Pricing Too High Is Quietly Costing Tri-Cities Sellers Thousands

Many sellers believe starting high gives them room to negotiate. It feels safe. It feels strategic. But in today’s market, that decision often works against them.

Buyers are not looking at your home in isolation. They are comparing it to everything else on the market. If your price feels even a little too ambitious, they often do not book a showing at all. That means the listing loses its best window of attention before the seller ever gets a chance to “test” anything.

Once a home sits, buyers begin asking the wrong questions. What is wrong with it? Why has nobody moved on it? How much lower will they go? That shift hurts leverage. Even when sellers eventually reduce the price, they are often doing so from a weaker position than if they had launched sharply from the start.

Craig Johnston helps sellers avoid that trap. He focuses on pricing as a tool to create momentum, not just protect ego. A smart price does not mean underselling. It means positioning the home so buyers feel urgency, value, and confidence at the same time.

This matters across the Tri-Cities, especially in competitive family markets where buyers know the inventory well. Sellers need someone who can separate hope from strategy and launch with discipline. That is where Craig stands out. He is backed by The MACNABS Team, but Craig is the realtor sellers should know first when they want to protect both price and timing.

Best next steps:
Understand what actually drives buyer value
Avoid the pricing mistakes sellers regret most
Learn how sharp pricing creates stronger momentum