Market Monday’s: Pricing in a Seller’s Market

What is my home worth?  It’s the question most home owners have and arguably the most important factor when deciding to sell a home.

In today’s hot seller’s market, where in King County there is a 1.4 months supply of inventory and a typical balanced market would be considered somewhere between 4 and 6 months supply.  According to a the most recent press release by NWMLS,  “Single family home prices across the 23 counties in the MLS report rose nearly 7.6 percent from a year ago, from $297,500 to $320,000. Single family homes in King County commanded the highest median price at $490,250, up 6.6 percent from the year-ago figure of $460,000, but down from June’s high of $500,000”.  Interestingly, 2,600 listings have expired this year in King County alone…the most common influencing factor? Overpricing.  Yes, it’s a sellers market but properties that sold for the most were strategic in pricing, ultimately attracting the most buyers when the property was most relevant and visible.  With all the valuation tools available to consumers (read 10 appraisals vs. Zestimates), below are some ways to take matters into your own hands and have a realistic look at your market area, ultimately helping you get the most for your home.

  • Study past sales. This is the starting point for any thoughtful and successful pricing strategy; think of it as the “science” part. Take the time to study past sale statistics for homes in your area and areas similar to yours. None will be identical, of course, but having a clear understanding of true market value is the first step in establishing your list price.
  • Do not confuse active listings with past sales. Active listings have not sold. They are just your competition. It is important to be aware of your competition’s pricing, but this is often just an indication of what your home won’t sell for.
  • Do not overprice because you have “time.” If the market is appreciating, this strategy may work, but if prices in your area are declining, you may quickly find yourself chasing a market and costing yourself money. And if the market is stable? Your home will just sit. Buyers pay in today’s dollars, and time is rarely on your side.
  • Leave some room for negotiation, but don’t overreach. No seller wants to feel he left money on the table, and no buyer wants to overpay. Your price should give both parties room to maneuver, but if it is too high, you risk being perceived as unrealistic, and buyers will pass over your home.
  • Think like a buyer. What are the things that you value in a home? Is it a large yard, an updated kitchen or a view? These are likely the same things that your buyer values as well. Talk to your agent about current buyer trends. Yesterday’s avocado green shag carpeting is today’s granite counter top. The property facing the interstate is going to be a tougher sell than the one with a mountain view. Your price should reflect how your home compares to the others offered for sale. Buyers will find objections to any home, as none is perfect, but it is curious how quickly objections disappear when the price is compelling.
  • React swiftly and decisively. If your home is on the market and is not being shown or if you receive feedback that you are priced too aggressively, don’t hesitate to adjust your price immediately!

First impressions are everything when selling your home. Studies have shown that the first two weeks on the market are the most crucial to your success. During these initial days, your home will be exposed to all active buyers making pricing and timing that much more critical.  If your price is perceived as too high, you will quickly lose this initial audience and find yourself relying only on the trickle of new buyers entering the market each day. Markets are dynamic, and your price has an expiration date. You have one chance to grab attention. Make sure your pricing helps you stand out on the shelf — in a positive way.

Oh, and here is a little infographic courtesy of Pinterest to help spruce up your curb appeal….

Tips for Selling Your Home; Curb Appeal. Curb appeal can mean the difference between a home that sells quickly for the asking price, and a home that sits for months on the market, below asking price.  #lakegeneva #fontana #curbappeal. http://agents.keeferealestate.com/michalene_melges/:

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