Deciphering the Strategy Behind Homes Selling for Over Asking Price

Deciphering the Strategy Behind Homes Selling for Over Asking Price

In the world of real estate, it's not uncommon to hear headlines about homes selling for jaw-dropping amounts over their initial asking prices. You might wonder, "How is that even possible?" Well, there's often a well-thought-out strategy behind these seemingly astronomical sales. In this blog post, we'll dive into the secrets of pricing strategies, specifically the concept of momentum pricing, and why homes sometimes fetch prices that exceed expectations.

Meet the Experts: EJ and Josh Pulpan from the Pulpan Brothers Group

Today, we're privileged to have EJ and Josh Pulpan, renowned real estate experts from the Pulpan Brothers Group, join us to shed light on this intriguing topic. With a strong presence in both Silicon Valley and Santa Cruz County, the Pulpan Brothers have a wealth of knowledge and experience in these competitive markets.

The Buzz of Homes Selling for $500,000 Over Asking

You've probably seen the headlines: "Home Sells for $500,000 Over Asking Price!" It's a tantalizing prospect for sellers and an intimidating one for buyers, especially those entering the real estate market for the first time. But the truth is, there's more to these stories than meets the eye.

The Power of Momentum Pricing

At the heart of these remarkable sales is a strategy known as momentum pricing. This isn't a random number pulled out of thin air; it's a calculated approach aimed at generating interest, driving up competition, and ultimately maximizing the property's value.

The Intentional Listing Price

To start, the listing price is intentionally set below what comparable properties are valued at. This deliberate underpricing is designed to achieve several objectives:

  1. Attract More Buyers: According to EJ Pulpan, "A lower initial price appeals to a larger pool of buyers, increasing the number of people through the door."

  2. Emotional Connection: By listing the property at a lower price, one can expect to make a larger impact on potential buyers building an emotional connection with the property, making buyers more invested in securing it for themselves.
  3. Create a Bidding War: Josh Pulpan adds, "Multiple interested parties often lead to a bidding war, where buyers compete to outbid each other, driving up the price."

Seller's Perspective

From a seller's perspective, this strategy is all about negotiating power. EJ and Josh Pulpan explain, "When you have multiple offers on the table, you're in a better position to negotiate favorable terms and ultimately price."

Don't Be Discouraged

For prospective buyers, it's crucial not to get discouraged by headlines proclaiming homes selling for hundreds of thousands over asking. It's not likely a sign that you're overpaying for the property. Instead, it's a reflection of the intentional pricing strategy orchestrated by sellers and their agents.

Do Your Homework

To navigate these waters successfully, it's essential to do your homework. Take the time to research recent sales and market conditions in your desired neighborhood. Understand the pricing strategy commonly used in that area. With guidance from experts like EJ and Josh Pulpan, you can confidently navigate a competitive real estate market, even in the face of eye-popping headlines.


While it may be initially surprising to see homes selling for $500,000 over their asking price, it's essential to peel back the layers and understand the strategy at play. Momentum pricing, as explained by EJ and Josh Pulpan, is a powerful tool in the real estate world, designed to benefit both sellers and buyers in different ways. By staying informed and doing your due diligence, you can confidently navigate a competitive real estate market, whether in Silicon Valley or Santa Cruz County. So, don't be discouraged—be prepared, and you'll be well on your way to finding your perfect home with the guidance of experts like the Pulpan Brothers.


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