There is one critical mistake a seller must avoid when listing a home: setting the price too high. While it may seem that overpricing allows room for negotiation or maximizes profit, the reality is that it often leads to a stagnant listing and diminished buyer interest.

In fact, Realtor.com reports that nearly 20% of sellers—one in five—must reduce their price to secure a sale. I ensure my clients do not fall into that category. Here is why an inflated price can be detrimental and how to achieve an optimal pricing strategy.

Overpricing Pushes Buyers Away

With mortgage rates and home prices at current levels, buyers are already stretching their budgets to make a move. When they encounter a home that is overpriced, they are not thinking, "I can negotiate." Instead, they move on without a second glance. As 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 . . .”

The result? Fewer showings, fewer offers, and a missed opportunity to capture serious buyer interest.

The Longer Your House Sits, the More Skeptical Buyers Will Get

The longer a home remains on the market, the more skepticism it generates. Buyers start questioning why the property has not sold. Is there an issue with the home? Is the seller difficult to work with? Even if the only concern is price, prolonged market exposure creates doubt. As U.S. News states:

“. . . setting an unrealistically high price with the idea that you can come down later does not work in real estate . . . A home that is 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 stage, reducing the price becomes necessary to reignite interest. However, price reductions can send negative signals, reinforcing buyer hesitation rather than motivating action. The key to avoiding this situation is ensuring your home is positioned correctly from the start—both in pricing and presentation.

The CKH Effect: Concierge Home Preperation

Hand us the keys, and walk away! That’s the simple beauty of The CKH Effect.

Our dedicated concierge team will develop a customized plan to prepare your home. We will coordinate and manage all aspects of the projects and will be your direct point of communication, so you can focus on your next phase of life. Payment for all services rendered under this Concierge Home Preparation Program is deferred until your home sells and is paid out of escrow.

Strategic home preparation is an essential part of ensuring a property is positioned at the right price point. Through targeted renovations, staging, and expert market analysis, The CKH Effect transforms homes to meet buyer expectations and drive competitive offers.

Recent Success Stories: The CKH Effect in Action

These homes benefited from our strategic renovations and expert pricing strategy, leading to quick sales and strong returns.

Pricing a home correctly from the start is one of the most critical factors in achieving a successful sale. I have seen time and time again how overpricing leads to stagnation, price reductions, and ultimately, lower final sale prices. Buyers are highly informed and quick to dismiss properties that do not align with market expectations.

This is why preparation matters just as much as pricing. Strategic updates, thoughtful staging, and a strong marketing plan can create the perfect combination to attract competitive offers. The CKH Effect is designed to ensure every home we market is positioned for success—so that sellers achieve top dollar without unnecessary time on the market.

If you are considering selling, let’s talk about how we can maximize your home’s potential and get you the results you deserve.—contact us today!

Market Report February 2025

Here's the latest January 2025 Market Update showing year-over-year data. The data includes all Single-Family and Condo & Townhomes in the California Area sourced from Broker Metrics & Info Sparks for the period from December 2024 thru February 2025. This may include preliminary data and may vary from the time this data was gathered. All data is deemed reliable but not guaranteed.