Q: How can a seller price a home to sell?

A: The first step would be to get a real estate agent with local market expertise to perform a competitive market analysis, or CMA, on the home.

At Better Homes and Gardens Real Estate Gary Greene, we use the results of a CMA as a starting point in determining value. Local markets are constantly changing, so a CMA’s value is fleeting.

A home value rendered by a CMA is based on properties that sold under market conditions different than today. We check to make sure the CMA value is in line with current market conditions and activity.

First, based on the current rate of sales in the neighborhood, we find out how long it would take to sell the home at the value rendered by the CMA.

If the time on the market for the neighborhood price range is acceptable to the seller, we review the trends in current buyer demand by price range in the home’s ZIP code.

Small pricing adjustments to attract the largest buyer demand can make a huge difference in showings, market time and more net gain to the seller at closing.

— Toni Nelson, director of strategic initiatives, Better Homes and Gardens Real Estate Gary Greene, 713-465-6644