Selling a home in Santa Fe can be an exciting yet complex process—especially in a market that blends local buyers, out-of-state relocators, and luxury investors. But even in a city known for its high demand and charm, sellers often make avoidable mistakes that cost time and money.
As a seasoned Santa Fe Realtor®, I’ve seen firsthand what separates a smooth, profitable sale from a frustrating one. Here are the top five mistakes sellers make—and how to avoid them.
1. Overpricing from the Start
It’s tempting to “test the market,” but overpricing is the most common mistake Santa Fe sellers make.
- Why it’s risky: Buyers are savvy and compare listings online instantly. If your home is overpriced, it gets overlooked in search filters.
- The data: According to Santa Fe MLS (2025), 20% of listings reduce price within the first 30 days, and homes priced correctly sell 25% faster.
- How to avoid it: Work with a Realtor® who conducts a thorough comparative market analysis (CMA) using current neighborhood data—not outdated estimates or national averages.
👉 Santa Fe MLS Reports | Realtor.com Market Trends
2. Neglecting Presentation
Even in a desirable market like Santa Fe, presentation sells.
- Common missteps: Skipping staging, leaving clutter, or deferring small repairs.
- Impact: Buyers may perceive the home as “tired” or assume major issues exist.
- How to avoid it:
- Stage key areas like the living room and primary suite.
- Invest in professional photography—homes with high-quality images get up to 118% more online views (per Redfin).
- Consider minor updates such as fresh paint, landscaping touch-ups, and lighting improvements.
3. Weak or Incomplete Marketing
Santa Fe attracts a national audience—many buyers come from California, Texas, and the East Coast—so marketing must extend beyond local MLS exposure.
- Mistake: Relying solely on basic MLS listings or low-quality cell phone photos.
- How to avoid it:
- Use professional photos, drone videos, and targeted social media ads.
- Syndicate your listing on Realtor.com, Zillow, Sotheby’s International Realty, and other national platforms.
- Tell your home’s story through compelling copy and visuals that highlight lifestyle—not just square footage.
4. Making the Home Hard to Show
Santa Fe buyers often travel in for short house-hunting trips. If your home isn’t easily accessible, you could miss key opportunities.
- Mistake: Restrictive showing schedules or requiring long advance notice.
- Impact: Your home drops to the bottom of agents’ showing lists.
- How to avoid it:
- Use a lockbox or digital scheduling app.
- Be flexible with showing times.
- Keep the home “show-ready” for last-minute appointments.
5. Ignoring Market Timing and Trends
Even in a strong market, timing matters. Listing at the wrong moment can impact days on market (DOM) and perceived value.
- Santa Fe trend: Homes listed in late spring or early summer typically see the fastest sales.
- How to avoid it:
- Review current absorption rates, median DOM, and price trends with your Realtor®.
- Plan your listing launch with professional photos, marketing, and seasonal appeal aligned.
👉 As of Fall 2025, Santa Fe’s average DOM is 65 days, with luxury listings taking longer but selling steadily when priced right.
Bonus Tip: Work with a Local Expert
Selling a home in Santa Fe isn’t just about data—it’s about knowing the nuances of neighborhoods like Historic Eastside, Eldorado, Las Campanas, and Tesuque. Each attracts different buyers and requires a tailored marketing approach.
A local expert like Adrienne DeGuere, Realtor® can guide you through pricing strategy, presentation, marketing, and negotiation—so your sale stands out for all the right reasons.
FAQ
Q: Should I price my home higher to leave room for negotiation?
A: Not in Santa Fe’s market. Pricing correctly upfront usually attracts more serious buyers and often results in stronger offers.
Q: Do I need to stage my home even if it’s already furnished?
A: Yes—staging ensures flow, balance, and appeal to the widest audience, both in photos and in person.
Q: What’s the biggest factor in reducing Days on Market?
A: Accurate pricing combined with standout marketing and accessibility.
Conclusion
Avoiding these five mistakes can mean the difference between a smooth sale and months of frustration. With the right strategy and professional guidance, you’ll attract qualified buyers and achieve the best possible result in today’s Santa Fe market.
📞 Contact Adrienne DeGuere, Realtor® for a complimentary seller consultation and personalized market analysis. Let’s position your Santa Fe home for success.
