One of the most common things I hear from sellers is, “Why don’t we start a little high? We can always come down.”
I understand the thinking. Everyone wants to get the highest possible price for their home. But after more than 35 years selling real estate in Los Angeles, I’ve learned that starting too high can actually work against you.
The first few weeks on the market are incredibly important. That’s when a property is new, buyers are paying attention, and there’s a sense of urgency. You only get that moment once.
Today’s buyers are also much more informed. They know what has sold nearby, how long a property has been on the market, and whether the price has been reduced. With so much information available online, and now through AI, buyers can recognize very quickly when a home is priced above the market.
I’ve always believed that if buyers see value, they’ll respond. They show up, they write offers, and competition can take care of the rest. Water seeks its own level.
That doesn’t mean giving a property away. My job is to get my seller the highest price the market will support. But sometimes the best way to accomplish that is to price the home where buyers immediately recognize its value.
Sellers don’t need an agent who simply tells them what they want to hear. They need someone willing to give them good advice, even when it isn’t necessarily what they were hoping to hear.
Ultimately, the market decides what a home is worth. My job is to make sure my clients are in the best possible position when it does.
