How I Price Homes to Sell in Gainesville — Not Sit

by Shannon Sanborn

Why Pricing Is the First (and Most Important) Step

Pricing your home isn’t about guesswork — it’s about strategy. In Gainesville and throughout Hall County, homes don’t sit because they’re “bad houses.” More often, they sit because they’re mispriced from the start. A home that’s priced too high might get showings but no offers. One that’s too low can leave money on the table. The sweet spot? That takes more than just pulling a few recent sales — it takes reading the market like a live feed, not a snapshot.

In this post, I’m walking you through exactly how I price homes to sell — not sit. No gimmicks, no magic numbers — just real strategy based on what works right now.

What Most Agents Do (and Why It’s Not Enough)

Most agents run what’s called a Comparative Market Analysis (CMA) — and on the surface, it sounds good. They take homes that recently sold in your area with similar square footage and age and try to match your home to those numbers.

But here’s the problem:

Real estate isn’t static.
Prices shift with supply and demand — sometimes weekly.
A sale that closed 60 days ago was negotiated 90 days ago. That’s already outdated.

A traditional CMA looks backward. But buyers are shopping right now, based on what’s currently on the market. And that’s why I do things differently.

What I Use Instead: A Competitive Market Analysis

I use a Competitive Market Analysis — a more detailed, forward-facing approach that shows how your home stacks up against active listings buyers are seeing today. It includes:

✅ Active listings competing with yours right now

✅ Pending sales (what buyers are choosing today)

✅ Recent solds — but only if they still reflect current buyer behavior

✅ Days on market patterns in your ZIP code and price band

✅ Price-per-square-foot trends and absorption rates

✅ Micro-level factors like school zones, lot features, and neighborhood turnover

The goal is simple: to price your home where it will attract attention and create urgency — not sit while other homes get offers.

What Goes Into Your Price Strategy

Here’s a look at the factors I consider before ever suggesting a price:

1. The Current Buyer Pool

Who is likely buying in your price range?
Are they move-up buyers? Downsizers? First-time homeowners?
What are they seeing online when they search within your ZIP code and budget?

I research what's pulling attention on the MLS — so we know exactly how to make your home stand out.

2. Your Home’s Features & Story

Square footage and layout
Age and condition of roof, HVAC, systems
Upgrades that matter (not just granite counters, but real value-adds)
Intangibles like natural light, outdoor space, or proximity to key spots

Not every “3 bed, 2 bath” is created equal — and pricing should reflect what truly sets your home apart.

3. Time of Year and Market Conditions

Seasonality matters. Buyer behavior in July is not the same as October. Mortgage rates, local job growth, and inventory levels all play into buyer urgency — and I adjust accordingly.

My Goal: Get You the Most Money — Without Overpricing

Overpricing often sounds harmless. “Let’s just try it and see.” But here’s what most homeowners don’t realize:

The first 7–10 days are the most crucial for visibility and traction.
Online platforms promote new listings — but pull back if there’s no engagement.
Price drops signal desperation and weaken your leverage.

By starting with a dialed-in price, we generate early momentum. That momentum is what drives showings, encourages strong offers, and sometimes creates multiple-offer situations.

A well-priced home doesn’t just sell — it sells with confidence.

How I Deliver This to You

When we sit down to talk about pricing, I won’t hand you a templated report and leave you to interpret it. I’ll walk you through:

A custom breakdown of your local market
What homes like yours are doing right now
A clear explanation of your home’s position and competitive angle
The three pricing tiers and what they signal to buyers:
- Above market = sits
- At market = shows
- Below market (strategic pricing) = sparks offers

This Isn’t About Playing it Safe — It’s About Playing It Smart

You deserve a pricing strategy that puts you in control, not one that reacts when things go sideways. That’s why I take the time to show you:

How we’ll track buyer activity once we list
What feedback we’ll look for within the first two weeks
How we’ll adjust (if needed) without losing leverage

And if your home was listed before and didn’t sell? We’ll look at what the market said back then — and adjust our strategy so this time is different.

Final Thoughts

There’s no “perfect” price — but there is a smart one. The kind that reflects your home’s strengths, accounts for what buyers are actually doing, and creates the right first impression online and in person.

My job isn’t to inflate your expectations or undercut your value. It’s to give you clarity — and a clear path forward.

Want to Understand What Your Home Is Worth Today?

→ Click here to request a Competitive Market Analysis.
No pressure. No obligation. Just a real look at what your home could sell for in today’s market.