The Price You Set Can Make (or Break) Your Sale
There’s one decision you’re going to make when you sell that determines whether your house sells quickly, or it sits.
Why Some Homes Sell Quickly – and Others Don’t Sell at All
A few years ago, inventory hit a record low. Just about anything sold – and fast. But now, there are far more homes on the market. Listings are up almost 20% from this time last year. And in some areas, supply is even back to levels we last saw in 2017–2019. For sellers, that means one thing:
Your house needs to stand out and grab attention from day one.
That’s especially true when you consider why the number of homes for sale is up. Here’s how it works. Available inventory is a mix of:
- Active Listings: homes that have been sitting on the market, but haven’t sold yet
- New Listings: homes that were just put on the market
Data from Realtor.com shows most of the inventory growth lately is actually from active listings that are staying on the market and taking longer to sell (see the graph below).
The blue bars show active listings. These are the homes that are sitting month to month and not selling. The green bars are new listings, the homes that were just put on the market. And it’s clear there are fewer new listings compared to how many are staying on the market unsold.
Since you don’t want your house to be one of the ones that take a long time to sell, let’s break down where things can go sideways and how to set yourself up to sell quickly.
Why Some Homes Sell and Others Sit
The secret to selling in today’s market is simple. Make sure your house is easy for buyers to say yes to as soon as it is listed.
Price it based on current conditions (not what your neighbor sold for 3 years ago). Make important repairs. And highlight the best things about your house. If you do that, it will sell in any market – sometimes even faster than you’d think. Because the truth is, homes that are priced right today are still selling.
It’s the homeowners who are clinging to outdated expectations that are seeing their house sit and their listing go stale. According to Redfin and HousingWire, here are some of the most common reasons sales stall out:
- Priced it too high from the start
- Skipped necessary repairs before listing
- Didn’t stage the house well
- Sellers won’t negotiate with buyers
- Limited availability for showings
- Ineffective marketing or listing pictures
Most of those things didn’t matter as much just a few years ago. When inventory was at a record low, sellers could skip the prep, name their price, and still walk away with multiple offers over their asking price.
But today’s market is different now that inventory has grown. And that means your approach needs to be different too.
You don’t want to try out old strategies and aim too high just to see what sticks. Your first few weeks on the market are everything. That’s when your listing gets the most attention – and when pricing or presentation mistakes hurt the most. Get it wrong up front and your house will sit…and sit. Get it right, and it’ll be snatched up before you know it.
The Right Agent Helps Your House Stand Out
Selling quickly isn’t about luck. It’s about knowing how to play to the market you’re in. And that’s where your agent comes in.
A great agent will analyze your local market, suggest a price based on the latest comparables sold in your neighborhood, and create a marketing plan that makes buyers pay attention from day one. They’ll also walk you through any repairs you need to make or whether you need to bring in a staging company. As the National Association of Realtors (NAR) explains:
“Home sellers without an agent are nearly twice as likely to say they didn’t accept an offer for at least three months; 53% of sellers who used an agent say they accepted an offer within a month of listing their home.”
That’s the power of getting it right (and getting expert help) from the start.
Bottom Line
There are more homes for sale today, but that doesn’t have to work against you.
When your house is priced right, shows well, and is marketed effectively, it will sell. Connect with an agent if you want to know how to make that happen in your market this fall.
Don’t Let Unrealistic Pricing Cost You Your Move
These days, you’re going to want to get your price right when you get ready to sell your house. Honestly, it’s more important than ever. Why? While you may want to list high just to see what happens, that’s a plan that can easily backfire, and it’s going to cost you in today’s market.
And the risk isn’t just missing out on offers, it’s missing out on the move you needed to make in the first place.
The Real Pitfall of Overpricing
Many homeowners remember what their neighbor’s house sold for a few years ago, and they want to chase that same sky-high number. The problem is, that was a different market.
Today, there are more homes for sale. Buyers have more options to choose from. They don’t have to get into bidding wars where they offer way over asking just to compete. Now they can come in at, or even below, list price. And if you’re not open to that, they’ll move on. Lisa Sturtevant, Chief Economist at Bright MLS, explains:
“Buyers will have more leverage in many, but not all, markets. Sellers will need to adjust price expectations to reflect the transitioning market.”
But here’s the good news. You still have one big advantage as a seller. According to the Federal Housing Finance Agency (FHFA), home values went up by a staggering 54% over the last 5 years. So, even if you compromise just a little bit on your sale price today, odds are you’ll still come out way ahead.
The challenge? Most sellers aren’t thinking about it that way. They’re stuck on what a neighbor got months or years ago – and that’s a costly mistake.
Overpricing Can Stall Your Whole Move
Here’s what happens. A seller lists too high. Buyers stay away. No offers come in. The house sits. And suddenly, that seller is facing a tough decision. Do they cut the price? Stick it out? Or give up altogether?
Unfortunately, a late price cut may not be enough. Buyers often see that as a red flag that something’s wrong with the house. That’s why some sellers are opting to just pull their listing off the market entirely.
