The Most Expensive Mistake LA Sellers Keep Making (and Don’t Realize)

Table of Contents

• The Real Mistake LA Sellers Keep Making
• The Psychology of Pricing: Telling vs. Showing
• What the Data Says About Overpricing
• Why This One Mistake Can Cost You Six Figures
• How to Help a Friend Avoid It (And Get Paid)
• Final Thoughts: Want Clarity on Your Strategy?

The Real Mistake LA Sellers Keep Making

There’s a silent trap many LA homeowners fall into - and it doesn’t show up in the comps or listing photos.

It’s not pricing too high or neglecting staging. It’s something deeper:

They believe that because they think their home is worth a certain number, the market will agree.

But here’s the hard truth: the market doesn’t care what you believe. It only responds to how buyers feel.

And when you “tell” the market your price - rather than show buyers why it’s worth it - your listing often backfires.

The Psychology of Pricing: Telling vs. Showing

“People don’t believe what you tell them. They believe what they tell themselves.” – Seth Godin

That’s the foundation of buyer psychology in real estate.

Think about it:

• Rolex doesn’t sell watches by detailing specs.
• Ferrari doesn’t convert buyers with torque numbers.
• They show identity. Lifestyle. Emotion.

Telling is logic. Showing is emotion.

And buyers don’t fall in love with logic. They fall in love with how it feels to live in your home.

This emotional connection creates the leverage most sellers miss - because when a buyer feels it’s the one, they’ll stretch their budget.

What the Data Says About Overpricing

• Homes in LA priced at or just below market value get 2.4x more showings and are 60% more likely to receive multiple offers (Zillow Research)
• Overpriced homes lose 5–10% in final sale price compared to well-positioned ones (2024 Redfin Study)

The longer a home sits on the market, the less it’s worth.

Momentum matters. Emotion fades. And buyers start to wonder, “What’s wrong with it?” even when nothing is.

Why This One Mistake Can Cost You Six Figures

When you overprice your home - based on “gut” or “Zestimate dreams” - you unintentionally repel the best buyers.

They’ll skip it on Zillow. They’ll compare it to staged homes priced correctly. They’ll come to the open house, shrug, and move on.

Weeks later, you’re not defending your price. You’re defending your dignity.

And once your home is seen as stale, no price drop can undo that perception.

Final Thoughts: Want Clarity on Your Strategy?

Here’s the truth most sellers won’t hear from agents:

It’s not about how much you want. It’s about how much buyers feel.

And that feeling is something we can design.

If you’re thinking of selling - whether now or in the next year - the smartest thing you can do is get clarity before you list.

Let’s walk through the strategy together. No pressure. Just data, design, and what gets results.

Frequently Asked Questions

What’s the biggest pricing mistake sellers make in LA?

Believing that “testing the market” at a higher price will help them negotiate down. In reality, it reduces buyer interest and often leads to lower offers later.

Why do buyers ignore listings that seem “too expensive”?

Because they emotionally detach. They assume the seller won’t be flexible—or that there must be something wrong with the home.

How does pricing emotionally affect buyers?

If a home is priced right and styled well, buyers compete. If it's overpriced, they look elsewhere or wait for a drop.

Is pricing just about numbers?

No. It's about narrative. The price needs to feel aligned with what buyers see and feel. Otherwise, they scroll past.

What’s the fastest way to figure out my true market value?

Get an outside opinion based on buyer psychology, not just comps.

Ready to plot your board?

Book a 20-minute strategy call. We’ll map your current squares, identify untapped equity, and design a cash-flow plan that fits your timeline - no pressure, just clarity.