When the market slows down, many homeowners feel stuck. They wonder if they should wait til the market picks back up. Not all sellers have the luxury of time and ask, “What can I do to get top dollar in this slow market?”
The truth? Success comes down to three pillars — price, condition, and presentation.
These fundamentals never change, even when the market does.
Recently, I listed a home that had a story of its own. It had been on the market before, originally listed at $849,000 by another brokerage. Over time, the price had been reduced four times, but still, no sale. On paper, it should have moved. The location was desirable, the features were strong, and the condition was solid. But something wasn’t connecting.
When I met with the sellers, it became clear the obstacle wasn’t price, it was presentation. They shared that during showings, buyers were only looking at their stuff and not looking at the house.
That’s where our strategy began.
Strategically, we priced it right under $800K because most buyers look in price increments like $600K–$800K or $800K–$1M. By landing just under the threshold, we expanded visibility without undervaluing the property. But pricing was only part of the plan. We needed to reposition the home itself.
With guidance from our team of design and marketing specialists, the sellers made meaningful changes. They decluttered extensively, removing a full storage pod of furniture, collectibles, and personal items, and made small but impactful updates that allowed the home’s features to shine. We didn’t just reprice the home; we reintroduced it to the market with a completely fresh presentation.
The difference was immediate.
Within days, the listing gained traction across all platforms. Throughout our marketing campaign, which included open houses, private showings, and digital exposure, more than 140 people visited the property. The property finally had the attention it deserved.
Now, I could stop here and say it sold right away, but that’s not how this market works.
We received a few offers early on, but most were low. Buyers, sensing the market shift, were testing boundaries and looking for leverage. And while their strategy was understandable, I was confident in our value. So, we stayed patient.
The sellers trusted the process, resisted the urge to reduce the price, and continued presenting the home beautifully. On day 54, our persistence paid off, and we secured an excellent contract that reflected the true worth of the property.
That experience reinforced what I tell every client: strategy isn’t just about price — it’s about price, condition, and presentation.
This is where I climb up on my little soapbox for a moment.
If there’s one misconception that drives me crazy, it’s this: too many Realtors and sellers believe that price is the only strategy that matters.
Yes, pricing is important. It’s a key piece of the puzzle. But it’s just one of the three pillars that determine how quickly (and profitably) a home sells. The other two are condition and presentation — and they are equally critical.
When I talk about “condition,” I’m referring to how your home functions, not just how it looks in photos. The mechanics of the property should be in good working order: HVAC systems, plumbing, roof integrity, appliances, and windows. Buyers notice these details, consciously or not. A well-maintained home tells them, “This seller cares.”
If the bones of the home are strong, everything else becomes easier. No amount of staging can hide deferred maintenance, and buyers don’t want to inherit a project disguised as “move-in ready.”
Most often, sellers think presentation falls on the Realtor and their marketing efforts. But presentation is the art of how your home makes people feel. This is both how the home presents itself to buyers and how your Realtor presents it to the market.
You’ve probably heard about “depersonalizing” and “staging.” Many assume that means removing family photos or bringing in new furniture. But it’s far more nuanced than that.
When you live in a home, you naturally make it yours by furniture placement, wall colors, and personal collections. But here’s the truth: buyers aren’t buying your home! They are buying their home. If they can’t envision their own life in your space because it’s so full of your life, they won’t buy it.
That’s why depersonalizing and staging are essential. If you still live during the sales process, it might be a little uncomfortable.
Preparing your home to sell means embracing a bit of temporary discomfort.
You have to ask yourself: Do I want to be comfortable, or do I want to be sold?
One of those choices costs time and money. The other makes both.
Your furniture placement is also personal to you. Staging means placing the furniture in a manner to showcase the home’s best features. If your home is waterfront and the view is a major feature, then don’t place furniture that blocks the view! Seems simple but it is shocking how often we encounter this one.
Staging also enhances flow throughout the house. This is why I bring in an interior designer and marketing specialist to help prepare homes for sale. This team helps me position the property to present itself at the highest level!
These seem like small details, but they fundamentally shape a buyer’s emotional connection to the home.
And please, don’t tell me, “buyers can look past it.” I am here to tell you they CAN NOT!
This is exactly why I bring in a team, including an interior designer and a marketing specialist to help prepare every listing. Our goal is to make your property show and photograph like a lifestyle, not just a space.
What frustrates me most is when Realtors suggest a price reduction before ever addressing the home’s presentation. It’s disheartening to see sellers lose equity because no one had the courage to say, your paint color is ugly or that your house smells funny.
Sometimes it’s not about lacking honesty, it’s about lacking awareness. Not every Realtor has an eye for presentation, and that’s okay. That’s why collaboration with the right professionals is so important.
Here are a few of the fundamentals I recommend to every seller preparing their home for market:
These steps may seem small, but together they create the emotional connection buyers need to justify the price.
At the end of the day, success comes down to three words:
Price. Condition. Presentation.
When you get those three right, you attract serious buyers, not bargain hunters.
But remember, today’s buyers are more measured. The days of bidding wars within hours are gone. In Tampa Bay right now, the average home takes about 69 days to go under contract.
Buyers are thinking carefully, comparing value, and making confident decisions.
As a seller, your job is to make sure your home gives them every reason to say yes.
What’s the best way to sell my home in a slow market?
Focus on strategy — not speed. Combine the right price with a strong presentation and great condition.
Should I lower my price if my home isn’t selling?
Not necessarily. Presentation often solves the problem. Make sure your Realtor is equipped with the experience, resources, and confidence to provide the insight regarding staging, photos, and marketing before reducing the price.
How long does it take to sell a home in Tampa Bay right now?
The average is about 69 days, though homes priced and presented correctly often sell faster.
Is professional staging worth it?
Absolutely. Staged homes photograph better and generate more emotional engagement than vacant homes. This often leads to higher offers. If you are currently living in your home, a professional stager or decorator can help you properly position the furniture to showcase the homes best selling features.
How can The Tenpenny Collection help me sell my home?
We use a three-pillar strategy — Price, Condition, and Presentation — backed by design, marketing, and local market expertise. Read more here
In a slower market, preparation is power.
When you combine the right price, condition, and presentation, you create the momentum that buyers can feel.
If you’re thinking about selling your Tampa Bay home, start by setting the stage — not slashing the price.
📞 Let’s talk strategy: Contact The Tenpenny Collection