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Many sellers still believe they can “test the market” by starting high and adjusting later. In today’s 2026 real estate landscape, that strategy often backfires—costing sellers time, leverage, and real money.
Here’s why pricing correctly from day one matters more than ever….. AND IF YOU PREFER TO SKIP RIGHT TO THE VIDEO VERSION, just click here!
1. Overpricing Kills Momentum in the First 30 Days
The first 30 days on the market are critical. This is when your home receives the most attention—online views, showings, and serious buyer interest.
When a property is priced too high out of the gate, buyers don’t “test it.” They skip it.
Instead of strong activity and leverage, sellers experience fewer showings, longer days on market, and a listing that quickly feels stale. Once momentum is lost, it’s difficult to regain.
A recent case study on Longboat Key illustrates this perfectly. With a realistic seller, strategic pricing, and strong marketing, the property went pending in just 19 days. The result was a win for both sides. Sellers felt confident in their outcome, and buyers felt they successfully negotiated, creating a smooth and successful transaction for everyone involved.
2. Longer Days on Market Mean Weaker Negotiating Power
The longer a home sits, the more buyers assume something is wrong—or that it’s overpriced.
Many buyers hesitate to submit offers they feel are “too low,” even when those offers reflect true market value. When a price reduction eventually happens, leverage has already shifted.
Buyers negotiate harder, push for concessions, and control the pace of the transaction.
In 2026, leverage belongs to sellers who create urgency early—not those who chase the market later.
3. Carrying Costs Quietly Add Up
Every extra month on the market costs money.
Mortgage payments, property taxes, insurance, utilities, HOA fees, and maintenance don’t pause while a home waits for a buyer. What starts as “testing the market” can quietly turn into thousands of dollars in unnecessary carrying costs—often more than the price difference sellers were trying to protect.
Sometimes you need to rip the band-aid off to get it sold. And yes, that adjustment may happen more than once. Markets shift constantly, and all it takes is one nearby listing undercutting yours to reset buyer expectations.
4. Bonus: Pricing Should Reflect the Value of Your Agent
Pricing isn’t just about the number—it’s also about who’s representing you.
A strong pricing strategy backed by professional marketing, skilled negotiation, and real market expertise is very different from a discount approach that relies on luck and future price cuts.
Ask agents about their production volume, their experience in your market, and their marketing strategy. Not all Realtors are the same. Hiring a top-tier agent can make a measurable difference in your final net price—not just your list price.
The right agent doesn’t just list your home. They protect your bottom line.
If you like what you see and hear, please consider subscribing. I truly appreciate you watching, subscribing, liking, and commenting.
If you’re considering selling your current property—or purchasing—in Sarasota, Manatee, or Charlotte County, I’d love to help. Communication is my reputation, and your call is always important to me.
Seller Q&A: Pricing Strategy in Today’s Market
Q: Why doesn’t “testing the market” work in 2026?
A: Today’s buyers are highly informed. When a home is priced too high, they don’t wait to see if it comes down—they move on. The most valuable window for interest is the first 30 days, and overpricing during that time often eliminates momentum that can’t be recovered later.
Q: Can’t I just reduce the price later if needed?
A: You can, but by then leverage is usually gone. Longer days on market signal overpricing to buyers, which leads to tougher negotiations, more concession requests, and less control for the seller—even after a price adjustment.
Q: How do I know if my home is priced correctly from the start?
A: Proper pricing comes from a combination of current market data, neighborhood competition, buyer behavior, and an experienced agent’s insight. Strategic pricing—paired with strong marketing and negotiation—creates urgency, protects your net proceeds, and often results in a smoother, faster sale.
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Contact Me Any Time
Complimentary Consultations | Home Value Reviews
Shayla Twit
Sarasota, FL Realtor | CLHMS
Certified Luxury Home Marketing Specialist
Corcoran Dwellings
1947 Ringling Blvd
Sarasota, FL 34236
Call or Text: (941) 544-7690
Email: shaylatwit@gmail.com
Website: https://www.shaylatwit.com
#sarasotarealtor #floridarealestate
