3. “Underpricing Generates Interest” Approach
List at $1,375,000 to drive traffic and potentially create a bidding war. Buyers today have every relevant fact at their fingertips—they know when a property is overpriced, and they know when it’s an opportunity.
The Comparative Market Analysis
A Comparative Market Analysis (CMA) is essential for strategic pricing. When a real estate professional provides one, review it carefully and ask questions. A well-prepared CMA: • Gives you a strong, evidence-based listing price • Helps prevent under-appraisal issues • Sets realistic expectations • Ensures your early weeks on the market generate showings and offers If your price is right, showings should happen quickly—often in the first few days—with offers following shortly after.
Perceived Value
The more a buyer’s perceived value exceeds the asking price, the more motivated they are to act. When perceived value and asking price are nearly equal, urgency disappears. Matching your home’s presentation to buyers’ needs and “hot buttons” increases perceived value. A good agent will help identify what features resonate most with buyers in your area.
Selling by Showing Off
Before the internet era, buyers flipped through MLS books filled with small, grainy photos. Today, everything has
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