Pricing & Value: Common Questions

The most important number in real estate isn't the one on Zillow—it's the one on your check at closing. Below, we answer the tough questions about how we value your home and our strategy for getting you the highest possible price.

How do you determine the right listing price?

We do not guess. We analyze. We start with a Comparative Market Analysis (CMA) of similar homes in your micro-market. But data is only half the story. We then calculate the "Oliver Lift"—the additional value created by our Oliver Selling Solution (our custom magazines, AI optimization, and professional styling). Our goal is to price your home at the highest possible number we believe the market will support, not just what your neighbor sold for.

How do online estimates like Zillow compare to real value?

Online estimates are algorithms, not appraisals. They cannot see your view, your custom finishes, or the condition of your home. In the Tucson and Oro Valley luxury markets, we often see Zestimates off by approximately 7% or more. Relying on them can cause you to leave thousands of dollars on the table.

What happens if we price too high?

Pricing astronomically high to "test the market" is risky. If a home sits on the market significantly longer than the average (currently ~48 days), buyers begin to assume something is wrong with it. This often leads to a "stale" listing that eventually sells for less than if it had been priced correctly from day one.

Will you recommend underpricing to create a bidding war?

Generally, no. While this is a strategy some agents use, our philosophy is to price at the highest defensible market value. We believe in attracting serious, qualified buyers who see the value in your home, rather than creating a chaotic frenzy of low-quality offers.

Will renovations increase my home’s value?

It depends entirely on your neighborhood. For example, updating a historic 1890s Queen Anne in Armory Park to a modern style would likely destroy value. However, in other neighborhoods, specific updates are essential. We advise you to contact us before you renovate so we can tell you which projects offer a real Return on Investment (ROI).

Should I get an appraisal before listing?

In most cases, a pre-listing appraisal is not necessary. Appraisers look at history (past sales), whereas we look at the future (current active competition and market velocity). Our comprehensive valuation is typically sufficient to set a strong list price.

How often should we adjust the price if it doesn’t sell?

If the home hasn't sold after receiving a significant amount of market exposure (showings and online views), the market is telling us the price is too high. We track this data weekly. If an adjustment is needed, we recommend moving quickly to reposition the home rather than letting it sit and become stigmatized.

How does the local market affect my price?

Real estate is hyper-local. A home in the Foothills behaves differently than a home in Oro Valley. We monitor "Micro-Market" trends—inventory levels, absorption rates, and buyer demand specifically in your subdivision—to ensure your price is competitive right now.

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