{"id":2385,"date":"2026-10-07T10:56:15","date_gmt":"2026-10-07T14:56:15","guid":{"rendered":"https:\/\/nathaliemarechal.com\/?p=2385"},"modified":"2026-10-07T12:34:25","modified_gmt":"2026-10-07T16:34:25","slug":"list-price-vs-sales-strategy-how-to-position-a-property-effectively","status":"publish","type":"post","link":"https:\/\/nathaliemarechal.com\/en\/list-price-vs-sales-strategy-how-to-position-a-property-effectively\/","title":{"rendered":"List Price vs. Sales Strategy: How to Position a Property Effectively"},"content":{"rendered":"\t\t<div data-elementor-type=\"wp-post\" data-elementor-id=\"2385\" class=\"elementor elementor-2385 elementor-2378\" data-elementor-post-type=\"post\">\n\t\t\t\t<div class=\"elementor-element elementor-element-17bb73f9 e-con e-atomic-element e-flexbox-base e-default-div e-88ecb890-a7f2 \" data-id=\"17bb73f9\" data-element_type=\"e-flexbox\" data-e-type=\"e-flexbox\" data-interaction-id=\"17bb73f9\" data-e-type=\"e-flexbox\" data-id=\"17bb73f9\">\n    \t\t<div class=\"elementor-element elementor-element-92c5019b elementor-widget elementor-widget-text-editor\" data-id=\"92c5019b\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p><strong>Market value is an estimate, the listed price is the asking price, and the marketing strategy determines how your property is presented to buyers.<\/strong> These three concepts are interrelated, but they are not interchangeable. A single number cannot replace either an analysis of the property or the preparation for putting it on the market.<\/p><p>For a seller in Laval, the key question is therefore not just \u201chow much should I ask for?\u201d You must also consider which properties buyers will compare yours to, what justifies your pricing strategy, and how your timeline influences their decisions. The goal is to develop a coherent approach, without promising a specific sale price or timeline.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<h2 data-interaction-id=\"e0c38d7e\" class=\"e-90583386-e984 e-heading-base e-default-h2\" data-e-type=\"widget\" data-id=\"e0c38d7e\">The listed price is not the value of the property<\/h2>\n\t\t\t\t<div class=\"elementor-element elementor-element-7b43b98f elementor-widget elementor-widget-text-editor\" data-id=\"7b43b98f\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>The asking price may correspond to the estimated market value, but listing it does not prove that value. It reflects a marketing decision. The outcome of a transaction then depends on the alignment of the seller\u2019s expectations, a buyer\u2019s interest, and the negotiated terms.<\/p><p><a href=\"https:\/\/www.centris.ca\/fr\/blogue\/finances\/comment-evaluer-la-valeur-marchande-d-une-maison\" rel=\"noopener\">Centris distinguishes between market value and the municipal assessment<\/a>, which is used primarily for tax purposes. The amount on your tax bill should therefore not automatically become your asking price. Nor should your purchase cost or your emotional attachment to the home replace a current market analysis.<\/p><p><a href=\"https:\/\/www.oaciq.com\/fr\/titulaires-de-permis\/guides-pratiques-professionnelles\/principaux-formulaires-en-courtage-immobilier-residentiel\/contexte-dutilisation-du-formulaire-ccv\/prix-et-conditions-de-vente-ccv\/\" rel=\"noopener\">The OACIQ explains the role of the comparative market analysis and the asking price<\/a>: recent sales of similar properties help support an estimate; properties currently on the market then provide insight into the competition. A listing in the neighborhood indicates a seller\u2019s expectation, not necessarily a price at which the market has responded.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<h2 data-interaction-id=\"43e9b512\" class=\"e-7734ff7d-b837 e-heading-base e-default-h2\" data-e-type=\"widget\" data-id=\"43e9b512\">Factors That Influence Positioning<\/h2>\n\t\t\t\t<div class=\"elementor-element elementor-element-5eeb5506 elementor-widget elementor-widget-text-editor\" data-id=\"5eeb5506\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>The price becomes easier to understand when you can explain the factors that determine it. Here are the points to discuss, rather than just focusing on the most expensive neighboring property.<\/p><ul><li><strong>Comparable sales.<\/strong> Why were these properties selected? How do their characteristics and sale dates allow for a comparison with your property?<\/li><li><strong>Current competition.