Smart pricing strategies to sell with confidence.
Most homeowners want to sell quickly and for the right amount. To do this, you need to set your asking price to attract serious, purchase-ready buyers.
The figure on your listing shapes people’s perception and influences their decision whether to inspect the property in person. And while you no doubt have top-dollar on your mind, the risk with overpricing is that it can reduce inspections and extend time on market.
When the asking price is right, your home will be noticed by genuine buyers from day one, helping you build momentum and maximise your final result.
Common pricing mistakes sellers make
The biggest mistake sellers make is asking too much. Some agents may overpromise during their appraisal to win your listing, only to suggest price reductions when buyers fail to show up. The result is a home that sits on the market for weeks and a discount that feels disappointing.
Underpricing can also create problems. While a low price may draw large crowds, buyers will feel misled if expectations shift dramatically after open day. This may discourage serious offers.
A responsible agent will never underquote to attract buyers as it is unethical and can even attract fines.
The other misstep is pricing and accepting an offer that is too far outside market expectations. This can backfire, for example if a valuer estimates a house as worth far less than the buyer is willing to pay, it can be difficult to secure a loan.
The right price creates competition. The wrong price creates hesitation.
How to set the right price
Setting the right price for your home sale starts with evidence. Your agent will review recent comparable sales, assess active competition and evaluate current buyer demand to determine a realistic price range. This will ensure your property is priced to reflect what buyers are genuinely willing to pay in today’s market and what the home is actually worth.
A realistic “offers from” amount will attract qualified buyers early. When multiple parties see value, it can lead to increased competition and, in some cases, push the final sale price above expectations.
Pricing should feel attractive but not desperate. It should be competitive without underselling your home’s features and location, and it should reflect genuine market value. If you do have to reduce the price to finalise your sale, it will hopefully be close to the median vendor discount, which research from Cotality shows is currently around 3 per cent in Australia.
Expressions of Interest or Auction
Unsure of your home’s value? In this case, you and your agent may decide to advertise without a price attached.
An Expression of Interest campaign invites buyers to submit offers by a set deadline without advertising a fixed price. This approach can reveal true market sentiment while maintaining flexibility for you as the seller.
An auction sets a public date and creates urgency through competitive bidding. This approach works particularly well when demand is strong or when a property is unique and difficult to price.
Your agent can recommend the method that best suits your property, timeline and local buyer expectations.
Price it right. Market it well. Let competition do the rest.
Want to know how much to advertise your home for? Speak to your local Professionals agent today.
