Seller Case Study

Pricing at Value to Create Competition (Not Above It)

Why the homes that sell over asking are usually the ones priced at fair value first, not the ones aiming high.

The Situation

Our sellers owned a well-maintained single-level ranch on a large corner lot and were tempted to list high, reasoning that they could always come down. Recent sales in the area had been closing well above asking price, and it seemed logical to start high and let buyers negotiate.

Our Approach

We took a closer look at why those recent sales had gone over ask — and found the pattern: nearly every one of them had been listed at or below fair market value, which is what generated multiple offers and drove the final price up. Homes that opened above value, by contrast, tended to sit and eventually cut price. We built two valuation scenarios — as-is condition and a light kitchen/bath refresh — to show the sellers exactly where their home landed either way.

The Outcome

By pricing at value instead of above it, our sellers positioned their home to generate the same kind of competitive, multiple-offer dynamic the other recent sales had enjoyed — rather than risking a stale listing that has to chase the market back down. We paired the recommendation with an offer-review deadline to convert interest into a real bidding window.

Why It Matters For You

In a rising market, the instinct to "list high and negotiate down" often backfires — it's usually the at-value listings that create bidding wars, not the ambitious ones. Understanding which pattern your specific market is following is the difference between a fast, competitive sale and a summer of price reductions.

DeSilva Team · eXp Realty · Figures are illustrative of our comparable-market process and do not reflect an actual appraisal.

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