"Let's List It High and See What Happens"

What that sentence actually costs sellers in the San Luis Valley

I've heard it more times than I can count.

A seller sits across from me at the kitchen table, coffee in hand, and says: "Let's just list it high and see what happens. We can always come down."

I understand the thinking. Your home means something to you. You've poured years — maybe decades — into it. Of course you want top dollar. So do I. That's literally my job.

But I've also watched that strategy cost sellers thousands of dollars they didn't have to lose. And I think you deserve to know exactly how it plays out, because it almost always plays out the same way.

The Story of the House on County Road

A few years back, I worked with a couple, let's call them the Smiths, who had a lovely home just outside of Alamosa. Nice property, well-maintained, good bones. Based on comparable sales in the area, the market supported a price right around $285,000.

The Smiths had heard their neighbor got a strong offer quickly and figured their home was worth at least as much, if not more. They wanted to list at $315,000. "Room to negotiate," they said.

I shared my concerns. We talked through the comps. But ultimately, it's their home and their decision, so we listed at $315,000.

Here's what happened.

The first two weeks, we had showings. Buyers came through, looked around, and left. No offers. By week three, the activity had slowed to almost nothing. By week six, agents and buyers had mentally filed that listing under "overpriced" and moved on.

We dropped to $299,000. A small bump in showings. Still no offers.

We dropped again to $285,000.... right where I'd suggested we start. By this point, though, the listing had been sitting for 11 weeks. Buyers noticed. The questions started: Why has it been on the market so long? What's wrong with it?

The house eventually sold at $278,000, seven thousand dollars below what the market would have supported on day one, after nearly three months of stress, carrying costs, and second-guessing.

Why This Happens (Especially Here)

In larger metro markets, there's enough buyer volume that an overpriced home might still get traffic. The San Luis Valley is different. We have a smaller, tighter buyer pool. When a listing goes stale here, it really goes stale.

Buyers in our market are also paying close attention. Many are working with agents who pull the same comps I do. An overpriced home doesn't fool anyone; it just repels them.

And here's the part that stings: the longer a home sits, the more leverage shifts to the buyer. A home with 90 days on market is a home where buyers feel emboldened to come in low. Your "room to negotiate" becomes their room to negotiate.

What "Pricing It Right" Actually Looks Like

Pricing a home correctly isn't about leaving money on the table. It's about creating competition.

A well-priced home generates more showings in the first two weeks. More showings mean more potential offers. More offers mean you're in the driver's seat, not the buyer. In some cases, a correctly priced home sells at or above asking because multiple buyers are competing for it.

That's the outcome we're both after.

When I sit down with sellers, I build a pricing strategy based on actual comparable sales, current market conditions, and the specific features of your home. Not a number designed to make us both feel good in the moment, a number designed to get you the best possible result at closing.

Thinking About Selling?

If you're considering listing your home in the San Luis Valley — whether that's this spring, this summer, or you're just starting to think about it — let's have a real conversation.

I'll show you exactly what the market data says your home is worth, walk you through a pricing strategy, and give you my honest assessment. No pressure, no fluff.

That's what 20+ years in Real Estate in this valley has taught me to do.

Reach out anytime — I'd love to help you get this right from day one.