Why Isn't Your Home Selling? The Truth about Pricing

It’s one of the hardest questions a seller can face:

“Why isn’t my house selling?”

Often, the answer comes down to one thing: price.

And here’s the uncomfortable truth - too many homes are priced based on the wrong factors.

Many sellers unknowingly set their price around:

    •    What they need.  You may have a number in mind because of the next home you want to buy, or because of financial goals. But buyers don’t factor your personal needs into what they’re willing to pay.

    •    What they spent.  Renovations and updates can certainly add value, but rarely dollar-for-dollar. Just because you invested $100,000 in upgrades doesn’t mean the market will return $100,000 on top of value.

    •    What they hope.  Hope is not a pricing strategy. Hoping for the “perfect buyer” who will pay over market isn’t realistic. Buyers are too savvy and have too much data at their fingertips.

The Right Way to Price a Home

Buyers don’t shop in a vacuum - they compare. They’re looking at your home alongside every other property in your price range. If your home doesn’t align with the competition and recent sales, it simply won’t move.

The market is the ultimate judge of value. Not your needs, not your expenses, not your expectations.

When a home is priced correctly:

    •    It attracts attention quickly

    •    It creates competition

    •    It sells faster and for stronger terms

When a home is overpriced:

    •    Showings are slow

    •    Buyers choose better-value homes

    •    The listing grows “stale,” which often forces painful price reductions

Why Strategic Pricing Matters

Strategic pricing isn’t about “giving your home away.” It’s about positioning it correctly from day one so buyers see it as a must-see, must-offer property. A well-priced home can even drive offers above asking if the demand is strong enough.

The goal isn’t just to list your home - it’s to sell it for the best possible price the market will support.

The Bottom Line

If your home isn’t selling, take a hard look at the price. Is it based on market data, or on what you need, spent, or hope?

The difference between “sitting” and “sold” almost always comes down to that answer.