The Pricing Strategy That Actually Gets Homes Sold in a Buyer’s Market

Let’s be honest.This is not an easy market to sell in.It’s a buyer’s market.
Deals feel harder to come by.
And for a lot of sellers…👉 It feels like nothing is working.But here’s the reality:Properties are still selling.I know that because I’ve got offers sitting on my desk right now.Not from luck.
Not from “special marketing.”👉 From pricing correctly.So today, I’m going to walk you through the exact pricing strategy I use with my clients when a property isn’t getting offers.

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First, Understand This: Pricing Is Everything

I don’t know how many different ways I can say it.👉 If you’re not getting offers, it’s pricing.Not staging.
Not marketing.
Not your agent.Pricing.

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The Market Reality Right Now

In today’s market, most properties are selling:👉 Within 2% to 3% of the current asking priceThat’s it.Not 10% under.
Not crazy discounts.When something sells…👉 It sells very close to askSo the real question becomes:How do you get yourself into that 2–3% range where buyers will act?

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The Clock Starts Immediately

The moment you list your property (or reduce your price):👉 The clock resetsAnd you now have:

• ~21 days (hot market)
• ~28 days (current reality)
• Max ~35 days

After that?👉 The market is telling you you’re overpriced

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Scenario 1: You Get an Offer Right Away

This is the best-case scenario.If you get an offer in the first week or two:👉 You’re priced correctlyNow your job is simple:👉 Negotiate within 2–3% of askingDone.

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Scenario 2: Strong Showings, No Offers

Let’s say you’re getting:👉 3+ showings per weekThat’s a good sign.It means:

• Buyers see value online
• They’re coming to look
• You’re close… but not quite there

If that continues for ~28 days with no offers:👉 You don’t need a big changeRecommended adjustment:
👉 ~1% price reductionJust enough to push someone to act.

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Scenario 3: Weak Showings

Now let’s say you’re getting:👉 ~1 showing per week (or less)That’s a problem.Buyers aren’t even interested enough to view the property.You’re not “close”…👉 You’re too far offRecommended adjustment:
👉 2–3% price reductionYou need to re-enter the buyer’s consideration set.

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Scenario 4: No Showings at All

This is the worst-case scenario.👉 Zero showings for 3–4 weeksThat means:

• Buyers have seen your listing
• And decided it’s not even worth visiting

This is the loudest feedback you can get.👉 Silence = rejectionAt this point:Recommended adjustment:
👉 ~5% price reductionBecause if they won’t walk through the door…👉 They are definitely not offering within 2–3% of your price

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The Biggest Mistake Sellers Make

Waiting too long.If you sit:

• 45 days
• 60 days
• No price change

You’re not “holding firm”…👉 You’re becoming staleAnd here’s the kicker:👉 Most buyers won’t even lowball youThey’ll just ignore you.

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The Truth About Lowball Offers

If your property sits too long:

• You won’t get strong offers
• You might not get offers at all

And if you do?👉 They’re often 10%+ under askingThat’s what happens when you miss the window.

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A Simple Way to Think About It

Use this framework:

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The Reality You May Not Like

You might need to drop your price.And sometimes:👉 You may not want to sell at that priceThat’s okay.But you need to understand:👉 The market is already telling you the value

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Final Thought

This isn’t a “trick.”It’s not a gimmick.It’s simply:👉 Listening to the market
👉 Adjusting quickly
👉 Staying within striking distanceBecause in today’s market:👉 The buyers decide

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The Bottom Line

If you’re not getting:

• Showings
• Offers

You don’t have a marketing problem.👉 You have a pricing problem.

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Written by:
Steve Karrasch PREC
Karrasch Real Properties Team
Macdonald Realty