When homeowners begin thinking about selling, one of the first and most emotional questions they ask themselves is: “How much is my home worth?” In my latest YouTube video, I had a powerful conversation with a wonderful couple, Carolyn and Ray, who invited me to evaluate their beautifully renovated home in Virginia.
They believed their home could be worth up to $800,000. What followed was an honest and educational conversation every seller should hear.
The Emotional Side of Home Value
Carolyn and Ray have lived in their home for over 20 years. Over that time, they poured their heart, effort, and craftsmanship into making it a dream space—from custom cherry countertops and heated marble bathroom floors to a stunning 1,200-square-foot deck and lush, seasonally curated gardens.
But here’s the reality: just because a home is loved and enhanced doesn’t always mean the market will value it at what the owners hope.
Carolyn and Ray made upgrades to enjoy the space—not necessarily to maximize resale value. That’s a common and perfectly valid homeowner mindset. Still, when it comes time to sell, market value and appraised value can often feel like a cold splash of water.
Pricing: Art Meets Strategy
Ray had a strong opinion: “If no one asks you to lower your price, you didn’t price high enough.” I respect his perspective—and many sellers share this mindset. But the truth is, overpricing a home can be the biggest mistake sellers make.
When you price a home too high:
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Serious buyers searching within their price range may never even see your listing.
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Your home can sit on the market, growing stale.
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You risk receiving no offers—or worse, low offers far below your expectations.
That’s why my approach includes more than just pulling comps. It’s about:
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Understanding your home’s true condition and uniqueness
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Evaluating what buyers in your area are actually paying
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Aligning market value vs. emotional value
In Ray and Carolyn’s case, while the appraised value may not reach $800K (likely falling closer to the $650K–$700K range), the market value could potentially be higher—if the right buyer sees it and falls in love with it.
Modern Move-In Ready = Maximum Appeal
According to my Seller Quiz (included in my free Seller’s Playbook), Ray and Carolyn’s home is a “Modern Move-In”—the top tier of home prep. That means:
This category is highly desirable for today’s buyers who want turnkey homes. But even a perfect home can be overlooked if priced incorrectly.
What Sellers Should Do—Starting Today
If you're in Carolyn and Ray’s shoes—thinking of selling in 1 to 2 years—here’s what I advise:
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Start Now, Not Later.
Begin talking to an experienced agent who knows your neighborhood intimately. Waiting until you're "ready" could cost you tens of thousands in missed equity or missteps.
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Get Educated on Appraisal vs. Market Value.
Appraisers look backward (comps), while the market looks forward (buyer demand). A knowledgeable agent can help bridge the gap and position your home correctly.
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Know Where You're Going.
Don’t fall into the trap of listing your home before you know your next move. Inventory is tight in many areas, and it’s easy to be disappointed by what’s available—especially when you’ve created your dream home like Ray and Carolyn.
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Avoid the Overpricing Trap.
Even in hot markets, the highest offers come from strategic pricing—not wishful thinking.
It’s Not Just About Selling—It’s About Transition
What I love most about this video is Carolyn and Ray’s transparency and warmth. They weren’t just talking numbers—they were sharing their journey, concerns, and dreams for the next chapter. That’s what real estate is really about.
If you're thinking about selling and want an honest, experienced perspective—not just hype—I encourage you to watch the full video on my channel.
🎥 Watch the full conversation here:
They Think Their Home Is Worth $800K. Here's What I Told Them
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