Learning Library · Selling 101 · lesson 1
Pricing: the decision that makes or breaks a sale
6 min read
Why the first two weeks matter most, what a CMA really is, and the trap of pricing on hope.
The first-two-weeks rule
A new listing gets its maximum attention immediately — every matched buyer sees it the day it goes live. Price correctly and that surge produces showings and offers. Price on hope and the surge passes; the listing ages; and buyers begin asking the question that costs sellers real money: "what's wrong with it?" Chasing the market down with cuts almost always nets less than pricing right on day one.
What a CMA actually does
A comparative market analysis prices your home the way an appraiser will: against recent sold prices of genuinely similar homes nearby, adjusted for condition, size, and features — not against asking prices, and not against your neighbor's story. Online estimates are a starting point; they haven't seen your kitchen. When we prepare one, it comes with the data attached so you can check our logic.
Strategic underpricing, honestly assessed
In hot segments, listing slightly under expected value to drive multiple offers can work — but it's a market-dependent tactic, not a universal one, and it takes nerve. The decision should come from data on your specific block and price band, which is exactly the conversation to have with your agent before signing anything.
Quick answers
Should I price high to leave negotiating room?
The data says no. Overpriced listings sit, and stale listings attract low offers — the negotiating room becomes negotiating against yourself.
What's my home worth right now?
Our valuation tool gives an instant estimate, and we'll follow it with a real CMA at no cost. The gap between the two is exactly why the CMA exists.
Educational content only — not legal, tax, or financial advice. Program details, rates, and tax figures change; verify current specifics before relying on them. The Woods Team · Berkshire Hathaway HomeServices Fox & Roach, REALTORS® · Equal Housing Opportunity.