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In the past month, I’ve had three conversations with sellers about when to list, and in each case a strong recent sale of a comparable apartment in their building deserved at least as much weight as seasonality.
That closed sale gives me the latitude to control the narrative and push for optimal pricing, with objective evidence to back it up. Sellers know good comps help. What they overlook is that a comp can shape when they list, not just what they ask.
We are in an efficient market. Buyers are deliberate and ready to act decisively when they recognize value. They are also exceptionally well informed, with recent sales history at their fingertips. A recent favorable closing provides a valuable pricing benchmark, but that advantage doesn't last indefinitely. Subsequent comparable sales can shift expectations, sometimes making it worth coming to market sooner than planned.
Of course, seasonality, presentation, and competing inventory all matter. And a weaker recent sale doesn’t leave us powerless. I’ve exceeded a building’s sales history before. That’s where my job is to show why two apartments that look identical on paper can be very different in practice—whether it’s a better view or a layout better suited to the buyer base, even with less renovation.
The goal is to position and market your home on our own terms, rather than reacting to someone else’s closing.
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