The High Cost of Ignoring Expert Pricing in Today’s Naples Real Estate Market

When “Pricing It Right” Isn’t Just a Suggestion – It’s Strategy

Expert Pricing in Today’s Naples Real Estate Market is more important than ever. Let’s talk about the uncomfortable truth in today’s real estate market... because if there’s one thing I’ve learned over the years, it’s that tiptoeing around reality doesn’t serve anyone. Not my clients, not the transaction, and certainly not the end result.

One of my strengths as a real estate professional, and I say this with humility backed by data, is that I’m highly analytical (thanks in great part to my profession before real estate). I don’t pick prices out of a hat, cross my fingers, and hope the market catches up. I study the numbers, trends, patterns, and buyer behavior obsessively. I’ve guided clients through explosive markets (hello, COVID-era bidding wars) and through the more sobering, post-pandemic market recalibrations we’re experiencing now. Through it all, my price predictions have consistently been on point.

But here’s the problem...

Even with all that experience and insight, these days I am finding I run into more of a challenge with sellers who don’t want to hear it.... or they hear it and don't want to believe it.

The Psychology of Pricing: Hope vs. Reality

When home values surged during COVID, many sellers got used to seeing jaw-dropping numbers. Bidding wars. Appraisal waivers. Buyers practically throwing money at properties before the virtual tour had finished buffering. It was wild, and yes, I helped a lot of sellers maximize those moments. Isn’t it funny how no one questioned the unprecedented price surge on the way up, yet the market correction that follows feels so hard to accept?

But now, the market has shifted. While Naples is still an incredibly desirable place to live (and always will be), buyer behavior has normalized. Interest rates are no longer near zero. Inventory is creeping back. Buyers are more selective. And most importantly, buyers are better informed.

So when I recommend a price based on hard data... comps, DOM trends, showing activity, price per square foot, and buyer psychology, I’m not making a suggestion for fun. I’m making a strategic recommendation designed to get you the highest net return in the shortest reasonable timeframe.

But too often, here’s what happens:

The “Let’s Just Try It Higher” Approach vs. Expert Pricing in Today’s Naples Real Estate Market

A seller sees my recommendation and says something like, “Well, we need to get more. Let’s just try it at $150,000 over what you suggested.”

Spoiler alert: buyers don’t care what you need. They care about value. And they know when a home is overpriced because, just like you, they’re actively looking at data and comparable properties on Zillow, Redfin, and everything in between.

Often, by the time pricing modifications comes up by the seller, the listing agreement is already signed. In those cases, while I may not agree with the inflated price, I move forward in good faith - reluctantly, but always respectfully - because honoring the relationship and our agreement matters deeply to me. I also leave room for the possibility, however rare, that this could be one of those times when my pricing model is off (hey, even the best data can’t predict everything). And in those moments, I genuinely hope I’m wrong because I’ve seen what happens when I’m not.

But here’s the real kicker:

Even Really Effective Marketing Can’t Sell the Wrong Price

Here’s something I take a lot of pride in: my listings perform. I pour creativity and strategy into every listing... professional photography and videography, compelling copywriting, targeted digital ads, social media exposure, email campaigns, staging support, creative medians, video walkthroughs... you name it. The results speak for themselves: high online visibility, strong traffic, and consistent engagement as my clients get to see first hand with the independently provided stats.

So when I say a listing isn’t getting offers, it’s not because it’s buried online. The views are there. The clicks are happening. Buyers are seeing it.

They’re just not buying it.

Why? Because no amount of exposure can overcome a price that doesn’t align with reality. You can have the most dazzling marketing package in the world, but if the price isn’t compelling, buyers will scroll right past, no matter how much traffic we drive.

When the Market Doesn’t Respond, the Damage Is Already Done

Once that “aspirational price” hits the market and the days-on-market clock starts ticking, the listing begins to age. Buyers notice. Agents notice. And even if the price is later adjusted (and I finally get to implement the price I originally suggested), it’s now a tougher putt.

We’ve lost the fresh buzz. The algorithms have deprioritized it. The showings slow down. The question hanging in the air is: “Why hasn’t this sold yet?”

In other words, we’re now negotiating from behind instead of leading from a position of strength.

And that, my friends, is what costs sellers money in the long run... not pricing low, but pricing wrong.

The Harsh Reality (and How to Avoid It)

I get it - pricing your home lower than you’d hoped feels like leaving money on the table. But in today’s market, that line of thinking is often what actually causes money to be left on the table.

When we price it right from the beginning:

• We attract more buyers immediately.

• We create urgency (and sometimes even competition).

• We control the narrative instead of reacting to it.

• We often net more than if we’d started higher and had to reduce later.

So before you decide that your home is the magical unicorn that defies market trends, I encourage you to lean into the guidance of someone who lives and breathes these numbers daily.

Yes, I’ll always respect your decisions as the client. But I’ll also always give you the honest truth - even when it’s not what you were hoping to hear.

Because in the end, my job isn’t to be a “yes person.” My job is to help you succeed.

Let’s Get It Right From the Start

If you're thinking of selling and want a pricing and marketing strategy that’s grounded in market expertise, creativity, and real-world analytics, I’d love to help. I promise to tell you what you need to hear... even if it’s not what you want to hear because that’s how we get results.

📍Naples, Florida📞(239) 287-2576🌐 www.YourNaplesExpert.com📧 Renee@YourNaplesExpert.com#️⃣