<\/strong> What other options will a buyer have when they come to view the property? Examine the specific differences, not just the number of bedrooms.<\/li><li><strong>Condition and presentation.<\/strong> Distinguish between work that\u2019s already been done, work that\u2019s needed, and how the spaces are showcased. A beautiful photograph doesn\u2019t solve a maintenance issue.<\/li><li><strong>Location and neighborhood.<\/strong> In Laval, a comparison should specify the street, access points, and immediate surroundings. The name of a neighborhood alone doesn\u2019t capture the full experience of living there.<\/li><li><strong>Distinctive features. A<\/strong> yard, garage, room layout, or unique design elements should be clearly described. Ask what needs they address rather than automatically assigning them an added value.<\/li><li><strong>Your goals.<\/strong> The desired move-in date, potential preparation, and relocation constraints guide the process. However, they do not compel buyers to recognize a different value.<\/li><li><strong>Market conditions.<\/strong> Available listings and relevant transactions are constantly changing. Make sure the information you use still accurately reflects the segment in which your property will be listed.<\/li><\/ul><p>For example, two homes with the same number of bedrooms may offer different features: a private office, access to the backyard, or storage space. The discussion should highlight these differences without assuming that every buyer will place the same importance on them.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<h2 data-interaction-id=\"0d954b1c\" class=\"e-ec22998b-0f2b e-heading-base e-default-h2\" data-e-type=\"widget\" data-id=\"0d954b1c\">Why Setting the Bar Too High Can Be Counterproductive<\/h2>\n\t\t\t\t<div class=\"elementor-element elementor-element-e016a5e0 elementor-widget elementor-widget-text-editor\" data-id=\"e016a5e0\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>Adding a significant markup \u201cto leave room for negotiation\u201d may seem reassuring. But a buyer who compares your property to options that better fit their budget may decide not to visit it. You won\u2019t end up negotiating with that person\u2014they\u2019ll have moved on to look elsewhere.<\/p><p>A price discrepancy that\u2019s hard to explain compared to similar properties can also divert the conversation away from the property\u2019s qualities. Instead of discussing its layout or condition, the conversation focuses on justifying the price.<\/p><p>If a property remains on the market for a long time, some buyers may question why it has taken so long to sell. However, this alone does not indicate a flaw or a poor strategy: factors such as the availability of showings, the property\u2019s specific characteristics, and the market context must all be considered. A subsequent repositioning may be appropriate, but it requires a fresh review of the case. No impact on the final price can be predicted in advance.<\/p><p>Before listing the property, ask yourself this question: If a buyer asks why this price is justified, what specific facts can you present to them?<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<h2 data-interaction-id=\"d4d23182\" class=\"e-7c733547-09ea e-heading-base e-default-h2\" data-e-type=\"widget\" data-id=\"d4d23182\">Displaying content lower on the page isn't necessarily a better strategy<\/h2>\n\t\t\t\t<div class=\"elementor-element elementor-element-5b5f3663 elementor-widget elementor-widget-text-editor\" data-id=\"5b5f3663\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>A price lower than that of other listings is not necessarily an undervaluation: the properties being compared may be different. On the other hand, hoping that an artificially low price will spark enough competition to reach a higher target is a gamble, not a guarantee of a sale.<\/p><p><a href=\"https:\/\/www.oaciq.com\/fr\/grand-public\/vendre\/etablissement-du-juste-prix-vente-0\/\" rel=\"noopener\">The OACIQ regulates pricing<\/a> and specifies thatsetting aprice significantly below market value and comparable properties\u2014with the intent of sparking a bidding war\u2014is not permitted. Pricing must be based on sound analysis.<\/p><p>The question to ask, therefore, is not \u201cHow low should we go to attract buyers?\u201d but \u201cWhat price can we justify based on this property and its market?