After 41 years guiding clients across Middle Tennessee, I’ve seen firsthand how pricing can make or break a home sale. Data from the past 12 months in Davidson County reveals that nearly 1 in 3 listed homes simply didn’t sell—even after relisting. More often than not, this comes down to one core mistake: listing with the wrong numbers.

Accurate pricing isn’t guesswork. It starts with a Comparative Market Analysis (CMA) based on recently closed sales—not just what’s currently on the market. Closed sales reflect what buyers are truly willing to pay. If you’re buying, don’t treat list prices as market value. Instead, review closed sales from the last 90 days, compare price per square foot, and factor in days on market for context.

When I meet sellers who want $900K for homes that align more closely with recent $825K sales, I always encourage a frank conversation: what—specifically—sets your property apart in the eyes of today’s buyers? Homes priced right in Davidson County have been going under contract within about 14 days, often at or near list price. Overpriced listings, on the other hand, tend to linger, then chase the market with reductions that still fall short.

For buyers, anchoring your offer to three comparable nearby closed sales—and calmly explaining your math—can make all the difference. And remember: sometimes, being ready to walk away from aspirational pricing is the smartest move. Integrity, expertise, and honest communication are key to every successful real estate decision.