How to Price Your Home to Sell

Pricing your home to sell is the most important step in a successful sale. Here are a few tips in setting up a listing price. 

Study past sales: This is the starting point for any thoughtful and successful pricing strategy; think of it as the "science" part. Take the time to study past sale statistics for homes in your area and areas similar to yours. None will be identical, of course, but having a clear understanding of true market value is the first step in establishing your list price.


Do not confuse active listings with past sales: Active listings have not sold. They are just your competition. It is important to be aware of your competition's pricing, but this is often just an indication of what your home won't sell for.

Do not overprice because you have "time." If the market is appreciating, this strategy may work, but if prices in your area are declining, you may quickly find yourself chasing a market and costing yourself money. And if the market is stable? Your home will just sit. Buyers pay in today's dollars, and time is rarely on your side.

Leave some room for negotiation, but don't overreach: No seller wants to feel he left money on the table, and no buyer wants to overpay. Your price should give both parties room to maneuver, but if it is too high, you risk being perceived as unrealistic, and buyers will pass over your home.

Think like a buyer. What are the things that you value in a home? Is it a large yard, an updated kitchen or a view? These are likely the same things that your buyer values as well. Talk to your agent about current buyer trends. Yesterday's avocado green shag carpeting is today's granite countertop. The property facing the interstate is going to be a tougher sell than the one with a mountain view. Your price should reflect how your home compares to the others offered for sale. Buyers will find objections to any home, as none is perfect, but it is curious how quickly objections disappear when the price is compelling.

React swiftly and decisively. If your home is on the market and is not being shown or if you receive feedback that you are priced too aggressively, don't hesitate to adjust your price. Bad news, like spoiled milk, doesn't get better with time. Full Article