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  • Writer's pictureEmma Ellis, REALTOR

How Overpricing Your Home Can Lead To A Lower Sales Price

Pricing a home incorrectly can negatively impact the willingness of a buyer to pay market value.  When a home is overpriced, it is unlikely to sell quickly. The connection between the length of time a home is on the market and the likelihood of selling for the list price when the home is overpriced is a multifaceted one that involves various psychological, economic, and market dynamics. This relationship can be better understood through the concept of "perceived value decay" and its impact on buyer behavior.

Perceived Value Decay: As a home remains on the market for an extended period, potential buyers might begin to perceive its value as decreasing. This perception arises from several factors:

  1. Stagnation: When a property sits on the market for a long time, buyers may start wondering why it hasn't sold yet. They might begin to assume that there's something wrong with the property, even if that's not the case. This perception can lead to lower offers and decreased interest.

  2. Market Trends: Real estate markets can be influenced by trends and shifts in demand. A property that doesn't sell quickly might be seen as less desirable compared to newer listings that come onto the market. Buyers may be more willing to pay the list price for a property that appears fresh and aligned with current market conditions.

  3. Pricing Pressure: Sellers might feel pressure to keep the home listed at a higher price, because they perceive their home to be worth the cost, even if market condition do not agree. This creates a sense of urgency when a buyer does finally place an offer, even if it is a low ball offer. This can lead to the seller agreeing to a drastically lower price. 

Psychological Impact: Human psychology plays a significant role in buyer behavior. The longer a home remains unsold, the more likely buyers are to question its value. This can lead to a perception that the property is overpriced, even if it was priced correctly from the start.

Market Perception: Potential buyers pay attention to how long a property has been listed. A newly listed home often attracts more attention and can generate a sense of competition among buyers. However, as time passes, the property's allure may diminish, leading buyers to believe they have more negotiating power and a better chance of securing the property for less than the list price.

Supply and Demand: As the time a home spends on the market increases, supply and demand dynamics can shift. If demand for homes in the area is high and inventory is low, a property's perceived value might remain relatively stable. Conversely, in a buyer's market with more supply than demand, the length of time a property is on the market can have a greater impact on its perceived value and the likelihood of selling for the list price.

In summary, the longer a home stays on the market, the more likely buyers are to perceive its value as decreasing, even if the surrounding market is on an upwards trend, which can influence their willingness to pay the list price. This underscores the importance of strategic pricing, effective marketing, and timely adjustments to pricing strategies if necessary, all of which can help mitigate the negative effects of prolonged market time on a property's perceived value and its final sale price.

If you are considering selling you home, and you want to ensure your home does not become a stagnant listing, reach out to me to discuss a competitive pricing & marketing strategy.

And if you are looking for a home and would consider negotiation with the owner of a stagnant listing, take a look at these homes in Coastal Virginia, all with more than 90 days market time -

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