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14
STRATEGICALLYPRICING
YOURHOME
PRICEYOURHOME
TOSELL
When it is Market Exposure and
Buyer Interest Are Highest.
In a purely numbers sense, how you price your
home will directly impact how many buyers,
showings and offers you attract, as well as how
easily it sells, as depicted in the Pricing Pyramid
diagram below.
However, the practical dynamics of attracting
those qualified, motivated buyers who will
pay top market value for your home is a little
more complex. That is because experience
shows that you are far more likely to get top
market value if you sell your home during
a certain “golden window of opportunity”
during the listing. In short, timing is crucial.
With the exception of hot, sellers’ markets,
homes generally attract the most interest
and activity among buyer prospects and their
agents during the second to fourth or fifth
weeks they are on the market.
Beyond five weeks, your home will increas-
ingly be viewed as a stale listing – i.e. as a
commodity with a history of being rejected
by other buyers. Consequently, there will be
less market buzz, less showings, less offers
and less likelihood that you will get your ask-
ing price. This is why it is crucial to price your
home correctly right from the beginning so
that you get and accept a solid offer during
the three or four weeks “golden window”.