Pricing your home correctly is one of the most important decisions you’ll make when selling real estate. A price that’s too high can leave your property sitting on the market with minimal interest. Too low, and you risk leaving money on the table. In today’s market—where buyer activity is high but selectivity is higher—strategic pricing isn’t just helpful, it’s essential.
At Lockstep Realty, a team brokered by eXp Realty, we guide our sellers through every stage of the pricing process with market data, experience, and buyer behavior in mind. Let’s explore the most common pricing mistakes homeowners make—and how to avoid them.
Why Pricing Matters More Than Ever in 2025
The Indiana real estate market in 2025 remains competitive—but not chaotic. Buyers are still active, especially in growing areas like Southeast Indy, Whitestown, and Butler-Tarkington. But they’re also smarter, savvier, and more cautious.
Today’s buyers:
Use automated tools to compare recent sales
Are quick to dismiss overpriced listings
Watch price drops as signals of desperation or overreach
That means the first impression matters—and pricing is a key part of it. Most listings get their highest traffic within the first 7–10 days. Get the price wrong during that window, and even a beautiful home can be overlooked.
Common Mistakes Sellers Make When Pricing Their Home
Overpricing Based on Sentimental Value
You love your home—and you should. But buyers don’t share that emotional connection. Sentiment can cloud judgment, causing sellers to price based on what the home means to them, not what the market will bear.
How to fix it: Focus on facts, not feelings. Use comparable sales (comps), appraisal data, and local trends to price objectively.
Ignoring Market Conditions
Pricing your home without analyzing current supply and demand is like driving without a map. Too many sellers skip this step or rely on outdated info from a different season.
How to fix it: Review days on market, list-to-sale ratios, and active inventory with your agent before setting a price.
Pricing for “Negotiation Room”
Some sellers intentionally price high, assuming they’ll come down later. But buyers often skip overpriced listings altogether—especially in the Zillow era, where side-by-side comparisons are instant.
How to fix it: Price strategically from day one to maximize attention and reduce the risk of future price cuts.
Using Online Estimates as Gospel
Zillow Zestimates, Redfin values, and other automated tools are helpful—but not always accurate. They don’t account for updates, finishes, lot specifics, or buyer demand.
How to fix it: Get a professional Comparative Market Analysis (CMA) from your agent. Local expertise always outperforms algorithms.
Refusing to Adjust
Even with research, your initial price might miss the mark. If showings are slow and feedback is neutral, that’s your signal—not your failure.
How to fix it: Stay flexible. The market speaks quickly, and smart sellers adapt early to protect momentum.
How to Get the Price Right From the Start
Use Recent Sales—Not Just Active Listings
Buyers compare your home to what has sold, not just what’s listed. Make sure your agent pulls recent, similar sales from your area—within the last 90 days if possible.
Evaluate Competing Inventory
Look at what’s actively listed nearby. Are you offering more or less value at a similar price point? If your home doesn’t compete well, it needs a price edge to stand out.
Consider Price Brackets in Search Portals
Many buyers search in round number ranges—like $250,000–$300,000. Pricing your home at $305,000 may exclude you from that search, while $299,900 could capture more attention.
Account for Appraisal Risk
Even if a buyer is willing to pay your price, lenders need the home to appraise. Price too far above market value, and you risk derailing the deal during underwriting.
Lean Into Timing
Seasonality affects demand. Listings in late spring or early summer typically perform stronger than winter listings. Price with the season in mind to maximize exposure and impact.
The Cost of Getting It Wrong
An overpriced home doesn’t just sit—it becomes stigmatized. Buyers may assume something is wrong. Even after price drops, stale listings struggle to regain momentum.
Consequences of mispricing:
Fewer showings
More days on market
Lower final sale price
Frustrating negotiations
In contrast, correctly priced homes often attract multiple offers and close faster—with happier sellers.
How Lockstep Realty Helps You Nail the Price
At Lockstep Realty, we don’t just throw out a number and hope for the best. We walk sellers through every layer of pricing strategy:
Detailed CMAs that include past sales, active inventory, and absorption rates
Weekly market updates during your listing period
Feedback-driven adjustments to stay competitive
Transparent conversations about expectations, timing, and strategy
We also analyze buyer behavior trends specific to your neighborhood. That means understanding not just what sold nearby—but why.
We’re a team brokered by eXp Realty, and we’re proud to help Indiana homeowners sell with clarity, confidence, and a plan.
FAQs About Pricing Your Home to Sell
What’s the biggest mistake sellers make when pricing their home?
Overpricing due to emotion or assumptions. It’s better to price strategically and generate demand than chase the market down.
Can I price higher and just drop later?
Technically, yes—but it often backfires. Price drops can make your listing look stale or desperate. Better to launch strong and attract real interest early.
Should I match the price of my neighbor’s home that sold?
Only if the homes are truly comparable. Size, condition, updates, and layout all matter. Work with your agent to make an apples-to-apples comparison.
How often should I re-evaluate the price?
If your listing has been on the market for 14+ days without offers and feedback is neutral, it may be time to revisit your pricing.
Does pricing low ever make sense?
In some cases—yes. Underpricing can drive multiple offers and push the price higher, especially in hot markets. It’s a case-by-case strategy.
Final Thoughts: Price with Purpose
Your price sets the tone. It tells buyers how serious you are, how competitive your home is, and whether they should schedule that showing. In the world of online search and instant data, pricing right is the new curb appeal.
Let Lockstep Realty help you find the price that moves your home—not just your hopes.
