Seller Series – Preparing Your Home For Sale – Part 4: Pricing Your Home

So, you’re thinking about selling your home in 2026.  Part 4 of my multi-part Seller Series – Preparing Your Home For Sale in 2026 – will give you a view of the multi-faceted process of selling your home. Part 1 focused on Starting Early and Making a First Impression. Part 2 addressed living in your home while selling or marketing the home vacant. Part 3 was all about Staging and Photography.

The Story Behind Pricing Your Home

Every home has a story, and the price we set is the opening line buyers will read. It’s not chosen at random—it’s shaped by a series of conversations, observations, and market realities that together create a strategy.

It begins with location. A home’s neighborhood sets the stage: the schools nearby, the parks within walking distance, the commute options. Buyers don’t just purchase a house—they buy into a lifestyle, and the value reflects that.

Next comes size and usable space. Square footage is the headline number, but buyers look deeper. A finished basement, a flexible office, or an open kitchen can make the same square footage feel far more valuable. Usability often matters as much as raw dimensions.

Condition and age tell another chapter. A home that’s been lovingly maintained, with a newer roof or updated systems, reassures buyers. An older property with deferred maintenance may still shine, but its price needs to account for the work ahead.

Features and amenities add character. A backyard retreat, solar panels, or a chef’s kitchen can set a home apart from others nearby. These details don’t just add comfort—they add perceived value, and buyers notice.

Then there’s the wider market. Supply and demand create the backdrop. When inventory is tight, buyers compete fiercely. When listings are plentiful, pricing must be sharper to stand out, avoiding the temptation to price higher than the market will bear. We also look at the absorption rate – the percentage of homes currently on the market that will sell in the next 30 days. Market trends—interest rates, seasonal rhythms, buyer confidence—shift the tone of the story, and the price adapts with them.

Finally, the seller’s own timeline shapes the ending. A family relocating quickly may choose a price that encourages faster offers. Someone with more flexibility may test higher ranges, waiting for the right buyer. Motivation and timing are as much a part of the equation as square footage or location.

Common Pitfalls in the Pricing Story

Some sellers stumble by letting emotion drive the number, setting a price based on memories rather than market realities. Others ignore early feedback from realtors and their clients, holding firm even when buyers hesitate. Deferred maintenance can be underestimated, leading to surprises during inspections and negotiations. And chasing the market—lowering the price too late—often results in selling for less than if the home had been priced correctly from the start.

The Takeaway

Pricing is both art and science, but above all, it’s a narrative. It weaves together the home’s features, the market’s mood, and the seller’s goals into a single number that speaks to buyers. Done well, it sets the stage for a successful sale and a smooth transition to the next chapter.