Yesterday reader DaCounseler asked about value-range pricing, and how it shows up on the statistics.

Using two list prices to create a ‘price range’ was added as an option about ten years ago as an alternative to “get the conversation started”.

It does provide one benefit on the MLS.  Agents looking for properties up to $800,000 would see a listing priced on the range $799,000 to $849,000, where if it had just the one price of $849,000, the agent wouldn’t see it.

How is it working?  Here are the stats for the NSDCC detached homes sold in September, 2013:

  • Total homes sold: 259
  • Number of listings that used value-range pricing: 67, or 26%
  • Average SP:LP, using the bottom of range: 101%
  • Average SP:LP, using the top end of range: 94%
  • Number of sales closed under the bottom of the range: 16, or 24%

In September, the average sales price was just barely above the average bottom price of the range. Almost a quarter of the sales prices were under the low end.

Here is the comparison of the sales using the value-range pricing, vs. those using just one price – it looks like the MLS is using the top-end of the range for their statistics:

Sept. 2013
Value-Range Pricing
One List Price
Number of Sales
Average SP:LP
Avg. SP/sf

Those who use the value-range pricing can expect buyers to gravitate to the bottom of the range. The listings with the extra-large ranges have trouble trying to bridge the gap – the recommended gap is 6% to 8%.

Many buyers see the bottom of the range and want to go down from there, and others are turned off altogether. Furthermore, the main listing websites use the top end of the range only. Sellers beware – use the value range with caution!

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