Pricing a home is both an art and a science. Some sellers, eager to maximize their return, adopt what’s known as an aspirational pricing model—a strategy where the home is listed at a price well above what the current market supports. The hope? That a buyer will come along, fall in love, and pay a premium. So let’s explore what is an aspirational pricing model in real estate and why it can cost you buyers. I am Robbie English, managing broker for Uncommon Realty and I would love to explain further.
The reality? Buyers aren’t playing that game. And if your home is priced unrealistically, it could sit on the market longer than necessary—leading to frustration, price cuts, and ultimately, a lower final sale price. Let’s break down why aspirational pricing hurts your chances of selling and what you should do instead.
Why Aspirational Pricing Fails
1. Buyers Shop by Price Brackets—And They Won’t Even See Your Home
Buyers don’t search for homes the way sellers think they do. They shop in price brackets, usually determined by their pre-approved loan amount or budget. If your home is overpriced, it won’t even show up in their search results.
For example, let’s say your home’s fair market value is $750,000, but you list it at $850,000, hoping for negotiation room. Buyers searching in the $700,000–$800,000 range—the ones who would actually be interested in your home—won’t even know it exists.
Meanwhile, buyers who can afford $850,000? They’re expecting more house for the money and will compare your home to better-priced listings with more space, upgrades, or better locations.
Bottom line: Overpricing makes your home invisible to the right buyers.
2. Overpriced Homes Get Fewer Showings—Which Leads to Fewer Offers
Real estate is a momentum game. The first few weeks on the market are critical because that’s when excitement is highest. Buyers and agents are watching new listings, ready to jump on the right home. But if your price is too high, you’ll see fewer showing requests—or worse, none at all.
Homes that are priced 10% above the market only attract 30% of the potential home buyers who are in the market looking to buy a property. Homes that are priced 15% above the market also garner only 10% of the potential buyers looking at homes.
Buyers don’t want to waste time touring a home they know is overpriced. And in a competitive market, many won’t even bother making a low offer, assuming the seller is unrealistic or unwilling to negotiate.
No showings = No offers. No offers = No sale.
3. A Stale Listing Hurts Your Negotiating Power
The longer a home sits on the market, the worse it looks to buyers. They start wondering: What’s wrong with it? Why hasn’t it sold?
Eventually, sellers are forced to drop the price. But by then, the damage is done. Price reductions signal desperation, and buyers who do show interest may submit lowball offers, sensing an opportunity to negotiate even further. Many times when this occurs, sellers often have to chase the market with price reductions to get any activity.
Compare that to a home priced correctly from day one—it attracts immediate attention, multiple offers, and often sells for more than asking price.
What to Do Instead: Price Smart from Day One
- Work with an agent who knows the market. The right pricing strategy starts with understanding recent comparable sales (not just list prices). A professional real estate agent will analyze homes similar to yours that have actually sold, ensuring your price reflects current market realities.
- Price competitively to attract demand. Instead of pricing high and hoping someone bites, price slightly below peak value to create interest. This can lead to multiple offers, driving the price up—not down.
- Be open to market feedback. If you list your home and don’t get showings in the first two weeks, that’s a red flag. Either the market has shifted, or your price is off. Pay attention and be ready to adjust before your listing goes stale.
Aspirational pricing might seem like a smart way to test the market, but in reality, it pushes away buyers, reduces showings, and often results in a lower final sale price. If you want to sell quickly and for top dollar, price your home strategically from the start—not based on wishful thinking.
Need help determining the right price for your home? Let’s talk. I’ll show you what the data says, so you can price it right, attract buyers, and sell with confidence.
