Not long ago, sellers had all the leverage. Homes sold in days—often with bidding wars that pushed prices well over asking. But today? It’s a different game.

As inventory increases and buyers become more selective, pricing has never been more important.

The Price Disconnect: What Sellers Want vs. What Buyers Will Pay

Many sellers still believe they’ll get top dollar. According to Realtor.com, 81% of sellers expect to get their asking price or more. But the reality? It’s not that simple anymore.

A report from the National Association of Realtors (NAR) reveals:

• 44% of homes sell for less than the asking price
• 1 in 3 sellers reduce their price before selling

That expectation gap is shown clearly in the Redfin data below:

The blue line shows median asking prices, while the green line shows sales prices. That widening gap means buyers are hesitant to meet unrealistic expectations—and overpriced homes are sitting longer as a result.

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Why Overpricing Hurts You

You may think setting a high price gives you room to negotiate. But in reality, it backfires. Buyers are savvy. When they see a home linger on the market, they start wondering: What’s wrong with it?

Overpriced homes tend to:

• Get fewer showings
• Sit longer on the market
• End up needing a price cut

As Realtor.com puts it:

“By getting the right price early on, you increase the odds buyers will be interested. That means less time on the market and fewer chances of a price reduction.”

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You Still Have a Strong Opportunity—With the Right Price

Home values have risen over 57% in the past five years. So even if you price slightly below what you hoped, you’re still in a great position to profit.

Your best move? Partner with a local real estate agent who knows how to:

• Analyze recent sales in your neighborhood
• Gauge buyer demand
• Factor in local inventory trends

As Mike Simonsen, Founder of Altos Research, says:

“The best properties, well-priced, are selling quickly in most of the country.”

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Bottom Line

If you want your home to sell fast and for top dollar, pricing is the key. Today’s buyers are informed and cautious—but still eager to make a move when a home is priced right.

Let’s connect and create a custom pricing strategy for your property that helps you stand out—and sell confidently.