Great houses priced properly will sell quickly for over list. I've watched this happen repeatedly even in our current market where buyers are super picky, slow, and have very little sense of urgency. The difference between homes that sit for months and homes that move in weeks often comes down to one thing: pricing strategy.
Here's what's changed. We're not in 2020 or 2021 anymore when you could test the market with aspirational pricing and still get multiple offers. Those days are gone. But that doesn't mean well priced homes don't generate competition. They do. They absolutely do. The homes that are priced thoughtfully, at the lower acceptable end of the range rather than the aspirational high end, are still attracting serious buyers and moving relatively quickly.
Let me walk you through what's actually working in terms of pricing strategy right now and why some homes still sell fast while others sit.
The Pricing Reality Has Shifted
In 2021, you could price high and let buyers compete their way up to your number. That was a viable strategy when inventory was tight and buyers were desperate. Price at $1.8 million, get offers at $2 million, everyone walks away happy.
That doesn't work anymore. It just doesn't. If you price at $1.8 million hoping to get $2 million, you're going to sit on the market for weeks or months, eventually reduce your price, and probably end up accepting something around $1.7 million from a buyer who knows you're desperate because you've been sitting so long.
The homes that are moving quickly now are the ones priced at or slightly below recent comparable sales. Not dramatically below like auction pricing. Just realistically based on what similar homes have actually sold for in the past 30 to 60 days. That approach creates immediate interest because buyers recognize value when they see it.
In Lafayette, Orinda, and Moraga, where we have relatively high inventory right now, pricing thoughtfully matters more than ever. Lafayette probably has the biggest numbers overall. Orinda has seen the biggest increase over what's historically normal. When buyers have options, they're comparing everything carefully, and overpriced homes just get skipped.
What "Perfectly Priced" Actually Means
Perfectly priced doesn't mean cheap. It doesn't mean giving your house away. It means pricing based on current market reality rather than what you wish the market was or what your neighbor got last year.
You're looking at very recent comparable sales. Not sales from six months ago. Not what's currently listed. What actually sold and closed in the past month or two. That's the data that matters because that's what buyers and their agents are using to evaluate your property.
You're adjusting for condition honestly. If the comparable homes were updated and yours isn't, you can't price the same. If yours is in better condition, you can price slightly higher. But be honest about where your home actually stands relative to recent sales.
You're pricing at the lower acceptable end of the range rather than the aspirational high end. If comparable sales suggest your home is worth somewhere between $1.6 million and $1.75 million, price it at $1.65 million or $1.68 million, not $1.75 million. That positioning creates perceived value and generates more interest.
You're considering current market conditions. Right now, buyers are cautious. They're slow. They have very little sense of urgency. Pricing needs to account for that psychology. What would have worked in 2021 doesn't work today.
Why These Homes Still Generate Competition
Here's what happens when you price a home correctly in the current market. It's not dramatic. It's not fireworks. But it works. It really works.
Buyers recognize value immediately. When they're comparing multiple properties and yours is priced noticeably better than similar homes, it stands out. It gets scheduled for showings quickly. People want to see it before someone else grabs it.
You generate showings within the first week. Properties priced right get immediate activity. Properties priced wrong sit there with minimal showings while sellers wonder what's happening. The market is telling you something when nobody wants to see your house.
Serious buyers move relatively quickly on well priced homes. Even in this market where buyers are slow overall, they'll move within two to three weeks on a property that's obviously priced well and shows beautifully. They know other buyers are seeing the same value they're seeing.
You often get multiple offers even though the market favors buyers generally. Not ten offers like you might have gotten in 2021. Maybe two or three. But that's enough to create some competition and potentially push the price above your listing price.
The key is that you're starting from a position of strength rather than weakness. You're attracting buyers rather than repelling them with pricing that makes them question your understanding of the market.
The Condition Factor
Pricing perfectly only works if the property is presented perfectly. You can't price a dated, poorly maintained home at market value for updated homes and expect it to move quickly. The condition has to support the price.
This means investing in proper preparation. Staging if needed. Fresh paint. Deep cleaning. Landscaping. Professional photography. All the things that make your home competitive with other available inventory.
In the current market, buyers are super picky about condition. Things they might have overlooked in 2021 when they were desperate become deal breakers now. Your home needs to show as well as or better than comparable properties at your price point.
If you're not willing to invest in preparation, you need to adjust your pricing expectations accordingly. You can't have it both ways. Either prepare the home properly and price at market, or skip the preparation and price below market to compensate. There's no third option that works.
What This Means for Different Price Ranges
The perfectly priced strategy works across all price ranges in Lamorinda, but the execution varies slightly.
Entry level homes from $1M to $1.4M need sharp pricing because buyers at this level are often stretching to afford Lamorinda. They're comparing everything carefully and they're very sensitive to value. Price it right and prepare it well, and you'll get activity quickly.
Family homes from $1.4M to $2.5M have the most competition from other available inventory right now. Pricing needs to be particularly thoughtful in this range because buyers have options. The homes moving quickly are the ones priced realistically based on recent sales and showing beautifully.
Luxury properties above $2.5M take longer naturally because the buyer pool is smaller. But even here, realistic pricing based on recent sales matters. Luxury buyers are sophisticated. They know what things are worth. They won't overpay just because a house is expensive.
Moving Forward
If you're thinking about selling in Lafayette, Orinda, or Moraga, understand that pricing strategy is more critical now than it was during the hot market. You get one chance to make a strong first impression. Price it right from the start, prepare it properly, and you'll still see relatively quick sales even in this slower, more deliberate market.
The sellers who are succeeding right now are the ones who've accepted that the market has changed and adjusted their approach accordingly. They're pricing thoughtfully at the lower acceptable end of the range. They're preparing their homes to compete. They're being realistic about timing. And they're getting results.
If you want to discuss pricing strategy for your specific property based on very recent comparable sales and current market conditions, let's talk. Because perfectly priced homes still sell fast, but you have to understand what "perfect" actually means in today's market.
