Gilroy – September 15, 2026 -- Sellers who price a home too high to leave room for negotiation often see the opposite effect: fewer showings and less buyer interest, according to real estate expert Erica Trinchero of Coldwell Banker Real Estate in Gilroy, California.
Buyers compare listings before deciding which homes deserve attention
Trinchero explains that buyers evaluate location, condition, features, size, and perceived value across multiple properties before narrowing their search. With extensive market information available online, a home's listing price plays a major role in whether it generates interest or gets overlooked.
Homes priced too high face longer time on market and buyer skepticism
Properties that sit unsold for extended periods often draw increased scrutiny, with buyers questioning why the home hasn't moved. Trinchero notes that a successful pricing strategy focuses on generating early interest rather than testing the highest possible number.
Comparable sales require careful evaluation, not simple matching
Recent sales of similar homes offer insight into what buyers have actually paid, but differences in location, lot size, condition, and upgrades can shift value significantly. Selecting the right comparables demands close analysis rather than surface-level matching.
Current competition and buyer demand shape pricing flexibility
Buyers rarely evaluate a home in isolation -- they weigh it against other available listings. Strong demand paired with limited inventory can give sellers more pricing flexibility, while a market with more available homes typically calls for a more realistic price point. Because demand shifts over time, Trinchero stresses that pricing should reflect current conditions rather than past performance.
Emotional attachment rarely translates into higher offers
Homeowners often carry strong personal connections to their property built on years of memories and investment. Buyers, however, focus on how a home stacks up against other options on the market -- meaning sellers benefit from viewing their property through a buyer's lens.
Fair pricing can strengthen a seller's negotiating position
When buyers perceive a home as accurately priced, they're more likely to submit competitive offers, particularly if they sense other buyers are considering the same property. Trinchero's insights appear in a HelloNation feature titled "What Sellers Should Know Before Pricing a Home."