Why Pricing Your Home Right Matters More Than Ever

The housing market isn’t what it was a few years ago. Back then, homes were flying off the market—often within days—and sellers could expect multiple offers, sometimes well above asking price. But in today’s market, buyers are more cautious and price-aware.

Inventory is up, giving buyers more choices. And with rising costs, they’re less likely to stretch their budget. That means pricing your home correctly from the start is more important than ever.

Sellers and Buyers Aren’t Always on the Same Page

A recent Realtor.com survey found that 81% of sellers expect to get their full asking price—or more. But the reality looks different. Data from the National Association of Realtors shows nearly half of homes sold recently went for less than asking price. And many sellers had to adjust their price before getting an offer.

The latest numbers from Redfin back that up. As shown in the graph, there’s a growing gap between what sellers are asking and what buyers are willing to pay. That disconnect can cause homes to linger on the market longer—and when that happens, buyers start wondering what’s wrong with the property.

Overpricing Can Backfire

While it might be tempting to list high and “see what happens,” overpricing often leads to fewer showings, reduced interest, and eventual price cuts that can turn off buyers altogether.

As Realtor.com explains:

By getting the right price early on, you can increase the odds buyers will be interested in the home. In turn, this decreases the chances the home will sit on the market for a lengthier timeline, also reducing the odds you’ll need to lower the listing price.

The key takeaway? The longer a home sits, the harder it becomes to sell—especially if it starts to look like a bargain-hunting opportunity rather than a must-see property.

Price Strategically, Sell Confidently

Here’s the good news: homes are still selling—and often for a strong price—when they’re priced to meet the market. Your agent’s job is to help you set a competitive price using local sales data, buyer demand, and current inventory levels.

And don’t forget—home values have increased significantly over the past few years. Even if you price a bit more conservatively now, you may still walk away with a healthy return on your investment.

As Mike Simonsen of Altos Research puts it:

… the best properties, well priced, are selling quickly in most of the country.

Bottom Line

Selling your home today takes strategy—not just a high price tag. If you're thinking about listing, let’s talk about what’s happening locally, how to avoid costly pricing mistakes, and how we can position your home for a successful sale.