Residential Wednesday Wisdom!

Dangers of Over Pricing Your Home

  • You will lose the excitement that a new listing generates. Most activity on a listing comes within the first 30 days. An initial high price will discourage buyers, causing you to miss out on pent up demand
  • You will lose the most qualified prospects! Buyers will not “just make an offer” because they may never even want to see your property. They will view the properties that are priced within their purchase power range, knowing that they cannot afford anything above their pricing ceiling.
  • Over pricing helps sell other, more competitively priced, homes first. Your home may be used to demonstrate the good value of other properties. Your objective should be to enter the market in a position that will attract prospects, not drive them away or to other properties.
  • Your home may become “stale” on the market. Prospects may wonder why it has been on the market too long, or if something is wrong with the property, even after you lower the price.
  • If you do get an offer, the contract may fall through because of appraisal problems. The lender may not be able to justify the price as it relates to loan value, consider it a high risk and refuse to lend the buyer mortgage funds.
  • You lose a strong negotiating position when your home is on the market for a long time, both financially and mentally! Prospects will not “rush” to make an offer on over priced property and you may feel compelled to accept less when they finally do.
  • A reduction in price on a home that has been on the market too long, gives and indication that the seller is becoming desperate. This results in even lower offers.
  • Sentimental value to you does not mean a buyer is willing to pay more for your memories.

The agent you list your home with cannot set the sales price of your home any more than a stockbroker dictates the price of a stock sale. The selling price is simply a function of supply and demand. Never let an agent bid for your listing. Most unsold listings that expire on the market are because of poor pricing, subjecting the owners to the risks described above. Select your agent on their ability to negotiate, competency and ability to reach the market. Above all, select someone you trust.

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