One of the most misunderstood aspects of selling a home isn’t where a property ultimately sells — it’s how you get there.
I recently closed a transaction for a seller whose home was a custom build in an established subdivision. There were no strong recent comparable sales, which immediately raised two critical considerations:
• Buyer brokers would be relying heavily on limited data
• Appraisers have strict rules about what can and cannot be used as comparables
With that in mind, we made a very intentional pricing decision:
We priced the home slightly above what the comps strictly supported — but conservatively and strategically.
Here’s why pricing strategy matters 👇
📈 Within two days on the market, we received two competing offers, which quickly escalated into a bidding situation.
That competition allowed me to negotiate:
✅ $74,000 over asking price
✅ An appraisal gap contingency, reducing risk if the home didn’t appraise
✅ Inspection contingency fully waived
✅ HOA document contingency waived
✅ One month of post-closing occupancy at no cost, giving my out-of-state seller time to coordinate an estate sale
Just as important: having multiple offers in hand helped support value for the appraiser — and the property did appraise at value.
Here’s the key takeaway:
Had we priced the home closer to the final sale price from the start, the outcome likely would have been very different:
• Fewer (or no) competing offers
• Less leverage to negotiate strong terms
• Greater appraisal risk
📌 Pricing isn’t about chasing the highest number.
It’s about creating momentum, leverage, and buyer confidence.
When done correctly, pricing strategy doesn’t just improve the sale price — it improves terms, certainty, and outcomes.
This is the difference between simply listing a home…
…and strategically positioning it for the best possible result.
✨ Adrienne DeGuere | Sotheby’s International Realty – Santa Fe
I help sellers navigate complex pricing scenarios with data, strategy, and a deep understanding of how buyers, agents, and appraisers actually behave — especially in nuanced or low-comp markets.
If you’re considering selling and want a strategy-first approach, I’m always happy to talk.
