Everything Comes Down to Price
This is a fundamental truth in real estate that is hard to hear. Here’s why:
Market value is relational. A buyer doesn’t evaluate a property in a vacuum. They’re comparing it to everything else available: newer vs. older, updated vs. dated, good location vs. less desirable. Price is the balancing lever that equalizes those differences.
Condition, location, and features don’t stop a home from selling. They just adjust what buyers are willing to pay.
Older home? Buyers expect to pay less than for a new build.
Dated finishes? Buyers mentally subtract the cost of remodeling.
Damage or repairs needed? They discount the price accordingly.
Less desirable neighborhood? Buyers expect a “deal” to justify the tradeoff.
Every property will sell if priced where the market sees its value. A house that sits too high above its true value lingers, while one priced correctly (or slightly below market) often sells quickly, sometimes with multiple offers.
Buyers don’t reject homes, they reject price.
If a home is too expensive for what it offers, buyers walk away. If the price matches the value (or offers a bargain compared to alternatives), buyers act.
That’s why pricing strategy is the most powerful tool in selling real estate. The agent can’t change location, age, or layout, but we can guide pricing to align with the market and attract buyers.
In short: Every property is sellable. The final variable is the price point at which it becomes attractive enough for someone to say yes.
