Use recent closing behavior to set firm, realistic boundaries
If you are worried about leaving money on the table, the real question is how you protect your price without scaring off qualified buyers. I recommend setting your boundaries around what buyers have been willing to pay recently, then letting your terms do the heavy lifting.
If you only remember one closed data point right now, make it this recent offers in Brentwood, TN landed around 95.4% of asking last month. A typical closed price was $1,604,500 last month, supply was 2.69 months recently, and a typical sale timeline was 86 days. Where people get this wrong is assuming the list price is the finish line. Some metrics were not reported for this period. The numbers we do have point to negotiation being normal, and time being part of the deal, which means your protection comes from planning concessions and counter strategy before you ever accept a showing request. Set a pricing posture that is defensible from day one, because buyers have not been paying full asking on average in Brentwood, TN. I recommend you decide which term concessions you will trade instead of price, keeping the 95.4% of asking benchmark in mind. Stay consistent through the first several weeks, because the typical sale timeline was 86 days, and reacting too quickly can weaken your leverage.
About Kim Campbell
Kim Campbell is a licensed Real Estate Professional affiliated with eXp Realty, specializing in the Brentwood market. With a focus on strategic marketing and deep local knowledge, Kim Campbell provides clients with expert guidance in navigating complex real estate transactions. View full profile →
