Get your pricing right—from the start—to attract buyers, build momentum, and secure the best possible result
You’ve decluttered, styled, repaired and refreshed your home. It’s looking the best it ever has—and now comes one of the most important decisions you’ll make: how much is it worth?
Setting the right price isn’t just about putting a number on your home—it’s about understanding the market, knowing what buyers are willing to pay, and positioning your property to stand out from the competition.
Price too high, and you risk turning off buyers and stalling your campaign. Price too low, and you might attract quick interest, but leave money on the table. The sweet spot lies in a value that reflects your home’s unique features and aligns with current buyer demand.
Here’s how to evaluate your home’s value like a pro—and make sure you hit the market with clarity and confidence.
Why Accurate Pricing Is So Important
Your price sets the tone for your entire campaign. It shapes:
- The types of buyers you attract
- How many people show up at your first open home
- How long your home stays on the market
- Whether you receive multiple offers or none at all
- Your leverage when negotiating with interested parties
In today’s real estate landscape—where buyers are better informed than ever before—pricing is as much a strategic tool as it is a financial figure.
A well-priced home:
- Creates urgency and competition
- Reduces the need for mid-campaign price drops
- Builds trust with buyers (who do their own research!)
- Leads to stronger, cleaner offers and fewer conditions
- Often sells faster and for more than homes that start high and reduce
💡 Overpricing can be more damaging than underpricing. Buyers will simply move on, assuming you’re not serious or realistic.
Step 1: Study the Local Market
Start with what’s happening in your area—right now. The market changes frequently, so even if you bought your home only a few years ago, current trends will shape its sale price.
Look at:
- Recent sales of homes similar in size, style, and land size
- Listings that have been on the market for a while—these may be overpriced
- The speed of recent sales (days on market)
- Price differences between renovated and unrenovated homes
- Average price per square metre in your suburb or postcode
🧠 Don’t just look at asking prices—look at final sale prices where available, as these reveal what buyers are actually willing to pay.
📍Example: If you’re selling a 4-bedroom brick home in a Logan suburb and three similar homes recently sold for between $630,000 and $660,000, that’s a strong indicator of your range.
Step 2: Consider Your Home’s Unique Features
Your home might be similar to others in your street—but what makes it different?
Think about:
- Recent renovations (kitchen, bathrooms, flooring, paintwork)
- Outdoor features (deck, entertaining area, pool, shed, side access)
- Energy efficiency (solar panels, insulation, air conditioning, water tanks)
- Security features (fencing, cameras, window locks)
- Extra spaces (converted garage, study nook, granny flat)
- Proximity to sought-after schools, shops, or transport
✨ Even the feeling of your home—light-filled, airy, quiet—can set it apart from others in your neighbourhood.
💬 Tip: Ask your real estate agent what buyers are valuing most in your area right now. That’s what will influence your pricing power.
Step 3: Factor in Pre-Sale Improvements
If you’ve made upgrades in preparation for the sale—fresh paint, updated lighting, new landscaping—those may not drastically increase the bank value, but they absolutely influence the perceived value to buyers.
Pre-sale improvements help you:
- Attract stronger initial interest
- Compete directly with more modern homes
- Justify a higher price point or tighter negotiation
- Reduce objections during inspections
- Position your home as “move-in ready”
🎯 Buyers don’t necessarily want luxury—they want convenience, cleanliness, and comfort. A home that’s ready to go has built-in appeal.
Step 4: Understand Price Ranges and Market Positioning
There’s no single “correct” number for your home. Instead, think in terms of a value range:
Your Price Spectrum
- Base value: Where similar properties in original condition or less favourable locations are selling
- Target value: Where homes like yours—well-presented and styled—are landing in the current market
- Stretch value: If your home is exceptional, unique, or in very high demand, this is the top of the range you might aim for
Positioning your home within this range depends on factors like:
- The level of finish
- Buyer demand in your area
- The volume of competition
- Your personal selling timeline
💬 For example, if you’ve just painted, landscaped, and styled your 3-bedroom lowset in Marsden and buyers are active, you might aim for the top 10% of comparable sales.
Step 5: Request a Comparative Market Analysis (CMA)
A Comparative Market Analysis is a report from your agent that compares your home with similar properties recently sold in your suburb. It typically includes:
- Sale prices
- Photos and floorplans
- Days on market
- Key differences in features, condition, or size
- Buyer feedback (if available)
📊 A good CMA helps you understand the “why” behind the pricing—not just the “what.”
It also gives you a solid foundation to set your expectations—and avoid the trap of relying solely on online estimates, which can be inaccurate or outdated.
Step 6: Get a Professional Appraisal From a Local Agent
Your agent sees the market from the inside—not just in terms of sales, but in buyer behaviour, objections, and negotiation outcomes.
During your appraisal, the agent will:
- Walk through your home and assess presentation and features
- Review recent sales in your immediate area
- Discuss your goals and timeframes
- Recommend a realistic price guide
- Suggest the best campaign strategy (auction, fixed price, or offers over)
🏘 Local knowledge is everything. A great agent knows what buyers in your suburb are looking for—and what they’ll pay extra for.
🧠 Pro tip: Ask for the agent’s pricing strategy, not just their price estimate. An agent who explains how they’ll build value in the buyer’s mind will be far more effective than one who just quotes a high figure to win your listing.
Step 7: Don’t Let Emotion Cloud Your Judgment
Many sellers naturally have emotional ties to their home—especially if they’ve lived there for years, raised families, or invested time and money into improvements.
But it’s important to separate what the home means to you from what it represents to buyers.
Buyers won’t know your stories. They see:
- The location
- The layout
- The practicality
- The potential
💬 That’s why it’s important to lean on facts, not feelings. You can (and should) be proud of your home—but pricing needs to be strategic, not sentimental.
Final Thoughts
Evaluating your home’s value before going to market is about more than comparing numbers—it’s about positioning.
With the right guidance, you can set a price that reflects the effort you’ve put into preparation, meets buyer expectations, and gives your campaign the strongest possible start.
🎯 When you price smart, you market smarter. And when you market smarter, you sell stronger.
🔗 Ready to take the next step? Head to Creating a Winning Home Sale Strategy to learn how to build momentum, generate buyer excitement, and negotiate like a pro.