When you decide to sell your home in Southwest Florida, one of the most important decisions you’ll make isn’t about staging, curb appeal, or even timing. It’s about setting the right price from day one.
In today’s evolving market, pricing isn’t just strategy...it’s the strategy. Mispricing your home can discourage buyers, extend how long your property sits on the market, and ultimately cost you money. Let’s break down why pricing right matters, how market trends affect home sales, and what sellers should know about today’s Southwest Florida conditions.
What is "Days on Market" and Why It Matters
“Days on Market” (DOM) is exactly what it sounds like: the number of days between when your home hits the market and when it goes under contract. In Southwest Florida, homes are taking longer to sell than they did during the pandemic’s seller-frenzy years. Recent data shows many homes are averaging around 90–100 days on the market in the Englewood Area, compared to just a few days or weeks during the boom.
This shift reflects a buyer’s market, where there are more homes available than there are buyers ready to pay premium prices. If your home is overpriced, buyers notice, and often skip it entirely in favor of better-priced options.
Overpricing Costs Sellers Time and Money
It might seem logical to list your home high and negotiate down, but there are several risks to this approach:
⚠️ Longer Time on Market
Homes that are priced above what buyers are willing to pay tend to sit longer. Longer DOM often signals to buyers that something might be wrong with the property or pricing, which can prompt lowball offers later.
⚠️ Buyers Assume There’s Room to Negotiate
If a home sits on the market long enough, buyers may start to assume the seller is desperate and place offers far below market value.
⚠️ Price Reductions Can Hurt Momentum
Price reductions are sometimes necessary, but they can also decrease the perceived value of your home over time. Data from our local market shows sellers across Southwest Florida continue to reduce prices as they adjust to buyer expectations. In some recent reports, over 1,000 price decreases happened in just one week across the region.
When buyers see a home that has been on the market awhile and has dropped the price, they often negotiate harder and assume the seller will accept less.
A Buyer's Market Equals Buyer Leverage
In Southwest Florida, key indicators show buyers have more control right now:
- Months of inventory—a measure of how long it would take to sell all listed homes at the current pace—is higher than typical balanced market thresholds.
- Days on market averages between about 50–100+ days, depending on property type and location.
- Price reductions are common, signaling sellers are adapting to buyer expectations.
When buyers have more choices and less urgency, the psychology of pricing becomes even more powerful. A home listed too high simply gets bypassed in favor of homes that are perceived as better values.
How Pricing Right Helps You Sell Faster. And Often For More
Here’s how pricing your home correctly from day one benefits you:
✔️ Faster Sale
Homes priced in line with market expectations often sell quicker. A shorter DOM not only gets you to the closing table faster, it also saves on mortgage payments, insurance, taxes, and upkeep.
✔️ Stronger Buyer Interest
Proper pricing attracts more showings and stronger offers—sometimes even multiple offers—which can help you achieve or exceed your goals.
✔️ Better Negotiation Position
Buyers who believe a home is fairly priced tend to respect the price more and negotiate in good faith instead of lowballing.
So What Should Sellers Do?
🔹 Work With a Local Real Estate Professional
Market conditions are hyper-local, and pricing can vary dramatically even from one neighborhood to the next. An experienced agent can analyze recent sales and current inventory to recommend a smart price range.
🔹 Monitor Market Feedback
If your home isn’t getting showings or offers in the first few weeks, it may be priced above market expectations and worth revisiting.
🔹 Be Prepared to Adjust Strategically
Sometimes reducing the price once early in the listing lifecycle can maintain momentum. Cutting too much or too late can undermine buyer perceptions.
Why Pricing Matters More Than Ever
Pricing your home right the first time isn’t about leaving money on the table. It’s about understanding market reality, buyer behavior, and local trends.
In today’s Southwest Florida market, with longer days on market and continued buyer leverage, thoughtful, data-informed pricing can be the difference between a smooth sale and a listing that languishes. Work with professionals, price realistically, and appeal to today’s well-informed buyers. You’ll be in a much better position to succeed.
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