CHAPTER 21 Know Your Worth: Understanding orth: Understanding Market Value and CMAs alue and CMAs One of the fastest ways to sabotage a home sale in Georgia? Slapping on a price based on vibes, Zillow, or what your cousin’s friend got for her house last year. This isn’t roulette. It’s real estate, and if top dollar is the goal, strategy is non-negotiable. Let’s be clear: you don’t need a formal appraisal to list a home in Georgia. But you also shouldn’t treat pricing like a guessing game. A skilled agent will create a Comparative Market Analysis (CMA) that actually means something, not a printout of random comps, but a true pricing strategy tailored to your home, neighborhood, and market type. And if your property has quirks, like land potential, weird zoning, or unique features — it may be time to bring in the appraisers or land experts before locking in a price. Why? Because when pricing is wrong, everything else falls apart. Price too low? You leave money on the table. Price too high? You sit, get stale, and buyers swipe right on better-priced homes while yours collects dust. Either way, the outcome stinks.
Know What You’re Working With: Market Types Matter
Pricing without knowing your market is like showing up to a dinner party with the wrong wine. Just awkward. We use something called Months of Inventory to tell what kind of market we’re in. Here’s how it breaks down:
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