\u201d Interest may remain limited, and the offers received may not meet your expectations. Even if there are multiple offers, their terms must be carefully reviewed; the proposed amount alone does not determine the entire decision.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<h2 data-interaction-id=\"ebae6d43\" class=\"e-f8e32661-0702 e-heading-base e-default-h2\" data-e-type=\"widget\" data-id=\"ebae6d43\">Presentation + price + distribution = a package<\/h2>\n\t\t\t\t<div class=\"elementor-element elementor-element-d087644c elementor-widget elementor-widget-text-editor\" data-id=\"d087644c\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>To understand a property, a buyer must be able to connect what they see, what they read, and what is being asked for. High-quality photographs, an accurate description, and readily available information make this comparison clearer. They do not automatically change the property\u2019s value.<\/p><p>For example: if the house has a separate home office, the listing can show its layout and dimensions. The buyer can then evaluate a concrete feature, rather than a vague promise of comfort. Similarly, explaining the improvements that have been made is more helpful than using a string of adjectives.<\/p><p><a href=\"https:\/\/nathaliemarechal.com\/en\/property-marketing\/\">Nathalie Mar\u00e9chal\u2019s marketing<\/a> approach integrates positioning, visual tools, promotion, and follow-up. The methods chosen depend on the listing. For properties priced at $750,000 or more that she represents, <a href=\"https:\/\/nathaliemarechal.com\/en\/signature-selection\/\">S\u00e9lection Signature<\/a> also tailors the presentation and strategy to the property\u2019s specific characteristics.<\/p><p>Visibility serves to raise awareness of the property; it does not guarantee a certain number of offers or systematically compensate for an unsubstantiated price.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<h2 data-interaction-id=\"17a1fef0\" class=\"e-50605c42-2c6f e-heading-base e-default-h2\" data-e-type=\"widget\" data-id=\"17a1fef0\">When should you reassess your positioning?<\/h2>\n\t\t\t\t<div class=\"elementor-element elementor-element-0151b2e3 elementor-widget elementor-widget-text-editor\" data-id=\"0151b2e3\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>There is no universal number of days after which you should change the price. Instead, set up checkpoints to examine what\u2019s actually happening and distinguish between a mere impression and a recurring trend.<\/p><h3>What do the visits and inquiries tell you?<\/h3><p>Group the comments together: Do they relate to the price, the condition, the layout of the rooms, or missing information? Few viewings and many viewings that don\u2019t lead to a sale don\u2019t raise exactly the same question. A single comment isn\u2019t enough to make a diagnosis.<\/p><h3>What has changed around the property?<\/h3><p>New listings, a relevant comparable sale, or a change in the property\u2019s condition may warrant a reassessment. Also revisit your goals: has your occupancy schedule or availability for viewings changed?<\/p><h3>What action addresses the issue identified?<\/h3><p>Based on the assessment, it may be helpful to provide additional information, improve the presentation, make visits easier, or adjust the price. Ask what the proposed action aims to correct and what factors it is based on. It\u2019s better to explain and document an adjustment rather than make it on the spur of the moment.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<h2 data-interaction-id=\"d8ba65a8\" class=\"e-093e0e65-5b7b e-heading-base e-default-h2\" data-e-type=\"widget\" data-id=\"d8ba65a8\">How Nathalie Structures a Sales Strategy<\/h2>\n\t\t\t\t<div class=\"elementor-element elementor-element-adb88902 elementor-widget elementor-widget-text-editor\" data-id=\"adb88902\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>Nathalie Mar\u00e9chal assists sellers in Laval by analyzing the property, comparable properties, the competition, and the owner\u2019s goals. This analysis is used to prepare the property for the market and then to track inquiries, showings, and offers received.<\/p><p>To prepare for your consultation, gather information about any renovations, the features you consider important, and your timeline constraints. Also specify any uncertainties. A productive discussion helps distinguish between verified facts, points that need documentation, and possible options.