Think Like a Buyer: The Pricing Mistake Sellers Keep Making in Today’s Market

If you are thinking about selling a home in Denton County or nearby North Texas communities, pricing matters more now than it has in years.

One of the biggest mistakes we see sellers make, especially in a shifting market, is pricing aggressively just to “see if someone bites.”

The idea sounds reasonable on the surface. List high. Test the market. Reduce later if needed.

In reality, that strategy often works against you.

The First 72 Hours Matter More Than Most Sellers Realize

Roughly 75 percent of serious buyer attention happens in the first 72 hours after a home hits the market.

That initial window is when:

• Your listing shows up as “new” on Zillow, Realtor.com, and MLS

• Buyers with saved searches get alerts

• Agents flag homes for clients who are actively touring

• Online views, saves, and showings peak

If the price is off during that window, buyers do not wait around.

They move on.

How Buyers Actually Think When Scrolling Listings

Buyers today are informed, cautious, and comparison-driven.

When a home is overpriced:

• It gets mentally grouped with better options at similar prices

• Buyers assume the seller is unrealistic or not motivated

• Agents are less likely to schedule a showing

• The listing gets skipped, not reconsidered later

Once a buyer scrolls past your home, they rarely circle back after a price reduction. At that point, the listing feels stale, even if the home itself is not.

Why Price Reductions Can Hurt More Than Help

A price reduction is not neutral.

In many cases, it signals to buyers that:

• The home did not generate interest

• Something might be wrong

• The seller may be chasing the market downward

Instead of creating urgency, repeated reductions often create hesitation.

This is how listings end up stuck in a cycle of inactivity, stress, and further price cuts.

The Better Approach: Think Like a Buyer From Day One

The advice we give our sellers is simple. Think like a buyer.

Ask:

• If I were searching in this price range, what homes would I compare mine to?

• Would my home stand out, or would it feel overpriced?

• Does the price make me want to schedule a showing now?

Pricing correctly from the start positions your home as a strong option, not a stretch.

It creates:

• More early showings

• Better negotiating leverage

• A higher likelihood of a clean, confident offer

Pricing is never about chasing the highest number. It is about attracting the right buyer at the right moment.

Local Market Context Matters in Denton County and surrounding Counties

Denton, Flower Mound, Highland Village, Lewisville, Corinth, Argyle, Lantana, and Bartonville are not one single market.

Each area has:

• Different buyer demand

• Different price sensitivity

• Different competition levels

Online estimates and national headlines do not capture these nuances.

This is why pricing must be based on current local data, not last year’s sale or a neighbor’s asking price.

Seller Questions Google and Buyers Ask Most Often

How do I price my home to sell in Denton County, TX?

The most effective pricing strategy uses recent comparable sales, active competition, days on market trends, and current buyer demand in your specific neighborhood. Pricing slightly ahead of the market often leads to less activity, not more.

Is it better to price high and reduce later?

In most cases, no. Overpricing early limits exposure during the most important showing window. Buyers who skip the listing rarely return after a reduction.

How fast should my home get showings after listing?

Strongly priced homes typically see meaningful activity within the first few days. Limited interest early is often a pricing signal, not a marketing issue.

Do buyers in North Texas still negotiate heavily?

Buyers are negotiating more carefully than in peak markets, but well-priced homes still attract solid offers. Overpriced homes invite aggressive negotiations or no offers at all.

Can pricing lower actually lead to a higher sale price?

Yes. Correct pricing can create competition, stronger offers, and better terms. Overpricing often leads to concessions later.

Final Thought for Sellers

Selling a home is not about proving its value. The market decides that.

When sellers step into the buyer’s mindset and price accordingly, the entire process becomes smoother, faster, and less stressful.

If you are considering selling in 2026 or simply want clarity on where your home stands today, that insight matters.

P.S. We are currently updating several clients and homeowners on their 2026 home values across Denton County and surrounding North Texas communities. If you want an updated value on your home, call, text, or email us with your address and we will prepare one for you.

John & Jennifer Shelby

Shelby Realty Group, Brokered by REAL |Licensed REALTOR®

jshelby@shelbyrealtygroup.com|www.shelbyrealtygroup.com

John: (469) 586-8998

Jennifer: (469) 955-8031

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