The Pricing Paradox

Price too high, and your home sits. Price too low, and you leave money on the table. In January 2026, Roanoke homes sold at 96.4% of their list price—which tells us buyers are negotiating, but not aggressively. The market rewards realistic pricing.

What Actually Determines Your Home's Value

Forget what you paid for it. Forget what you put into renovations. Buyers don't care about your costs—they care about what similar homes are selling for right now.

Three factors matter most:

1. Recent Comparable Sales

Not Zillow's guess. Not your neighbor's opinion. Actual closed sales within the last 90 days, in your neighborhood, with similar square footage and features. In January, the median sold price in Roanoke was $293,000—but that number means nothing without context for your specific home.

2. Current Competition

How many similar homes are on the market right now? If you're one of twelve 3-bedroom ranches in your price range, you need to stand out. If you're the only one, you have more flexibility.

3. Days on Market Trends

Homes listed in 2025 that sold in January took an average of 59 days. That's not instant—but it's not sitting for months either. Price it right, and you'll hit that window.

The Psychology of Pricing

$299,900 feels dramatically different from $305,000, even though it's only a 1.7% difference. Buyers search in ranges: under $300K, under $350K. If you're at $305K, you're invisible to everyone searching under $300K.

Round numbers also signal "firm." $299,900 says "let's talk." $300,000 says "take it or leave it."

When to Price Aggressively vs. Conservatively

Price aggressively (slightly under market) when:

You need to sell quickly
Your home has dated features you're not fixing
Inventory in your area is high
You want to generate multiple offers

Price conservatively (at or slightly above) when:

Your home has unique features buyers will pay for
You have time and don't need a fast sale
Inventory is extremely low
Recent comps support the higher number

The Real Risk of Overpricing

The worst thing you can do is start high "to see what happens." Here's what happens: your listing goes stale. Buyers wonder what's wrong with it. Price reductions make you look desperate. You end up selling for less than if you'd priced it right from day one.

What About Online Estimates?

Zillow, Redfin, and other automated valuations are a starting point—nothing more. They can't see inside your home. They don't know you replaced the roof last year or that the basement floods every spring.

A proper comparative market analysis from a local agent who knows your neighborhood will always be more accurate.

Ready to find out what your home is actually worth?

I built a valuation tool that goes beyond the algorithms. It's a real look at your home's current market position—a great first step whether you're selling next month or just curious about your equity.

Get Your Home Valuation →