<\/p><p>This support continues through the analysis of terms and negotiations, without reducing the transaction to just the listed price. <a href=\"https:\/\/nathaliemarechal.com\/en\/testimonials\/\">Client testimonials<\/a> provide a glimpse into their experiences; they do not predict the outcome of your sale. You can <a href=\"https:\/\/nathaliemarechal.com\/en\/contact\/\">contact Nathalie<\/a> to discuss your situation and the next steps.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-078579cf e-con e-atomic-element e-flexbox-base e-default-div e-f9d4277c-802e \" data-id=\"078579cf\" data-element_type=\"e-flexbox\" data-e-type=\"e-flexbox\" data-interaction-id=\"078579cf\" data-e-type=\"e-flexbox\" data-id=\"078579cf\">\n    <div class=\"elementor-element elementor-element-0b67b539 e-con e-atomic-element e-flexbox-base e-default-div e-30d5f3ec-f886 \" data-id=\"0b67b539\" data-element_type=\"e-flexbox\" data-e-type=\"e-flexbox\" data-interaction-id=\"0b67b539\" data-e-type=\"e-flexbox\" data-id=\"0b67b539\">\n    \t\t\t<h2 data-interaction-id=\"54a50450\" class=\"e-52b2662b-5d1a e-heading-base e-default-h2\" data-e-type=\"widget\" data-id=\"54a50450\">Are you thinking about how to market your property?<\/h2>\n\t\t\t\t\t<p class=\"e-81470039-90e2 e-paragraph-base e-default-p\" data-interaction-id=\"ad7c9852\" data-e-type=\"widget\" data-id=\"ad7c9852\">An analysis of the property, its market, and your goals allows us to develop a sales strategy tailored to your situation.<\/p>\n\t\t\t\t\t<a href=\"https:\/\/nathaliemarechal.com\/en\/sell\/\" target=\"_self\" class=\"e-fb8dfa47-2336 e-button-base e-default-a\" data-interaction-id=\"dd9a15a7\" data-e-type=\"widget\" data-id=\"dd9a15a7\">\n\tDiscuss My Property Value\n<\/a>\n\t\t\n<\/div>\n\n<\/div>\n\t\t\t<h2 data-interaction-id=\"70f4fb0a\" class=\"e-dc08ef8b-3da7 e-heading-base e-default-h2\" data-e-type=\"widget\" data-id=\"70f4fb0a\">Frequently Asked Questions<\/h2>\n\t\t\t\t<div class=\"elementor-element elementor-element-f8f1aeba elementor-widget-tablet__width-inherit elementor-widget elementor-widget-toggle\" data-id=\"f8f1aeba\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"toggle.default\">\n\t\t\t\t\t\t\t<div class=\"elementor-toggle\">\n\t\t\t\t\t\t\t<div class=\"elementor-toggle-item\">\n\t\t\t\t\t<h3 id=\"elementor-tab-title-4171\" class=\"elementor-tab-title\" data-tab=\"1\" role=\"button\" aria-controls=\"elementor-tab-content-4171\" aria-expanded=\"false\">\n\t\t\t\t\t\t\t\t\t\t\t\t<a class=\"elementor-toggle-title\" tabindex=\"0\">How do you determine the listed price of a property?<\/a>\n\t\t\t\t\t<\/h3>\n\n\t\t\t\t\t<div id=\"elementor-tab-content-4171\" class=\"elementor-tab-content elementor-clearfix\" data-tab=\"1\" role=\"region\" aria-labelledby=\"elementor-tab-title-4171\"><p>Start by analyzing the property and relevant comparable sales. Next, examine the current competition, the property\u2019s presentation, and your objectives. The amount you set must be supported by concrete evidence, with no guarantee as to the final price.<\/p>\n<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t\t\t<div class=\"elementor-toggle-item\">\n\t\t\t\t\t<h3 id=\"elementor-tab-title-4172\" class=\"elementor-tab-title\" data-tab=\"2\" role=\"button\" aria-controls=\"elementor-tab-content-4172\" aria-expanded=\"false\">\n\t\t\t\t\t\t\t\t\t\t\t\t<a class=\"elementor-toggle-title\" tabindex=\"0\">Is it a good idea to set the target higher than the expected value?<\/a>\n\t\t\t\t\t<\/h3>\n\n\t\t\t\t\t<div id=\"elementor-tab-content-4172\" class=\"elementor-tab-content elementor-clearfix\" data-tab=\"2\" role=\"region\" aria-labelledby=\"elementor-tab-title-4172\"><p>Not automatically. A price that\u2019s hard to justify may deter buyers before they even visit the property. Compare your proposed price to available data rather than to a target amount to which you would automatically add a negotiation buffer.<\/p>\n<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t\t\t<div class=\"elementor-toggle-item\">\n\t\t\t\t\t<h3 id=\"elementor-tab-title-4173\" class=\"elementor-tab-title\" data-tab=\"3\" role=\"button\" aria-controls=\"elementor-tab-content-4173\" aria-expanded=\"false\">\n\t\t\t\t\t\t\t\t\t\t\t\t<a class=\"elementor-toggle-title\" tabindex=\"0\">Should you set the asking price low to attract multiple offers?