The Questions I Ask Before Recommending a Price

One of the biggest misconceptions in real estate is that pricing starts with sales data.

It doesn't.

Sales data is important, but before I ever start looking at comparable properties, there are a handful of questions I want answered first.

Because if those answers aren't clear, the numbers alone rarely tell the full story.

How Will Buyers Describe This Home After They Leave?

This might sound like an unusual question, but it's often the most important one.

When buyers leave a showing, they don't usually discuss square footage first.

They talk about:

• the lot
• the street
• the layout
• the renovation quality
• how the home felt compared to others they've seen

Understanding that conversation helps determine where the property fits in the market.

What Is Actually Driving the Value?

Every property has strengths.

The key is identifying which strengths buyers are most likely to pay for.

Sometimes it's the location.

Sometimes it's the lot.

Sometimes it's the quality of construction or a renovation that would be difficult to recreate today.

Not every improvement contributes equally to value.

Part of the job is identifying which features truly matter in the eyes of buyers.

What Are the Alternatives?

A property doesn't compete with past sales.

It competes with the options buyers have available right now.

That means looking beyond the immediate neighbourhood and asking:

• What else can buyers purchase at this price point?
• What advantages do those homes offer?
• Where does this property stand out?

Those answers help establish a realistic range.

Where Is Buyer Resistance Most Likely?

Every home has a few areas where buyers may hesitate.

It could be:

• a busy street
• a unique layout
• an older renovation
• or simply a price point where expectations become higher

Identifying those areas early allows them to be addressed proactively instead of becoming surprises later.

The Number Comes Last

Only after all of those questions have been answered do I start thinking about price.

Because pricing isn't really about choosing a number.

It's about understanding how buyers will evaluate the home and positioning it accordingly.

The number is simply the final result of that process.