The Real Cost of Pricing Like It’s 2021 | Bill Skerry

<p><strong>Still pricing a home like it’s 2021? In today’s market, that mistake can cost sellers time, leverage, and real money.</strong></p><p>Craig Della Penna, a Realtor specializing in homes near rail trails in Western Massachusetts, brings his local real estate perspective to Roads Less Travelled. In this episode, he speaks with Bill Skerry about mortgage rates, downsizing, seller pricing mistakes, negotiation, home equity, and how parks and rail trails can influence real estate decisions.</p><p><strong>Host: Craig Della Penna</strong>Realtor, author, nationally recognized rail-trail advocate, and the first U.S. Realtor to specialize in homes near rail trails.</p><p><strong>Guest: Bill Skerry</strong>Bill brings 40+ years of Greater Boston real estate experience, with 640+ transactions and more than $210M in career sales. He works with first-time buyers, longtime homeowners, and sellers across the Greater Boston suburbs through Keller Williams Realty.</p><ul><li><p>Price a home for today’s market instead of relying on COVID-era expectations.</p></li><li><p>Plan where to move <strong>before</strong> listing a home for downsizing.</p></li><li><p>Understand why lower mortgage rates can create more buyer competition.</p></li><li><p>Protect seller equity through stronger pricing and negotiation.</p></li><li><p>Compete with large real estate teams through relationships and local expertise.</p></li><li><p>Evaluate parks, recreation, transportation, and outdoor amenities when choosing a neighborhood.</p></li></ul><p><strong>Q: Should buyers wait for mortgage rates to drop before buying a home?A:</strong> Lower mortgage rates can bring more buyers into the market, increasing competition and reducing negotiating leverage.</p><p><strong>Q: What is the biggest mistake downsizing sellers make?A:</strong> Listing before deciding where to move next can leave sellers scrambling for housing if their home sells quickly.</p><p><strong>Q: Why do sellers overprice homes in today’s market?A:</strong> Many sellers still base their expectations on COVID-era prices and sales speed even though the market has changed.</p><p><strong>Q: How can a real estate agent protect a seller’s home equity?A:</strong> Strong pricing and negotiation discipline help protect a seller’s hard-earned equity throughout the transaction.</p><p><strong>Q: What neighborhood features matter to today’s homebuyers?A:</strong> Buyers increasingly consider transportation, parks, recreation, outdoor amenitie