Is Your Real Estate Agent a Strong Consultant—Or Just a Salesperson??

Why strategy matters more than ever in today’s San Diego market.

Let’s not sugarcoat it. The market has shifted.

Inventory is up. Interest rates are still unpredictable. And buyers? They’re cautious, informed, and less likely to overpay just because your neighbor got a great deal two years ago.

But don’t mistake a cooler market for a dead one.

Buyer demand hasn’t disappeared—it’s just become more selective.

And homes that are emotionally priced or poorly positioned are sitting… while well-prepped, well-priced homes are still moving in under 30 days. Detached homes in San Diego are averaging just 21–30 days on market. 

Now more than ever, sellers need a trusted advisor to position their home—not just to list it. This is the era where skilled, strategic agents help sellers win—and complacent ones cost them thousands.

The Consultant Difference

A real estate consultant doesn’t just list your home well.
They come in with a plan—a real one. Based on data, psychology, market timing, and real buyer behavior. Here’s what that actually looks like:

• Strategic pricing to land in the sweet spot of buyer budgets

• Advice on what to fix, what to skip, and what actually helps resale

• Marketing that’s more than just MLS—it’s targeted, intentional, and designed to spark action

• Smart negotiation that keeps the deal moving while protecting your bottom line - the first 7 days are crucial to get buyers in the door!

Why It Matters Right Now

In a slower market, overpricing your home—or missing the mark on prep—can cost you thousands. What is called a price improvement is a loss for the seller in cruder words.

Don't price your home emotionally, but price it what buyers are willing to pay. And consider going even less because the days of bidding wars aren't necessarily over, if you have the courage to list a price that may even make you cringe in the first place.

I personally knew a seller this past March 2025 who underpriced their home by about $50,000.

At first glance, it looked like they left money on the table. But what actually happened?

That lower price lit a fire.

The listing created a surge of interest, multiple offers came in within days, and it turned into a bidding war—fueled not just by demand, but by emotion and competition. In the end, they sold for $50K over what the market likely would have delivered had they priced “safely.” And they didn't even need to renovate it. 

That’s not luck. That’s strategy.

In a market like ours, sometimes underpricing smartly—with the right marketing and timing—can create the kind of momentum that pushes buyers beyond logic. But that kind of move only works if you know how to read the market and guide the process skillfully.

Are you interested more in strategies that work?

For sellers who want to learn a little bit more about the market without any pressure, I created Sold Smarter—a free in-person session I host every month at Keller Williams Carmel Valley/ Del Mar. It’s designed to give you the clarity, confidence, and strategy I wish every seller had before they listed.

Here’s what we cover:

• How to price for action, not crickets

• The most common seller mistakes in 2025 (and how to avoid them)

• What buyers are looking for right now (and what they’re not)

• How to prep without overspending

And yes—we do a raffle giveaway because learning should be fun, too. 🎉

🗓 Next Session: June 18th at 5:30 PM
📍 Keller Williams Del Mar, 12780 High Bluff Dr.
🎟 RSVP now: SoldSmarterHomes.com and Eventbrite
👋 Get to know me: Lucie-Valemont.com

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