In order to determine the value of your home, there are multiple factors to consider, including a competitive market analysis (CMA), how long to list your property, the demand for the area, and the number of potentially interested buyers. Brian has extensive experience with determining and delivering an accurate figure.

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A Comparative Market Analysis (CMA) is essential to determine the value of residential property. Location and characteristics of the property are thekey elements in determining value. Therefore, the basis for valuation is similar properties in your area. The market analysis takes into account the amount received from recent sales of comparable properties and the quantity and quality of comparable properties currently on the market. The desired end result is to find a price that will attract a willing and able buyer in a reasonable time.

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Figure 1: Percentage of Buyers by Asking Price

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Figure 2: Activity versus Timing

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Figure 3: The Effect of Overpricing

Determining the best asking price for a home can be one of the most challenging aspects of selling a home. It is also one of the most important. If your home is listed at a price that is above market value, you will miss out on prospective buyers who would otherwise be prime candidates to purchase your home. If you list at a price that is below market value, you will ultimately sell for a price that is not the optimum value for your home. As Figure 1 illustrates, more buyers purchase their properties at market value than above market value. The percentage increases as the price falls even further below market value. Therefore, by pricing your property at market value, you expose it to a much greater percentage of prospective buyers. This increases your chances for a sale while ensuring a final sale price that properly reflects the market value of your home.

Another critical factor to keep in mind when pricing your home is timing. A property attracts the most attention, excitement and interest from the real estate community and potential buyers when it is first listed on the market (see Figure 2). Improper pricing at the initial listing misses out on this peak interest period and may result in your property languishing on the market. This may lead to a below market value sale price (see Figure 3), or, even worse, no sale at all. Therefore, your home has the highest chances for a fruitful sale when it is new on the market and the price is reasonably established.

Ask Brian to give you up-to-date information on what is happening in the marketplace and the price, financing, terms, and condition of competing properties. These are key factors in getting your property sold at the best price, quickly and with minimum hassle.


As a quick recap, the following are a few things to keep in mind about pricing:

  • Realistic pricing will achieve maximum price in a reasonable time.
  • Your cost or profit desire is irrelevant; the market determines the price.
  • The cost of improvements are almost always more than the added value.
  • Houses that remain on the market for a long time do not get shown.
  • A house that is priced right from the beginning achieves the highest proceeds.

Focused collaboration with you, the client, is key throughout this process. Remember, it’s your biggest investment. So trust Brian, your neighborhood real estate resource.