Listing Mistakes That Cost You Thousands (and how to avoid them)
Let’s talk about pricing—because guesswork isn’t a strategy
You know what doesn’t feel good at the closing table?
Looking at that net proceeds sheet and realizing you just left $20,000 - $50,000 on it.
That’s the reality for sellers who miss the mark on pricing, especially heading into the Fall market. This time of year, buyer behavior shifts fast. One week, you’re hot. The next? You’re an ignored listing with a birthday coming up.
So let’s dig into the pricing mistakes that cost sellers big, and how to avoid them before your home becomes a stack of stale pumpkins by Thanksgiving.
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Need Eyes on Your Pricing Strategy?
If you're looking to sell soon and need insight on market expectations, let’s talk. I’ll give you a straight answer, backed by data, and help you avoid becoming another “oops, we waited too long” story.
Reach out today for a Market Pricing Review before the Labor Day bump turns into the Halloween slump.
Now let’s dive in.
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Mistake #1: Chasing the Summer Market in a Fall Market
Labor Day isn’t just the end of summer; it’s a line in the sand for real estate.
Buyers in September and October are more serious, but less emotional. They’re watching interest rates (want some news and insights on interest rates? Click Here), watching school calendars, and watching their wallets. They’re not here to “see what’s out there.” They’re here to move before the holidays, but only if the price feels dialed-in and fair.
Your move: Price for right now, not for “what the neighbor got in June.”
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Mistake #2: Overpricing to Leave “Negotiation Room”
Let me save you some heartache: today’s buyers aren’t playing the dance. Wait… dancing that game? You know what I mean!
If your home is overpriced, they won’t counter… they’ll bounce. Many buyers won’t even see your listing because you’ve priced yourself out of their search filters. That’s not a negotiation strategy, it’s self-sabotage.
I advocate for underpricing homes. It creates demand and brings multiple offers in. More than likely, you’ll get more than what you think. It worked last Labor Day when I sold my friends’ Purcellville townhouse. We walked away with $20K more than expected. BOOM!
Your move: Price within the bracket that buyers are actually searching in (example, “up to $800K”), and let demand drive leverage, not guesswork.
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Mistake #3: Death by $1,000 Price Drops
Here’s the pattern I’ve seen recently: a home is listed at $1,029,000… no bites… so the agent drops it to $1,025,000… then $1,019,000… then $1,015,000.
Each drop feels like “doing something,” but to buyers? It smells like desperation. It also clutters your digital footprint and creates confusion around your home’s value.
Your move: If you’re going to reduce, do it once—and do it with purpose. Break into a new buyer pool (example: drop to $999,900) and re-launch the listing like it’s brand new. Honestly, when you're selling a $1M+ home, a $29K drop isn’t huge. It comes down to wants vs. needs.
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Mistake #4: Relying on a Zestimate or Uncle Bob’s Opinion
Algorithms don’t walk through homes. And neither does Uncle Bob. Want an estimate on your home’s value? Click Here Also, tell Uncle Bob to cool it with his opinion.
Zillow might give you a number, but it won’t tell you how your house compares to the similar one down the street that had a new roof, killer staging, and professional twilight photos. And Uncle Bob? Well… has he ever been right?
Your move: Use local data, closed comps, and current buyer behavior to price intelligently. Spoiler alert: That’s what I do for my clients every single time.
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Final Thought: Fall Is a Window, Not a Lifeline
If your home doesn’t sell in the September to early November window, your next serious buyer may not show up until spring. That’s just reality.
So the question is: Are you priced to sell in this market, or just floating in it?
_______________________________________________________
Need Eyes on Your Pricing Strategy?
If you're looking to sell soon and need insight on market expectations, let’s talk. I’ll give you a straight answer, backed by data, and help you avoid becoming another “oops, we waited too long” story.
Reach out today for a Market Pricing Review before the Labor Day bump turns into the Halloween slump.
Now Let’s Go Get It!
