What’s your process for pricing strategy in low-inventory, high-demand zones?

Pricing a luxury home in the East Bay is both art and analytics. When inventory is tight, as it often is in Crocker Highlands or Piedmont, the right pricing strategy can mean the difference between a weekend frenzy and a stale listing.

My approach begins with real-time data, not lagging comps. I evaluate active listings and pending sales—what’s actually attracting offers today. Then, I layer in buyer psychology: people tend to shop in round-number price bands ($1.995M vs. $2.05M can change who sees your listing online).

We also factor emotional value—architectural pedigree, lot orientation, or custom craftsmanship can justify a premium even when comps don’t fully capture it.

Finally, I align pricing with momentum. In a low-inventory zone, I often price below the aspirational mark to generate multiple offers and drive competition upward.

Smart pricing is strategic, not defensive. Let’s position your home to invite energy, not negotiation fatigue.