In a recent survey from John Burns Research and Consulting (JBREC) and Keeping Current Matters (KCM) over half of agents (54%) say there are more homes being taken off the market than usual.
And the top reasons for that? According to the agents, homeowners didn’t get any offers they felt were fair. The survey from JBREC and KCM explains it like this:
“Sellers holding onto high price expectations is the leading reason they are delisting their homes.”
BrightMLS data backs this up:
“. . . sellers are delisting after having their home on the market and finding they are not getting the price they hoped for.”
It’s more proof pricing too high does more than turn buyers away, it puts your whole move at risk. Because if no one looks at your home or makes an offer, how are you going to sell it?
The Secret To Making Your Move Happen
If you’re selling to relocate for a job, need more space for your growing family, or have to be closer to your relatives as they age, you can’t afford to get stuck. You need a pricing strategy that helps you move forward – and that starts with the right agent.
The sellers who are winning right now are the ones working with experienced local agents who know the current market and aren’t afraid to have honest conversations about price.
And it’s paying off. In the right price range and condition, homes are still selling fast, sometimes even with multiple offers.
Bottom Line
Pricing your house for today’s market isn’t just about getting it sold. It’s about making sure your move doesn’t stall before it starts.
Talk to an agent about what buyers are really paying right now in your area, and how to price your home to match.
Are These Myths About Buying a Newly Built Home Holding You Back?
If you’ve been skipping over newly built homes in your search, you might be doing so based on outdated assumptions. Let’s clear up a few of the most common myths, so you don’t miss out on a solid opportunity.
Myth 1: New Homes Are More Expensive
It’s easy to assume a new build will cost more than an existing home, but that’s not necessarily true, especially right now.
Data from Census and the National Association of Realtors (NAR) shows the median price of a newly built home today is actually lower than a home that’s been lived in already (an existing home):
So, why’s this happening? As Heather Long, Chief Economist at Navy Federal Credit Union, explains:
“This largely reflects two trends: New homes are getting smaller on average, and builders are doing more price cuts.”
If you’ve ruled out new construction based on price alone, it’s time to take another look. Talk to your local real estate agent to see what’s available (and at what price points).
Myth 2: Builders Don’t Negotiate
Many buyers assume builders aren’t going to play ball when it comes time to negotiate. But that’s just not the case. A number of builders are sitting on finished inventory they want to sell quickly. And that makes them more open to compromising. Mark Fleming, Chief Economist at First American, explains a builder:
“. . . would love to sell you the home because they’re not living in it. It costs money not to sell the home. And many of the public home builders have said in their earnings calls that they are not going to be pulling back on incentives, especially the mortgage rate buydown . . .”
That means you may find builders more flexible than individual sellers, and more motivated to toss in incentives to get the deal done. According to Zonda, 75% of new home communities offered incentives on new homes considered quick move-ins in June.
Myth 3: They Don’t Build Them Like They Used To
Some people think newer homes lack the craftsmanship of older ones. But here’s a reality check. Quality can vary in any era. And using a reputable builder matters more than the build date.
According to the National Association of Home Builders (NAHB), a good way to gauge quality is by talking to buyers who have purchased from that builder recently. In an article, NAHB explains:
“Any high-quality builder should be ready to provide you with the names and phone numbers of satisfied customers. If they cannot, consider that a red flag and walk away.”
The article suggests asking those buyers questions like:
- Did the builder meet their expectations?
- Would you use that same builder, if you were to do it again?
But you can also ask your agent about the builder’s reputation. Generally, agents know about the builders active in your area and may even have experience with past clients who have bought a home in one of that builder’s communities.
Myth 4: You Don’t Need Your Own Real Estate Agent
This might be the biggest myth of all. The truth is, when you buy a brand-new home, using your own agent is even more important. Builder contracts have different fine print, and you’ll want a pro on your side who can really explain what you’re signing and advocate for your best interests.
These stats seem to prove that’s the case. In a Realtor.com survey, buyers who purchased a newly built home rated their agents far more helpful than the builder (or the builder’s representative) during the process (see visual below):
Bottom Line
Don’t let misconceptions keep you from exploring one of the most promising options in today’s housing market.
Whether you’re curious about what’s being built nearby or wondering if a new home fits your budget, connect with a local agent. You might be surprised by what’s out there.
Why Selling Without an Agent Can Cost You More Than You Think
Cutting out the agent might seem like a smart way to save when you sell your house. But here’s the hard truth.
Last year, homes that sold with an agent went for almost 15% more than those that sold without one.
That gap is pretty hard to ignore. And with more homes on the market to compete with right now, selling on your own is a mistake that’s going to cost you.
This Isn’t the Market for DIY Selling
A few years ago, you might’ve gotten away with a “For Sale By Owner” (FSBO) sign in your yard, navigating the process on your own. That’s because homes were flying off the market and buyers were pulling out all the stops. But that’s just not the case anymore. With more inventory than we’ve seen in years, we’re not in a “list it and they will come” market anymore. You need professional expertise.
