Fantasy prices cost real money
Why the highest appraisal is not always the strongest strategy, and how overpricing can quietly reduce the final result.
The flattering number has a cost
An inflated appraisal can feel appealing because it asks the owner to risk nothing today. The cost arrives later if qualified buyers dismiss the property, inspections thin out and the campaign becomes familiar.
A price strategy should create enough confidence for the right buyers to inspect and enough competition for negotiation. It should not require buyers to ignore every relevant settled sale.
Illustrative buyer interest over time
A typical pattern showing the launch window. Actual campaigns vary by property and market.
A defensible pricing conversation
Use settled sales
Start with transactions buyers and valuers can verify, not unsold asking prices.
Explain the differences
Land, condition, accommodation, position and timing all affect comparability.
Set review points
Agree in advance what enquiry, inspections and offers will trigger a strategy review.
“The job is not to win the listing with the biggest number. It is to give the owner the clearest path to the best available result.”
Advice for your property, not a generic market.
Contact Tony Lawson to apply the evidence to your plans.