Why Your Salt Lake Home Isn’t Getting Offers

By Dave Robison

Dave Robison is one of Utah’s most accomplished and trusted real estate professionals, having sold over 3,400 homes in just over 26 years.

If you’re getting ready to sell in Salt Lake, you might be losing money without realizing that your pricing strategy is the reason buyers scroll past your home. You may have taken great care of your property and expected strong interest, yet the activity feels slower than it should.

When that happens, the issue is often not your location, your upgrades, or even the current market. It usually comes back to the price, and once pricing goes off track, it can affect your equity, your timing, and even your ability to secure your next home.

Many sellers are using pricing habits that worked in past markets but aren’t as effective today. These habits can cause your listing to sit longer than it should, attract the wrong kind of attention, or miss the buyers who are ready to act. The good news is that these mistakes are completely avoidable once you understand what today’s buyers respond to.

Overpricing from the start. You’ve watched home values climb, so aiming high may feel reasonable. The challenge is that buyers are doing their homework. When a home sits above the market range, most buyers won’t even schedule a showing. As days on market add up, interest drops, and questions rise. Even if you adjust the price later, buyers have already formed an impression. Setting a price based on current data helps your listing stay competitive from day one.

Emotional pricing. It’s natural to feel connected to your home. You’ve invested in it and lived important parts of your life there. When it’s time to sell, those emotions can lead to a price that reflects what the home means to you rather than what buyers are willing to pay. This often causes you to miss the critical first ten days when your most motivated buyers are watching. A price guided by market data helps you protect that early momentum.

Underpricing to spark interest. Sometimes sellers go in the opposite direction and list low to attract a wave of attention. This can lead to low offers and the perception that something might be wrong. You deserve a price that reflects the actual value of your home while still creating urgency and competition. A balanced strategy helps you get the exposure you want without sacrificing your equity.

Ignoring your home’s condition. Your home’s condition plays a major role in pricing. A dated home and a newly upgraded home shouldn’t be listed the same way, and buyers notice the difference. If updates are needed but you don’t have the funds upfront, my Fix and List program can help you complete improvements now and pay at closing. This allows your home to show at its best and supports a stronger selling price.

Ignoring how pricing affects your next move. Your price influences more than the sale, as it also affects where you go next, how fast you can move, and what financing options you qualify for. Whether you want to upgrade, downsize, or secure a lower rate, a clear pricing plan supports your transition. Tools like buy-before-you-sell options, cash-offer strategies, and loan assumptions can give you an advantage when your pricing is aligned with your goals.

Pricing your home is not a simple guess or a number based on what you hope to get; it’s a strategic step that shapes your entire sale and influences how smoothly you can move into your next home. When you understand how today’s buyers think, how condition affects value, and how timing impacts demand, you can set a price that protects your equity and strengthens your position.

Review the data, avoid emotional decisions, and make sure your pricing aligns with your long-term goals. Always work with a professional who understands the Salt Lake market and can guide you through each step with clarity. If you have any questions, feel free to call or text me at 801-966-4000 or email me at dave@utahdave.com anytime.