Raising the Sales Price When a Home is Overpriced is a Bad Idea

Raising the sales price when your home doesn’t sell because it’s priced too high for the market is a screwball strategy that some sellers employ for various unknown reasons. Well, if you ask the seller he might say that a home down the street, for example, was just listed at a higher price, which in his mind would justify the price increase, even though it’s the wrong way to look at it. If anything, an overpriced home down the street will make a reasonably priced home sell faster.

Homes that are for sale in Sacramento are not necessarily homes that are for sale. The list prices of those homes are pretty much meaningless and carries little weight if there are no offers. A sales price is an enticement, like bait on a fishing hook, but there is no guarantee a fish will bite it. Not only that, but it might be a plastic lure disguised as a tasty treat. Not every home that has a for sale sign in the yard is a home that is for sale. That’s where home buyers’ and home sellers’ perceptions can slide sideways.

What matters are the pending sales and the sold comparable sales because those are the homes that real home buyers have purchased. Those prices are indicative of the marketplace. They show what another home is worth.

Then, you’ve got condition. A home in poor condition will not be attractive to many first-time home buyers. Investors in today’s Sacramento real estate market want a good deal, and to the investors I talk with and receive offers from a “good deal” means paying less than market value.

Bottom line is in today’s fall Sacramento real estate market, when you’ve hauled in a big fish and it’s flopping about in the boat, the thing to do is knock it over the head. You don’t throw it back in the water when you plan to eat it. You don’t say you need to catch a bigger fish if it meets minimum catch guidelines. And you don’t raise the sales price because you don’t have any offers.

Give home sellers enough time, and they’ll come to that conclusion on their own. The thing is they generally end up paying for those decisions.