The 3 Most Common Pricing Mistakes Sellers Make in a Shifting Market (and a Bonus You Can’t Ignore)

As the real estate market evolves, we’re seeing significant changes in buyer behavior, inventory levels, and what it actually takes to sell a home successfully.

One of the biggest shifts right now? Certain price brackets are seeing a rise in supply. That means competition is heating up—and strategy matters more than ever.

It’s easy for sellers (and agents) to make well-intentioned but costly mistakes that slow momentum, cause price drops, or leave money on the table. Here are three of the biggest missteps we see again and again—plus one bonus mistake that’s subtle but powerful.

1. Relying Too Heavily on Backward-Looking Comparables

It’s a natural instinct to want to price your home based on what your neighbor sold for earlier this year. But the market is dynamic.

The comp that closed in March was negotiated in February—and buyer behavior has likely shifted since then. Looking at comps without adjusting for current market pace, new inventory, and recent buyer feedback can mean you’re pricing for yesterday’s market instead of today’s reality. 

📌 Instead: Use comps as a reference point, but factor in what’s happening right now. What’s sitting, what’s moving, and how long it’s taking matters just as much. Infact, our advice is to go out AHEAD of where the market is going to catch the highest point of the wave not the bottom.

2. Ignoring the Absorption Rate for Your Specific Category

Not all inventory is equal.

Understanding the absorption rate—how many months’ worth of inventory exists in your price point and home type—can tell you how competitive your listing really is.

For example, a $1.1M home in a town with 3 active listings and 1 pending sale may move faster than a $700K home in the same area with 12 active listings and 1 pending. It's not just about price—it's always about demand. There are times where the buyer supply in a category has dried up (temporarily) 

📌 Instead: Ask your agent to break down the absorption rate for your price bracket. Use that to guide both your pricing and your preparation strategy. It takes a deep dive to understand this phenomenon, not just a superficial look. 

3. Missing the Emotional Connection

Data matters, but buying a home is emotional.

One of the biggest lost opportunities in preparing a home for sale is failing to highlight what makes your property truly special. Too often, we see listings blend into a sea of sameness—neutral staging, generic photography, vague descriptions.

Buyers aren’t just buying space—they’re buying a lifestyle.

📌 Instead: Identify and amplify 3–5 stand-out features and create memorable moments. Whether it’s the morning light in the kitchen, the privacy of the backyard, or the post-pool shower room off the playroom—these are the details that create connection.

Bonus Mistake: Equating Size with Value

It’s easy to assume a bigger home will always be worth more or attract more buyers. But in today’s market, size is just one piece of the puzzle.

What buyers really value now is beauty, functionality, and the feeling of the home.

📌 A perfectly sized, well-designed home with thoughtful layout and lifestyle flow often gets stronger emotional response than a larger but uninteresting space or an awkward floorplan that's difficult to picture life there.  

📌 Instead: Focus on livability, design impact, and the lifestyle story your home tells. That’s what moves the needle with today’s buyers.

Final Thoughts

Today’s sellers need more than a “list it and see what happens” approach.

You need:

• Sharp, strategic pricing

• Clarity about your real-time market position

• A preparation plan that highlights the moments buyers fall in love with

• And a guide to help you navigate it all with confidence and clarity

If you're considering a move and want a thoughtful, data-informed and emotion-aware plan—we'd love to help.

Let’s talk about what will work best for your goals in this market.