Let’s be real — when you list your home, you want to walk away with the best return possible. That’s always the goal. But I’ve seen it time and time again: sellers setting their price based on outdated expectations instead of today’s market reality. In this new environment, that can actually backfire. The result? Homes that sit too long, experience price cuts, or end up selling for less than they could have — all avoidable with the right strategy from day one.

The Market Has Shifted — and So Should Your Pricing Strategy

A few years ago, we were in an overheated market — homes were flying off the shelf at jaw-dropping prices. But we’re not there anymore. Inventory has grown, buyers are more selective, and pricing strategies need to adapt.

What’s interesting is that recent data shows a rise in price reductions, with February 2024 having the most price cuts in any February since 2019. That was the last “normal” market before everything went haywire. So, in many ways, we’re back to balance — and sellers need to respond accordingly.

The Real Risk of Overpricing: More Than Just Sitting

I totally understand the temptation to “aim high and see what happens.” It feels safer — maybe you get your number, or at least leave room to negotiate. But here’s the truth: in this market, overpricing can actually hurt you more than help.

Here’s what I’ve experienced with clients over the years:

  • You lose momentum. The first two weeks on the market are prime time. If your home is overpriced, it won’t get the traction it deserves. 
  • Buyers skip it entirely. Today’s buyers are savvy — they’re looking at comparables, they’re online, and they know when a price feels off. Most won’t even engage. 
  • The longer it sits, the lower the offers. Once a home has lingered on the market, it signals something’s wrong — even if it’s just the price. That often leads to price cuts, which buyers see as opportunity to lowball. 

How I Help You Hit the Right Price — From the Start

I don’t believe in guessing. I believe in strategy. Pricing your home correctly requires deep knowledge of the local market, buyer psychology, and real-time trends. Here’s what I do:

1. I analyze recent sales — not listings.

I look at what homes actually sold for, especially those that are similar to yours in size, location, and condition.

2. I study the hyperlocal market.

Laguna Beach isn’t Irvine, and it’s not Dana Point either. Each neighborhood has its own rhythm and price behavior. I make sure we’re in sync with what buyers here are willing to pay.

3. I tailor a pricing strategy that creates urgency.

Sometimes, slightly underpricing — yes, on purpose — can generate buzz and multiple offers. That energy can push the final price higher and get you sold faster.

The First Four Weeks Matter Most

I always tell my sellers: the clock starts ticking the moment we go live. Based on both industry data and what I’ve seen play out locally, homes that sell in the first 3–4 weeks typically fetch their full asking price — or more. But if your home doesn’t move during that window, buyer interest fades. That’s when price reductions start, and returns start slipping.

My Advice: Don’t List Until You’ve Nailed the Price

This market rewards realistic, thoughtful pricing — not wishful thinking. Let’s work together to make sure your home enters the market positioned to win. That means understanding what buyers value today and delivering on it from the get-go.

Thinking about listing? Call me, and let’s talk strategy — not just price.
 📞 I’m here to help you sell smart and strong — and to share exclusive, off-market opportunities too.

Content inspired by market insights from Keeping Current Matters.