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Piedmont Real Estate Blog

Blog by Julie Emery
Amissville, Virginia

An ongoing dialog on real estate news, opinion and trends in Northern Virginia and the greater Piedmont area. Julie is an Associate Broker at Century 21 New Millennium, 5451 Old Alexandria Turnpike, Warrenton, VA 20187

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Piedmont Real Estate Blog

Pricing Strategy

Feb. 13, 2007
Categorized in: Sellers

I've had a couple of discussions with sellers recently about pricing their homes. You're all immediately thinking I'm talking about trying to get them to price their homes lower, but that's not what I'm talking about here today!

People are still thinking they should be pricing their homes at say, $399,000 rather than $400,000. And, there was, once upon a time, a case to be made for that.

But the world has changed and how people look for homes have changed.

With most buyers beginning their search for a home on the internet, they search for homes in a pre-defined price range, generally in $25,000 or $50,000 increments. So, if you price your home at $399,000 people looking at homes between $375,000 and $400,000 will see your home. But those looking at homes from $400,000 to $425,000 will not. By changing the price to $400,000 you've now exposed it to a whole extra group of buyers. Plus, rather than being at the top end of one price range, you're actually on the bottom of that second range, making it more attractive to many buyers.

So, my pricing advice is to do away with the "9s" strategy. That idea is a remnant from another time and another way of doing business!

Days On Market

Oct. 12, 2006
Categorized in: Local Market Conditions

Buyers are always interested in how many days a property has been on the market. Buyers assume that the longer a property has been on the market, the more negotiating leverage they have.  And, generally speaking, that's probably true. That assumes, of course, that the seller really does need and/or want to sell!

Sellers, in this market, are very sensitive to days on market as well, and are worried about the perception buyers have as they see that Days on Market number increase.  Again, this is perfectly reasonable. They don't want to give buyers the impression they have more leverage, even if it might be true! No one wants to give away information that might hurt their negotiating position.

Sellers are asking more frequently how they reset the counter to show their property as newly on the market.  Many times they believe that if they withdraw their house from the market for a few days and then put it back on, that will reset the counter. Some believe that if they relist with a new agent the counter will go back to zero. Generally, what I tell them is that this doesn't work. But the full answer is a little more complex than that and this seems like a good place to go into a little more detail.

The Multiple Listing Service that we use in this area actually carries to Days on Market numbers for every listing.  They are shown as DOM-M and DOM-P. They stand for Days on Market-MLS and Days on Market-Property. The first one, DOM-M, does reset when you relist your home with a new agent. Or, if your listing expires and then is put back on the market a week or two later. But the second category, DOM-P does not reset unless your home is off the market for at least 180 days. Since both of these fields are available to both agents and consumers in the data they see, it's pretty hard to fool anyone about how long your home has been for sale.

As with almost everything in life, prevention is the way to go here! Price it properly, make sure it shows well and odds are most homes will sell within the average days on market for this area.