Many homeowners approach a listing appointment with a number already in mind. The thinking is familiar: start high, leave room to negotiate, and lower the price later if necessary.
Marissa Nerenburg of the Meyer Lucas Team hears this often. During a recent episode of The Lemon Drop, she told Holly Meyer Lucas what she wishes more sellers understood about setting an asking price.
I wish more sellers understood that listing your home higher does not leave you more room for negotiation. It literally shoots us in the foot.
For homeowners selling in Jupiter, Palm Beach Gardens, and throughout Palm Beach County, pricing above comparable sales can limit interest before a potential buyer ever schedules a showing.
Most buyers begin their search with a budget. They filter listings by price, compare available properties, and review recent sales to understand what their money can buy.
A home priced above its comparable sales may appear alongside larger or more updated properties. Meanwhile, buyers searching within the home's appropriate price range may never encounter the listing.
Marissa described the problem during the episode:
We're going to turn off a whole pool of buyers before we even get them through the door.
The assumption that buyers will simply negotiate down overlooks how they search. An asking price influences which buyers see a property and whether they consider it worth visiting.
Holly shared what she has been hearing from buyers in the current market. Many have spent months searching and are already weighing the financial commitment of purchasing a home. When an asking price appears inflated, some lose interest in the property altogether.
That reaction can persist after a price reduction.
New listings typically receive an early wave of exposure through saved-search notifications and agents introducing properties to their clients. Buyers who pass over a home during that period may have moved on to other options by the time the price changes.
As days on market accumulate, buyers also begin asking why a property remains available. The original asking price becomes part of the property's history, even after the seller adjusts it.
Palm Beach County's September housing figures offer some context for the conversation.
According to Miami Realtors and RWorld, the median sale price for a single-family home reached $656,000 in September 2026, an increase of 6.7% from the previous year.
Active listings declined approximately 20%, bringing available inventory to 3.6 months of supply. Sellers received a median 95% of their original asking price.
A separate PBP Real Estate market analysis found that homes closing in September sold at a median 5.1% below their original asking price and 3.1% below their final asking price.
The difference between those figures reflects, in part, price reductions made before homes sold.
Countywide statistics provide a general picture of market conditions, although pricing varies considerably between communities. A waterfront home in Jupiter may face a different pool of buyers and competing properties than a single-family home in Palm Beach Gardens.
Recent sales within the same neighborhood provide a more useful starting point for determining an individual property's value.
Holly offered her perspective during the episode:
Buyers are buying. They are. Our market's great if you list the home right.
Setting an asking price requires an assessment of recent sales and the properties currently competing for buyers' attention.
Start with comparable sales in your neighborhood.
Look at homes that have recently closed within your community, paying particular attention to properties with similar square footage, lot sizes, and features. A countywide median offers limited guidance when pricing an individual home.
For sellers planning ahead, the Meyer Lucas guide to preparing your Jupiter home for sale in early 2027 covers how pricing fits into the preparation process.
Consider the condition of your home.
Buyers notice differences in renovations and maintenance. An updated kitchen, newer roof, or well-maintained interior can influence what a buyer is willing to pay. Homes with original finishes or outstanding repairs should be evaluated accordingly.
There are also ways to make your home more attractive to buyers before it reaches the market.
Review the homes currently for sale.
Closed sales help establish value, while active listings show what buyers can choose from today. Sellers should understand how their property compares with other homes offered at similar prices.
Monitor buyer response after listing.
Showing requests and feedback from prospective buyers can indicate whether the asking price aligns with market expectations. If comparable properties are receiving offers while yours attracts limited interest, pricing may need another look.
Discuss pricing expectations before listing.
Marissa explained that conversations about pricing have helped establish clearer expectations with her sellers. Reviewing the supporting sales data and discussing how to respond to buyer feedback gives both the agent and homeowner a common reference point throughout the process.
For homeowners considering whether to list during the winter season, the Meyer Lucas guide to the best time to sell a home in Jupiter provides additional information.
You can also request a home valuation to begin reviewing your property's position in the current market.
Should I list my house above market value to leave room for negotiation?
Pricing above comparable sales can reduce the number of buyers who consider your home. Buyers typically compare asking prices with similar properties, and an inflated price may discourage showings before negotiations begin.
How can I tell if my home is overpriced?
Limited showings, repeated feedback about price, and similar homes going under contract while yours remains available are common indicators. Your agent can review these patterns alongside current inventory and recent sales.
Can I lower my asking price if my home doesn't sell?
Yes. Sellers can adjust their asking price in response to market conditions. However, buyers may have already passed over the property during its initial listing period, and a reduction may generate less attention than the original launch.
Marissa Nerenburg joined Holly Meyer Lucas on The Lemon Drop to discuss her experience in real estate and the conversations she has with homeowners preparing to sell.
The episode offers a look at how Meyer Lucas agents approach pricing decisions and work with clients throughout the selling process.
If you're considering selling a home in Palm Beach County, the Meyer Lucas Team can review recent sales in your neighborhood and help determine an asking price based on your property's condition and current competition.
The Meyer Lucas Team serves buyers, sellers, relocators, and investors throughout Jupiter, Palm Beach Gardens, North Palm Beach, Juno Beach, Tequesta, West Palm Beach, Palm Beach County, and Martin County.
Call or Text: 561-406-5228
Email: [email protected]
Website: meyerlucas.com
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Mon - Fri, 9 am - 6 pm 1515 South Cypress Dr Jupiter FL 33469
Mon - Fri, 9 am - 6 pm 1515 South Cypress Dr Jupiter FL 33469
