Pricing Strategy in a Balancing Market - Don't Chase the Market Down

In a balancing market, the worst pricing strategy is also the most common: start high, watch it sit, cut late, cut again. Each reduction trains buyers to wait for the next one. This is how sellers chase the market down and lose tens of thousands.

Price for the market you're in, not the one you remember

The peak pricing of 2022 isn't coming back tomorrow, and anchoring to a neighbor's sale from 18 months ago costs you showings. The first two weeks of a listing - when buyer interest is highest - are squandered when the price is 5% too high.

A pricing framework that works

• Price at the lower edge of your comparable range, not the top. It generates showings, and showings create offers.
• Use a strategic price point - $499,900, not $510,000 - to stay in buyers' search brackets.
• If you're not getting showings by day 10, adjust once meaningfully. Death by a thousand small cuts signals trouble.
• Price reductions are part of the game, but plan them - don't react to them.

The cost of the wrong strategy

A home priced 5% too high that takes 90 days to sell at 4% below fair value nets less than a home priced correctly on day one that sells in 21 days. The math always favors the disciplined approach.

Message me for a no-pressure pricing strategy session with real comparables for your home.