A yard sign and some photos you take on your own won’t cut it.
Right now, the housing market is getting back to what most would consider a more normal balance of buyers and sellers, and that really changes the game. According to Realtor.com, the latest number of listings for sale was the highest it’s been in any month of July since 2019 (see graph below):
And while inventory growth is going to vary by local market, nationally, this graph shows the number of homes for sale is inching back toward normal.
With more listings available, that means buyers can be more selective. They’ll compare your home to others on price, condition, photos, location, and more. If yours doesn’t stand out, it will get skipped over.
More Inventory = More Competition for You
Selling today requires the latest pricing strategy, expert prep work, professional marketing, and strong negotiation skills. And if you’re not bringing all of that to the table, chances are, you’re going to feel it in your bottom line.
More Homeowners Are Turning To the Pros
That’s why even more home sellers are working with agents today. Data from the National Association of Realtors (NAR) shows a record-low percentage of homeowners sold without an agent last year. And the few sellers who tried to sell on their own realized their mistake pretty quickly.
According to Zillow, 21% of homeowners ended up hiring an agent anyway after struggling to sell on their own.
So, why take the risk? With a local pro, you’ll have:
- Pricing precision to attract buyers and maximize your return
- Expert staging and presentation advice to highlight your home’s best features
- Pro-level marketing, including the best exposure and access to buyer networks you can’t reach on your own
- Skilled negotiation to evaluate offers and navigate inspections, protecting your bottom line
- Local market expertise that helps your listing stand out based on what inventory looks like in your area
An agent’s expertise isn’t optional anymore. It’s essential.
Bottom Line
In a market with more listings and pickier buyers, many sellers who try to sell on their own end up working with an agent anyway. So why not start there?
Connect with an agent so you have a pro who knows exactly what it takes to sell your house in today’s market, for the best possible price, without leaving money on the table.
Reach out to an agent if you want a professional assessment on what your house could sell for today.
The 3 Things You Risk by Pricing Too High
When selling your house, the price you choose isn’t just a number, it’s a strategy. And in today’s market, that strategy needs to be sharp.
The number of homes for sale is climbing. And that means buyers have more choices and can be more selective. If your price doesn’t line up with what else is out there, they’ll scroll right past it and go on to the next one.
Pricing right from the start is your best move – and a great agent can help make sure you do.
Overpricing Comes at a Cost
And more sellers are finding that out the hard way. They list their house based on how things were a year ago – or based on a neighbor’s sale that happened under completely different circumstances. Then, when their house doesn’t sell, they’re left with three tough choices:
- Drop the price: Cutting the price might help get more eyes on the house again, but it can also trigger red flags. Buyers may wonder what’s wrong with it. And that’s going to impact any offers you get after the price cut.
- Take it off the market: Some sellers give up on the idea of selling right now. The worst part about this is it means putting their future plans on the back burner. That dream of more space, downsizing, or relocating? On pause.
- Rent it out: Others go the landlord route, but managing tenants and navigating leases isn’t always the simple fallback it seems. Renting can work, but it’s often a lot more hassle than people expect.
None of those options were part of the original plan. And honestly, none of them are where you should end up if you wanted to sell. Here’s a look at how a local agent’s expertise can help you avoid these headaches. Let’s use price cuts as an example.
Where You Live Makes a Difference
While the number of price cuts is up nationally, data shows some parts of the country are seeing far more of them than others. It all comes down to how much inventory has grown in that area (see map below):
As Realtor.com explains:
“Regionally, price reductions in June were significantly more common in the South and West (23% of listings) than they were in the Northeast (13% of listings), reflecting the inventory divergence across these regions.”
That means pricing isn’t one-size-fits-all. What’s happening nationally might not reflect what’s happening in your zip code, and that’s why you shouldn’t try to determine your list price on your own.
How a Great Agent Helps You Nail the Price
A skilled agent doesn’t just toss out a number. As Zillow says:
“Well-priced homes are more likely to sell quickly, but pricing your home to sell quickly and for maximum dollar requires strategy and knowledge of your local market. You need to have a clear-eyed view of your home in relation to the competition, and knowledge about whether you’re in a buyers or sellers market. It also helps to know what buyers in your area can afford.”
And that’s all knowledge your agent will have. They study your local market, compare recent sales, and factor in your goals and buyer behavior. Based on what’s happening where you live, sometimes the best play will be pricing right at current market value. Other times pricing a little lower actually will spark more offers and ultimately get you a better final sale price.
So don’t skimp on the strategy or on your agent. With their local market know-how, you’ll be able to sell quickly, even in a shifting market.
Bottom Line
Overpricing can lead to tough choices you never want to face. But with the right price, and the right guidance, you can skip the stress and sell with confidence. Connect with a local agent so you have a pricing strategy that works for today’s market and gets you where you want to go.
