Most sellers step into the market with one number stuck in their head. And ironically, it’s usually the one that can cost them the most… their asking price.
A survey from Realtor.com shows that about 8 in 10 sellers expect to sell at or above their asking price right now. But here’s where it gets interesting.
In reality, only about 4 out of every 10 sellers actually pull that off.
That’s a pretty big gap, and it’s exactly where a lot of sellers get blindsided. So what’s causing the disconnect? And more importantly, how can you position yourself to be one of the 4 out of 10 who actually get top dollar?
Let’s break it down.
What Should You Really Expect To Get for Your House?
That 40% might seem low at first, but it’s not.
If you think back to 2019, which was the last truly normal year in the housing market, what we’re seeing now is really just a return to that kind of balance. In fact, a slightly higher percentage of homeowners are selling above their list price today compared to 2019.
It only feels low because the past few years weren’t normal at all. From 2020 through mid-2022, buyer demand surged and housing inventory hit record lows, so almost everything was selling above asking price.
Now the market has shifted.
There are more homes on the market now, so buyers have more options to choose from. Because of that, they’re also being a lot more selective with how they spend their money.
What Happens When a Home Is Priced Too High
Here’s the reality. It might feel like pricing high gives you more room to negotiate, but most of the time it actually does the opposite.
When your home is priced higher than what buyers expect in today’s market, they usually don’t try to negotiate. They just move on.
Because buyers notice price first. And if your home doesn’t match up with similar options in your area, it might not even get a showing. And once that happens, things tend to snowball:
A higher price usually means less interest from buyers
Less interest leads to fewer offers
And fewer offers often means your home sits on the market longer
Take a look at this table from the Indiana Association of Realtors. Even though this data comes from just one state, the overall trend is pretty consistent in many markets across the country. Homes priced at or below market value tend to sell quickly, while homes priced too high usually sit on the market longer. And that extra time can end up costing sellers a lot.
The Price Cut Trap (And How To Avoid It)
When a home sits on the market that long without any offers, many sellers end up reducing the price. According to Realtor.com, about 16.7% of sellers are making price cuts right now.
But here’s the real issue. Even when sellers drop the price, it still doesn’t always lead to a sale.
In fact, some buyers see a price drop as a red flag and start wondering if there’s something wrong with the house, even when there isn’t.
That’s why data from the National Association of Realtors shows that the longer a home stays on the market, the larger the price cuts tend to be in order to bring buyers back in.
So what starts out as a way to “leave room” for negotiation can actually end up costing you more in the long run.
Why Pricing Right from Day One Matters
Even though listing at or just below market value might feel counterintuitive when your goal is to get the most money for your home, in many cases it’s actually the strongest strategy.
Because the goal isn’t just to put your home on the market and hope a price sticks. It’s about pricing it in a way that builds real demand from day one.
NAR puts it best:
““While some sellers are pricing their homes higher than ever, a more ‘goldilocks’ frame of mind is a better approach to avoid price cuts and lingering time on the market.”
”
There’s a sweet spot: price it too high and buyers vanish, price it too low and they start doubting the value.
But right in the middle, that’s where the magic happens.
And that’s exactly when the right agent makes all the difference.
They help you get a clear picture of what buyers are actually paying right now, how your home compares, and how to price it so it grabs attention right away. And in today’s market, that approach is the difference between one of two outcomes:
Pricing high, letting it sit, and eventually selling for less than expected.
Pricing it right, creating competition, and setting yourself up to win from the very beginning.
Bottom Line
A lot of homeowners think they can list high and just negotiate later, but that usually ends up hurting them. And that’s why only about 4 out of every 10 sellers are actually getting their asking price or more.
If you want to be in that group, it really starts with pricing your home right from day one.
Let’s connect so we can make sure you are.
