The Biggest Pricing Mistakes Sellers Make

by Brent Blay

When it comes to selling a home, pricing is everything. Even the most beautiful, well-staged property can sit on the market if the price isn’t right. Setting the wrong price not only costs sellers time but can also mean leaving money on the table. Here are the biggest pricing mistakes homeowners often make—and how to avoid them.

1. Overpricing From the Start

Many sellers believe they should “test the market” with a higher asking price. The problem? Buyers often skip overpriced listings altogether. An inflated price can cause your home to linger on the market, making it look undesirable. In the end, sellers usually drop the price anyway—sometimes lower than if they had priced it correctly from the beginning.

2. Ignoring Market Comparables

Your home may feel priceless to you, but buyers will compare it to similar properties in the area. Ignoring comps (recent sales of comparable homes) can lead to unrealistic expectations. A strong pricing strategy always begins with data, not emotions.

3. Letting Emotions Drive the Price

It’s natural to value your home highly if you’ve poured love, money, and memories into it. But buyers don’t share that emotional attachment—they only see square footage, updates, and location. Successful sellers learn to separate emotions from market reality.

4. Not Adjusting When the Market Speaks

If weeks go by with little to no activity, it’s a clear sign the price may be off. Refusing to adjust can prolong the sale and weaken your negotiating power. Listening to buyer feedback and market trends is critical.

5. Forgetting the Impact of Online Searches

Buyers often search for homes within set price ranges online (e.g., $400k–$450k). If your home is priced just above a search bracket, you could be missing potential buyers. Strategic pricing can make your listing more visible and attractive.

6. Underpricing Without a Strategy

While underpricing can spark bidding wars in hot markets, doing it without a plan can backfire. If buyer demand isn’t strong enough, you risk underselling your home. Always consult your agent before using this tactic.

Final Thoughts

The right price can mean the difference between a quick, competitive sale and months of frustration. By avoiding these common mistakes and working closely with a knowledgeable real estate professional, you can position your home to attract serious buyers and secure the best possible outcome.