The Most Expensive Mistake LA Homeowners Keep Making (and Don’t Realize)
There’s a silent trap many LA homeowners fall into.
It doesn’t show up on a spreadsheet.
You don’t feel it until it’s too late.
But it could cost you six figures.
The mistake?
Believing that just because you think your home is worth a certain number… the market will agree.
But here’s the uncomfortable truth:
People don’t believe what you tell them. They believe what they tell themselves.
- Seth Godin
That’s why pricing your home based on gut instinct or a “Zestimate dream” is the fastest way to end up with a stale listing.
While other homes sell, yours just… sits.
Showings slow down. Momentum disappears.
And soon you’re not defending your price - you’re defending your dignity.
The Myth of Telling — and the Psychology of Showing
Buyers don’t care what you think your home is worth.
They care what it’s worth to them - emotionally, strategically, and in comparison to what else is out there.
And in a market where prices are softening and buyers are sharper than ever,
belief doesn’t bend their budget.
So what actually works?
You don’t tell buyers what your home is worth.
You let them show you.
The same happens in advertising without you realizing it - here’s how it works:
You don’t sell a Rolex by explaining how it tells time.
You show the kind of man who wears one.
You don’t sell a Ferrari by listing horsepower and engine specs.
You show the sound of the engine, the curves of the frame, the feeling of being seen in one.
Telling is logic. Showing is emotion.
And emotion is what drives action - especially in real estate.
Because buyers don’t fall in love with the facts of a home.
They fall in love with the feeling of living in it.
And when that feeling is dialed in - price becomes flexible.
Why? Because they’re buying the one they can’t stop thinking about.
Here’s What the Data Says:
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 it sits, the less it’s worth.