Extinct Real Estate Tactics: Why Listing High No Longer Works in 2025

Welcome to the first edition of “Extinct Real Estate Tactics” — a monthly series from The Sharman Team that breaks down outdated strategies still circulating in the market today. If you’re selling your home, you deserve advice that reflects the market right now — not something that worked five or ten years ago.

This month’s topic: the myth of listing high.

Once Upon a Time, Listing High Made Sense

There was a time when overpricing your home was a legitimate tactic.

The logic went something like this:
“Let’s start high — buyers will negotiate us down to a number we actually want.”

It worked when:

Buyers had fewer listings to choose from
The market moved slowly
Data was limited or hard to interpret
Emotional connection sometimes outweighed logic

In the early 2010s, this strategy could pay off — especially in tight inventory markets. But in 2025? It’s one of the fastest ways to sabotage your sale.

Today’s Buyers Are Faster, Smarter, and Backed by Data

Modern buyers don’t browse — they scan, filter, and eliminate.

Thanks to tools like Zillow, Realtor.com, and MLS-integrated apps, the average buyer in Livingston County sees dozens of listings per day, all with comparable pricing history, time on market, and price-per-square-foot benchmarks.

According to a 2024 Zillow Consumer Housing Trends Report:

74% of buyers use pricing filters to narrow their search
59% won’t even tour a home they believe is overpriced by 5% or more
Homes that sit longer than 21 days receive, on average, offers 6-9% below list

That means if you miss your window of impact — usually the first 7–10 days on the market — you’re no longer in control. The market is.

The First Week Is Your Super Bowl

Here’s what many sellers don’t realize:
If your home doesn’t grab attention and generate interest in week one, the odds of getting full asking price drop sharply.

That first week is when:

Your home appears as a “New Listing” on every major platform
Automated email alerts go out to thousands of buyers
Agents rush to book tours before the competition does
Momentum builds — if you’re priced correctly

But if you’re priced too high?
That attention fades. And once your home gets passed over, it’s hard to regain buyer interest.

The Reality: The Longer You Sit, The Lower You Sell

Overpricing doesn’t just delay your sale — it often shrinks your final sale price.

Buyers assume something is wrong with a home that’s been sitting for weeks. Even if you lower the price later, the market has already categorized it as stale.

This creates a dynamic we call “price chasing” — where you’re playing defense, adjusting downward, and watching the competition sell before you.

What Works in 2025? Precision Pricing

At The Sharman Team, we don’t guess. We don’t throw numbers at the wall. And we certainly don’t test the waters.

We use:

Local sales data
Buyer behavior analysis
Customized CMA models
Real-time feedback from active buyers

This allows us to price strategically — to create urgency, traffic, and multiple-offer conditions right out of the gate.

Can You Still List High?

Technically, yes. But be prepared for what follows:

Fewer showings
Extended time on market
Price reductions
Lower offers from buyers who see your home as damaged goods

The choice becomes clear:
Do you want to chase the market, or command it?

Final Word: Price to Win, Not to Wonder

In 2025, pricing your home correctly isn’t just a suggestion — it’s a necessity.

The “list high and see what happens” mentality is extinct. And just like other outdated tactics (spoiler: open houses are coming up next in this series), it can cost you time, money, and leverage.

If you’re thinking of selling in Livingston County, the Finger Lakes, or the Rochester region, make sure you’re working with a team that understands today’s buyer — and knows how to position your home to win from day one.

Have questions? Ready to see what your home could actually sell for in today’s market?

Call or text Matt Sharman directly at 585-727-0980.