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.
rdne | Pexels
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:
-
Zero in on sales within a one-mile radius (or the same subdivision).
-
Adjust for differences—finished basements, lot size, garage count—so the apples-to-apples comparison holds.
-
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:
-
High-impact upgrades (kitchens, bathrooms, new roof)—these merit a premium.
-
Cosmetic lags (peeling paint, outdated fixtures)—these require a small markdown or quick DIY fixes.
-
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.
Jakub Zerdzicki | Pexels
3. “How Does Current Inventory & Buyer Demand Shape Pricing?”
Market momentum shifts daily. An agent focused on data will pull:
-
Months of Supply in your price range—low supply (under 3 months) favors sellers; higher supply swings power to buyers.
-
Days-to-Pending Metrics—if similar homes are going under contract in under 30 days, you can price confidently at market or slightly above.
-
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:
-
Seasonal Peaks: Spring and early summer often see the highest traffic.
-
Local Draws: Holidays or events (Art Fest, European market) can boost foot traffic.
-
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.
Pixababy | Pexels
5. “What Pricing Strategy Best Matches Your Goals?”
-
Finally, pricing isn’t one-size-fits-all. Your agent should clarify your priorities:
-
Rapid Sale: A slightly aggressive price (0–2% below market) can generate multiple offers and a higher final sale price.
-
Maximize Proceeds: Pricing at the top of range may extend days on market but could net extra dollars for patient sellers.
-
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.
-
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
You may also be interest in ...
5 Fantastic Indiana Dunes Beach Homes
BEST OF THE BEACH | April 2025 5 Fantastic Indiana Dunes Beach Homes to Dream On From Miller Beach to Long Beach, these five fabulous listings put the sand and surf just a few strides from your front door. Let’s Take a Ride Through the Dunes Cruise east on historic Dunes Highway (US‑12) … … Read more
Walk-to-the-Water Living in Marina Shores
5966 Beacon Lane | Marina Shores Walk-to-the-Water Living Without the Maintenance Listing office @properties Dunelife Team. Information is deemed to be reliable, but is not guaranteed. © 2025 MLS and FBS. VIEW DETAILED LISTING BONNIE HAWKSWORTH REALTOR® @properties | Dunelife Team 219-309-7638 bonniehawksworth@atproperties.com Marina Shores Living “In a marina community, the best amenity is time – time … Read more
5-Fast Facts: Porter County Housing Market Snapshot
RE-ZINE | Spring 2025 5 Fast Facts: Porter County Housing Market Snapshot Fast Facts for Busy Buyers & Sellers Spring has truly arrived in Duneland. The Trilliums are in peak bloom at the Heron Rookery, the beaches are being groomed and prepped for summer, and a fresh wave of home listings are appearing on … Read more
Behind the Scenes: Why Smart Pricing Attracts Quality Offers
Smart Pricing Strategies to Secure Top Offers Setting the right price isn’t guesswork-it’s strategy. Sellers who lean in with data‑driven pricing not only see more showings, they spark competitive bidding, shorten days on market, and land stronger offers. Here’s how a “smart” price becomes your secret staging tool. From price-anchoring to appraisal alignment, here’s your … Read more
- « Previous
- 1
- 2
- 3
- Next »
More from RE-ZINE Spring 2025
Bonnie Hawksworth
Real Estate Advisor | Dunelife Team
Mobile: 219-309-7638
bonniehawksworth@atproperties.com
All information provided on this website is believed to be reliable but is not guaranteed and should be independently verified. Nothing on this site constitutes legal, financial, or tax advice—visitors should consult the appropriate professionals for guidance specific to their situation. Bonnie Hawksworth, the Dunelife Team, @properties | Christie's International Real Estate and their affiliates, and website owner make no representations or warranties, express or implied, regarding the accuracy, completeness, or suitability of any content for any purpose and shall not be liable for any loss arising from reliance on the information provided. This website and its owners comply with all Fair Housing Act and Equal Opportunity provisions. Equal Housing Opportunity.