The Price Has to be Right

There’s one big mistake sellers need to avoid when marketing their houses this year: setting the price too high. While it might seem that overpricing gives you room to negotiate or boost your profit, the reality is, it usually backfires.   In fact, Realtor.com says almost 20% of sellers — that’s one in five — had to reduce their price to get their house sold. And you don’t want to be one of them. Here’s why starting too high can lead to trouble.   Overpricing Pushes Buyers Away   With mortgage rates and home prices where they are right now, some buyers are stretching their budgets to make a move. So, when they see a house that’s priced too high, they’re not thinking, “I can negotiate.” They’re more likely to think, “next” and skip over your house entirely. An article from the National Association of Realtors (NAR) explains: “Some sellers are pricing their homes higher than ever just because they can, but this may drive away serious buyers . . .”   And if they skip over your listing, you’ll miss out on the chance to get them through the door. That’s the last thing you want because fewer showings mean fewer chances to receive an offer.   The Longer Your House Sits, the More Skeptical Buyers Will Get   Here’s the other issue. An overpriced house tends to sit on the market longer. And the longer a house lingers, the more buyers start to wonder what’s wrong with it. Is there a problem with the house itself? Are you difficult to work with? Even if the only issue is the price, that extra time creates doubt.   As U.S. News says: “. . . setting an unrealistically high price with the idea that you can come down later doesn’t work in real estate . . . A home that’s overpriced in the beginning tends to stay on the market longer, even after the price is cut, because buyers think there must be something wrong with it.”   At that point, you’ll have no choice but to lower your price to drum up interest. But that price reduction comes with its own downside: buyers may see it as another red flag, that there really is an issue with the house.   The Key To Finding the Right Price for Your House   So, what’s the secret to avoiding all these headaches? It’s simple. Work with us to set a realistic price not your cousin Bob “who knows a little something about real estate” because he bought a house 20 years ago. We will be honest with you about how you should price your house.   You don’t want to partner with someone who just agrees to whatever number you throw out there. That’s not an expert who’s going to get you the best results.   We will use real-time data from the Cape market to help you land on a price that makes sense — one that grabs attention, attracts buyers, and still helps you walk away with a great return. And, sorry, what your neighbor up the street — who didn’t have as nice a house as you — got two years ago doesn’t count.   Bottom Line   Remember, if the price isn’t compelling, it’s not selling. Instead of shooting too high and scaring off buyers, work with a local agent who knows how to price it right.   Let’s team up and make sure your house hits the market with the right price, gets noticed, and gets sold.   Let’s talk soon…   Mari and Hank       The information contained, and the opinions expressed, in this article are not intended to be construed as investment advice. You should always conduct your own research and due diligence and obtain professional advice before making any investment decision.