Understanding comparable sales like a professional

Comparable sales — "comps" — are the foundation of every pricing decision, yet most sellers and many buyers don't know how to evaluate them properly. This episode is a deep dive into the comp analysis process: how to identify truly comparable sales (same neighborhood, similar condition, similar size and bedroom count, sold within 90 days), how to adjust for differences (lot size premiums, condition adjustments, below-grade vs. above-grade square footage), and how to triangulate a defensible market value from a set of imperfect comparables.

Kathleen covers the appraisal process in parallel — because the buyer's lender will order their own appraisal, and understanding how appraisers think helps sellers make smarter pricing decisions upfront and avoid renegotiating at the appraisal stage.

She also addresses how to handle the situation where the comps support a price lower than what you need to net — the honest conversation about whether to renovate before selling, accept a longer sales timeline, or recalibrate expectations.