2. SET A REALISTIC PRICE: Even in a competitive market, buyers don’t want to pay more than they must, so it’s crucial to get the pricing right. Going too high can backfire, while underestimating a home’s value might cause you to leave money on the table. I always do a CMA (Comparative Market Analysis), using comparable homes that have sold in the past 6 to 12 months, similar to the subject’s home. All sellers need to remember that if you have a buyer/buyers that are doing a loan, an appraisal will be required. The appraiser will likely use the same comparable’s as I used. (More on this later) Of course, I look at all the updates that my sellers have done and compare it to homes that are of similar size and style and take these updates into consideration when determining a price.