Pricing a home when the comparable sales disagree

Comparable sales are the foundation of a listing price, and they rarely agree. Two houses with the same floor plan can close well apart because one backed onto a road, one had been updated, or one sold in a week when rates moved.

The work is in the adjustments, not the average. A comparable that closed six months ago in a different rate environment is telling you about a different market. One that sold with heavy seller concessions did not really close at its headline number.

Where the spread stays wide after honest adjustment, that is information too: it usually means the buyer pool for that street is thin, and the first few weeks on market will tell you more than any further analysis.

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