CHAPTER 10 Price It Right
The hardest truth for most sellers is simple: your home is worth what the market will pay—not what you think, hope, or feel it should be worth. It doesn’t matter what you paid. It doesn’t matter what you spent on upgrades. Buyers base decisions on data, and that data is everywhere. Today, every buyer has the internet in their pocket. In minutes, they can see what sold down the street, compare your home to the competition, and decide whether your price makes sense. They’re not guessing—and neither should you.
The Danger of Overpricing
Many sellers want to “leave room to negotiate.” In real life, overpricing usually does the opposite. Here’s how it plays out:
• Week 1–2: k 1–2:Your home hits the market. This is the hottest window of opportunity. Buyers are watching, agents are sending alerts, and excitement is at its peak. If the price is right, showings spike and offers roll in. If it’s wrong? Buyers scroll right past it. • Week 3–6: k 3–6:Crickets. Your home sits with little activity. The buzz is gone, and buyers are moving on to newer listings. You start wondering if you should cut the price.
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