weeks, the market is telling you the price is off. A quick, confident adjustment beats chasing the market down for months.
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