5 Key Questions Your Realtor Should Ask Before Pricing Your Home
Choosing the right list price is more art than arithmetic—and it starts long before your “For Sale” sign goes up. A careful Comparative Market Analysis (CMA) helps pinpoint the sweet spot: a price that attracts serious buyers, sparks competition, and avoids appraisal pitfalls. Here are five questions your agent should be asking you (and the data) before they ever set a number.
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1. “Which Recent Sales Are Truly Comparable?”
Your home is unique—but CMAs rely on “comps”: properties with similar square footage, age, condition, and location that sold in the past 3–6 months. A savvy Realtor will:
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Zero in on sales within a one-mile radius (or the same subdivision).
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Adjust for differences—finished basements, lot size, garage count—so the apples-to-apples comparison holds.
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Exclude outliers (ultra-luxury builds or distressed sales) that could skew the average.
Why it matters: Over-broad comps lead to overpricing—or undervaluing—your home. Dive into our full Smart Pricing guide for more details.
Ksenia Chernaya | Pexels
2. “What Upgrades or Deferred Maintenance Should We Account For?”
Beyond the numbers, your home’s condition can add—or subtract—thousands. Your Realtor should walk through with you:
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High-impact upgrades (kitchens, bathrooms, new roof)—these merit a premium.
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Cosmetic lags (peeling paint, outdated fixtures)—these require a small markdown or quick DIY fixes.
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Maintenance needs (HVAC age, foundation cracks)—these should be disclosed and factored into the price or credits.
Why it matters: A well-prepared home commands top dollar; surprise repairs can stall deals.
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3. “How Does Current Inventory & Buyer Demand Shape Pricing?”
Market momentum shifts daily. An agent focused on data will pull:
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Months of Supply in your price range—low supply (under 3 months) favors sellers; higher supply swings power to buyers.
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Days-to-Pending Metrics—if similar homes are going under contract in under 30 days, you can price confidently at market or slightly above.
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Pending vs. Active Ratio—more pendings than actives signals a hot submarket.
Why it matters: Timing your price to market heat can spark bidding wars—or risk being left behind.
Somi Jaiswal | Unsplash
4. “Are Seasonal Trends & Local Events Influencing Buyer Behavior?”
Porter County’s spring market carries unique rhythms—vacation-rental viewings, lake-season relocations, and school-calendar moves. Your Realtor should consider:
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Seasonal Peaks: Spring and early summer often see the highest traffic.
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Local Draws: Holidays or events (Art Fest, European market) can boost foot traffic.
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Economic News: Rate changes or new-construction launches can quickly shift buyer urgency.
Why it matters: Aligning your list date and price with buyer calendars maximizes exposure.
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5. “What Pricing Strategy Best Matches Your Goals?”
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Finally, pricing isn’t one-size-fits-all. Your agent should clarify your priorities:
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Rapid Sale: A slightly aggressive price (0–2% below market) can generate multiple offers and a higher final sale price.
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Maximize Proceeds: Pricing at the top of range may extend days on market but could net extra dollars for patient sellers.
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Flexible Terms: If timing or contingencies are as important as price, factor in buyer incentives (rate buydowns, quick close credits) instead of pure list-price adjustments.
Why it matters: A transparent strategy aligns buyer expectations, seller timeline, and negotiation leverage.
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Turning Questions into Results
When your Realtor tackles these five queries—backed by a robust CMA and local expertise—you’ll hit the market with confidence. You avoid the “guess-and-hope” approach, safeguard against appraisal surprises, and set the stage for a winning offer.
BONNIE HAWKSWORTH
REALTOR®
@properties | Dunelife Team
219-309-7638
bonniehawksworth@atproperties.com
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Bonnie Hawksworth
Real Estate Advisor | Dunelife Team
Mobile: 219-309-7638
bonniehawksworth@atproperties.com
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