<\/a>\n\t\t\t\t\t<\/h3>\n\n\t\t\t\t\t<div id=\"elementor-tab-content-4173\" class=\"elementor-tab-content elementor-clearfix\" data-tab=\"3\" role=\"region\" aria-labelledby=\"elementor-tab-title-4173\"><p>No. Multiple offers are never guaranteed. The OACIQ prohibits setting a price significantly below market value and comparable properties for the purpose of triggering a bidding war. The price must be based on a sound analysis.<\/p>\n<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t\t\t<div class=\"elementor-toggle-item\">\n\t\t\t\t\t<h3 id=\"elementor-tab-title-4174\" class=\"elementor-tab-title\" data-tab=\"4\" role=\"button\" aria-controls=\"elementor-tab-content-4174\" aria-expanded=\"false\">\n\t\t\t\t\t\t\t\t\t\t\t\t<a class=\"elementor-toggle-title\" tabindex=\"0\">Can the price be changed after the product is launched?<\/a>\n\t\t\t\t\t<\/h3>\n\n\t\t\t\t\t<div id=\"elementor-tab-content-4174\" class=\"elementor-tab-content elementor-clearfix\" data-tab=\"4\" role=\"region\" aria-labelledby=\"elementor-tab-title-4174\"><p>Yes. A change may be considered based on the feedback received, new comparable properties, or changes to the project. Your real estate agent will work with you to analyze the adjustment and formalize the change to the asking price.<\/p>\n<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t\t\t<div class=\"elementor-toggle-item\">\n\t\t\t\t\t<h3 id=\"elementor-tab-title-4175\" class=\"elementor-tab-title\" data-tab=\"5\" role=\"button\" aria-controls=\"elementor-tab-content-4175\" aria-expanded=\"false\">\n\t\t\t\t\t\t\t\t\t\t\t\t<a class=\"elementor-toggle-title\" tabindex=\"0\">What is the difference between evaluation and marketing strategy?<\/a>\n\t\t\t\t\t<\/h3>\n\n\t\t\t\t\t<div id=\"elementor-tab-content-4175\" class=\"elementor-tab-content elementor-clearfix\" data-tab=\"5\" role=\"region\" aria-labelledby=\"elementor-tab-title-4175\"><p>The appraisal is intended to estimate the property\u2019s value. The strategy outlines how to position the property: asking price, preparation, presentation, marketing, and follow-up. The appraisal serves as a basis for decision-making; it does not replace these decisions or the analysis of offers received.<\/p>\n<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\t<script type=\"application\/ld+json\">{\"@context\":\"https:\\\/\\\/schema.org\",\"@type\":\"FAQPage\",\"mainEntity\":[{\"@type\":\"Question\",\"name\":\"How do you determine the listed price of a property?\",\"acceptedAnswer\":{\"@type\":\"Answer\",\"text\":\"<p>Start by analyzing the property and relevant comparable sales. Next, examine the current competition, the property\\u2019s presentation, and your objectives. The amount you set must be supported by concrete evidence, with no guarantee as to the final price.<\\\/p>\\n\"}},{\"@type\":\"Question\",\"name\":\"Is it a good idea to set the target higher than the expected value?\",\"acceptedAnswer\":{\"@type\":\"Answer\",\"text\":\"<p>Not automatically. A price that\\u2019s hard to justify may deter buyers before they even visit the property. 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Find out how comparable properties, the competition, your property&#8217;s presentation, and your goals all contribute to the positioning of your property in Laval.<\/p>\n","protected":false},"author":1,"featured_media":2398,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[21],"tags":[],"class_list":["post-2385","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-seller"],"_links":{"self":[{"href":"https:\/\/nathaliemarechal.com\/en\/wp-json\/wp\/v2\/posts\/2385","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/nathaliemarechal.com\/en\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/nathaliemarechal.com\/en\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/nathaliemarechal.com\/en\/wp-json\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/nathaliemarechal.com\/en\/wp-json\/wp\/v2\/comments?post=2385"}],"version-history":[{"count":2,"href":"https:\/\/nathaliemarechal.com\/en\/wp-json\/wp\/v2\/posts\/2385\/revisions"}],"predecessor-version":[{"id":2399,"href":"https:\/\/nathaliemarechal.com\/en\/wp-json\/wp\/v2\/posts\/2385\/revisions\/2399"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/nathaliemarechal.com\/en\/wp-json\/wp\/v2\/media\/2398"}],"wp:attachment":[{"href":"https:\/\/nathaliemarechal.com\/en\/wp-json\/wp\/v2\/media?parent=2385"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/nathaliemarechal.com\/en\/wp-json\/wp\/v2\/categories?post=2385"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/nathaliemarechal.com\/en\/wp-json\/wp\/v2\/tags?post=2385"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}