Proper pricing is one of the most important decisions you’ll make when selling your home in Frisco, Prosper, McKinney, Plano, Celina, Little Elm, Allen, Aubrey, The Colony, and the entire North Dallas area.
A great pricing strategy:
✔️ attracts more buyers
✔️ creates urgency
✔️ reduces days on market
✔️ avoids price reductions
✔️ protects your negotiating power
✔️ leads to stronger offers
✔️ helps appraise successfully
A bad pricing strategy does the opposite.
Here’s exactly how I price homes in the North Texas market to maximize your sale price.
1. I Use MLS Data—Not Zillow, Redfin, or Tax Values
Texas is a non-disclosure state, which means:
❌ Zillow is guessing
❌ Redfin is guessing
❌ Tax values do NOT represent market value
Actual sale prices are available only to licensed agents through MLS.
I pull:
✔️ Closed comps
✔️ Pending sales
✔️ Active competition
✔️ Off-market data
✔️ Builder sales data
✔️ Pocket listings from agent networks
This gives us the real story—not an algorithm.
2. I Analyze “Micro-Markets” — Not Just the City or Zip Code
Your home is not competing with “all homes in Frisco” or “all homes in Prosper.”
It’s competing with:
✔️ Your subdivision
✔️ Your price bracket
✔️ Your school zone
✔️ Your builder type
✔️ Homes with similar layouts
✔️ Homes with the same age and features
DFW is full of micro-markets.
Even streets within the same neighborhood can behave differently.
3. I Evaluate the 5 Types of Comparable Sales
To price a home correctly, I analyze:
A) Closed Sales (Most Important)
These show what buyers have actually paid.
B) Pending Sales
These tell us the current momentum.
Pending sales often reveal:
✔️ whether the market is heating up
✔️ whether buyers are paying list price
✔️ whether homes are going under contract quickly
C) Active Listings (Your Real Competition)
These homes are your “open market competitors.”
Important factors:
✔️ condition
✔️ square footage
✔️ upgrades
✔️ yard size
✔️ builder
✔️ age
✔️ price per sq ft
✔️ days on market
D) Withdrawn/Canceled Listings
These tell me what prices the market rejected.
E) Coming Soon Listings
These tell me what’s about to hit the market and compete with you.
4. I Adjust for Condition, Upgrades, and Layout
Appraisers do this—and I do too.
Adjustments include:
✔️ flooring type
✔️ kitchen level
✔️ bathroom updates
✔️ HVAC age
✔️ roof age
✔️ lot premium
✔️ outdoor living space
✔️ pool
✔️ number of garage spaces
✔️ energy-efficiency upgrades
✔️ windows
✔️ fencing
✔️ smart-home features
Two homes the same size can differ by $100,000+ depending on upgrades.
5. I Examine Current Absorption Rate
Absorption rate tells us:
✔️ how fast homes like yours are selling
✔️ how much supply exists
✔️ whether the market favors buyers or sellers
For example:
-
If your segment has 1–2 months of inventory, it’s a hot seller’s market
-
If there are 4–6 months of inventory, buyers have the leverage
This dictates strategy.
6. Pricing Depends on the Market You’re Selling Into
I look at:
✔️ interest rates
✔️ buyer demand
✔️ seasonality
✔️ new construction competition
✔️ relocation traffic
✔️ recent economic trends
✔️ builder incentives in the area
North Texas is heavily influenced by:
✔️ corporate relocations
✔️ new construction abundance
✔️ school calendars
✔️ migration from California, Illinois, and the Northeast
I price according to what buyers are doing right now.
7. I Use Strategic Price Bracketing
For example, instead of pricing at:
$654,000
I may recommend pricing at:
$649,000
Why?
Because buyers often search in:
✔️ $600K–$650K
✔️ $650K–$700K
By landing at $649K, we catch the full lower bracket and avoid competing with a higher tier of homes.
Smart pricing increases traffic dramatically.
8. I Consider the Appraisal Target Window
Your list price must be defensible to an appraiser.
I evaluate:
✔️ whether comps support the price
✔️ whether we can justify adjustments
✔️ whether higher-priced features exist
✔️ whether pending sales will support a future appraisal
Overpricing leads to appraisal issues.
I plan ahead so we don’t lose a buyer at the finish line.
9. Your Pricing Strategy Must Consider Photos and Presentation
Beautiful homes can price at the top of the range.
Homes that need work must price accordingly.
The listing price is tied to:
✔️ photography
✔️ staging
✔️ curb appeal
✔️ upgrades
✔️ repairs
I help you prep the home so you can price confidently at the strongest number.
10. Three Pricing Strategies I Use (Based on Market Conditions)
A) Market-Value Pricing
Price exactly where comps support.
Best for:
✔️ balanced markets
✔️ predictable neighborhoods
B) Aspirational Pricing
Price slightly above comps when:
✔️ low inventory
✔️ high buyer demand
✔️ strong upgrades
✔️ unique home
C) Aggressive Pricing
Price slightly below comps to:
✔️ generate multiple offers
✔️ create urgency
✔️ spark bidding
✔️ overcome condition issues
Used carefully—but extremely effective in the right situation.
11. The #1 Mistake Sellers Make: Overpricing
Overpricing leads to:
❌ low traffic
❌ bad first impression
❌ price reductions
❌ extended days on market
❌ lower final sales price
A home priced correctly from day one almost always sells for more.
12. The #2 Mistake: Chasing the Market Down
If the market shifts and a seller refuses to adjust price:
❌ the home becomes stale
❌ buyers assume something is wrong
❌ the seller ends up selling for less
I monitor your competition every day—not just at the beginning.
13. My Rule of Thumb
Price right, present beautifully, and let the market do its work.
Bottom Line: Pricing Is a Strategy—Not a Guess
When you hire me to sell your home, I:
✔️ Pull real MLS comps
✔️ Evaluate your home’s upgrades
✔️ Analyze neighborhood micro-trends
✔️ Study active competition
✔️ Consider the appraisal window
✔️ Look at absorption rate
✔️ Craft a strategic price designed to maximize demand
My goal isn’t just to list your home—it’s to sell it for the highest realistic price.
Want a Pricing Strategy Session for Your Home?
I can walk you through the numbers and show you exactly where your home fits in today’s market.
