It’s surprising how many homes in Davidson County don’t make it to the closing table—about 1 in 3 listed over the past year never sold, even after being relisted. Too often, it comes down to pricing mistakes that could have been avoided with a careful approach. Accurate pricing always starts with a Comparative Market Analysis (CMA) that focuses on what’s recently closed—not just what’s currently on the market. Closed sales tell us what buyers are truly willing to pay, and that’s the benchmark I look for when guiding clients.
If you’re shopping for a home, don’t assume the list price reflects market value. I always recommend reviewing closed sales from the last 90 days, along with price per square foot and days on market. When a home priced at $900K sits alongside similar properties that recently sold closer to $825K, the real question becomes: what, if anything, sets that home apart in buyers’ eyes today?
Homes priced right are typically under contract in about 14 days, often near full asking price. Overpriced listings, on the other hand, tend to linger and eventually see price reductions—sometimes with no sale at all. As a long-time Realtor and mentor in Middle Tennessee, I encourage buyers to base offers on three comparable closed sales, present the numbers clearly, and stay confident enough to walk away from wishful pricing. It’s all about making informed, data-driven decisions in today’s market.
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