The “3-Level Pricing Test” Before You List
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One of the biggest risks for freehold sellers in North York today is not the market.
It’s starting at the wrong number.
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Not because the home isn’t worth it —
But because pricing is influenced by emotion, outdated comparables, or last year’s headlines.
Before you speak with any agent, I suggest running your thinking through what I call the 3-Level Pricing Test.
It removes emotion.
It brings clarity.
It protects leverage.
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Level 1 – The Hope Price
This is natural.
It’s the number you would love to achieve.
It often includes:
What you “need” for the next purchase
What your neighbour got in 2025
The upgrades you invested in
The memories attached to the home
There is nothing wrong with having a hope price.
But hope is not strategy.
In slower markets, buyers are not paying for history — they are paying for current value.
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Level 2 – Comparable Reality
Now we look at facts.
Not listings.
Not expired homes.
Not peak market sales.
Only what similar freehold homes actually sold for in the past 60–90 days.
And similar means truly comparable:
Same school district
Similar lot size
Similar layout
Similar street exposure
In communities like Bayview Village and Bayview Woods–Steeles, even backing onto a busier road versus a quiet interior street can create meaningful price differences.
Online tools average entire postal codes.
Serious buyers compare street by street.
Comparable reality is where strategy begins.
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Level 3 – Buyer Comfort Zone
This is the level most sellers overlook.
At what price would buyers feel comfortable moving quickly — without overanalyzing?
In today’s market, buyers:
Calculate renovation costs
Consider interest rates carefully
Compare 4–5 homes before deciding
If your price creates hesitation, they do not negotiate aggressively.
They simply move on.
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The buyer comfort zone is where activity happens.
It’s where showings feel natural.
It’s where offers come from confidence, not pressure.
Why This Matters More Now
In strong markets, you could start high and adjust later.
Today, the first 10–14 days carry the most energy.
If your Level 1 (hope) is far above Level 3 (buyer comfort), the gap creates silence.
And silence is expensive.
Price reductions later rarely restore early momentum.
What I Tell Sellers Privately
In North York freehold markets, precision protects value more than optimism.
When Level 2 and Level 3 are closely aligned, you create:
Strong early traffic
Cleaner negotiations
Less stress
More control
When pricing is based only on Level 1, the market decides for you — and it decides quietly.
The goal is not to price low.
The goal is to price intelligently.
When the starting number respects both reality and buyer psychology, the process feels steady instead of reactive.
That difference often determines whether a home moves smoothly — or sits while the market watches.
Richard Wang 