The advice that sounds smart
“Let’s list a little high. Buyers always negotiate anyway.”
It sounds like common sense. In practice, it usually works against the seller.
How buyers actually find your home
Most buyers search online by price range. A home priced above its true value falls outside the searches of the buyers most likely to pay for it. Those buyers never see it, and the ones who do see it compare it to better-priced homes.
Why the first two weeks matter
A new listing gets its biggest burst of attention right away. If the price misses, that attention goes to other homes. After that, the listing carries a quiet signal: it’s been sitting.
What usually happens next
Fewer showings
No offers, or low offers from buyers who sense desperation
A price reduction a few weeks in
A final sale price that is often lower than if the home had been priced correctly at the start
Closed sales with a price reduction vs. without
With a price reduction: 126 days average (112 median), 37 sales
No price reduction: 72 days average (49 median), 60 sales
Gap: reduced listings took about 54 days longer on average, or roughly 2.5x the median.
What to do instead
Price from evidence, not hope:
Recent closed sales of similar homes, not asking prices
Condition and updates, honestly assessed
Current competition, meaning what a buyer will see alongside your home
Location details that matter in Flagstaff, such as proximity to downtown, the forest, and whether short-term rentals are allowed
The part nobody likes
Pricing is not about what you need or what you spent. It’s about what a buyer will pay today. I would rather tell you that on day one than watch the market tell you in week eight.
My clients tell me the thing they value most is that I’m direct and I explain my reasoning. If you’re considering selling, I’ll walk through your comparables with you and show you what the data supports. Call me at 928-853-7176 to chat about your home’s potential today.