See how we price a home before you list one.
Our team built an interactive pricing analysis that takes the guesswork out of two decisions sellers usually make blind: what to list at, and when a price change is due. Not gut instinct, not rose-colored glasses — deep analytics: hundreds of data points from multiple verified sources — closed sales, published market research, the county record — melded into one gorgeously simple tool.
The full report is embedded below, running on a sample property. Every control is live. You won't quite believe it until you move the slider — so move the slider. Nothing to fill in, nothing to download.
What this is not: a promise about your sale price or your timeline. A pricing analysis is a starting position built from what has already closed nearby — the market answers it, and we adjust together from real showing and offer feedback.
What is inside the report
Four things most pricing conversations skip
The report below is the same document a seller of ours receives, rendered by the same engine — no demo version, no simplified copy. Only the property is different.
The window, and how it was built
A recommended list-price window with the arithmetic shown — the comparables it came from, what each one closed at per square foot, and why the window sits where it sits. Not a number handed down.
A slider that moves the odds, not the value
Move the list price and the dollar figures stay put — because a list price does not change what the comparables say a home is worth. What moves is the chance of being under contract by each date.
What waiting does to your price
A value staircase from launch to day 180: the price the record still supports at each date, as dollars and as a share of day-one value — then the same calendar again in net dollars, once carrying cost and negotiated concession drag come off.
Sources you can open
The decay curve is calibrated to published research and checked against the neighborhood's own record. Every claim carries a numbered marker, and the sources block at the foot of the report links each one so you can verify our work.
The risks the calendar can't show
Concessions, contingencies, repair requests, contract failure and the appraisal gap. Five qualitative chips that re-read every time the list price moves, each labelled as measurement or pattern.
Sample analysisA demonstration property. Every listing gets its own report built from its own neighborhood's record.
1042 Wrenfield Trace — a property that does not exist
The street, the subdivision, the assessor record and all fourteen comparables were invented for this page so anyone can open the tool without an agent handing them anything — and without publishing a real owner's address, price opinion or closed record to do it. The sample home is a 4,620 sq ft, 5-bedroom custom resale built in 2015, with a recommended window of $1,750,000 to $1,850,000. The engine underneath is the production one.
There is no address field on this page, and none in the report. Running the analysis on a real home takes one of our agents — an agent-only MLS pull of that neighborhood, plus what you tell us about the home. Most sellers see their own report on a 30-minute Zoom; no home visit needed to get started.
Sample report — every figure above is part of the demonstration. Prepared by The Will Johnson Team · eXp Realty. Equal Housing Opportunity.
This is how we price every home we list.
Want yours? It starts with a 30-minute conversation — no obligation.
The part of the report people ask about most
“Concessions” means two completely different things
The risk panel inside the report draws a hard line between them, because sellers hear one word and picture the wrong thing.
1. The customs — already in every comparable
In Middle Tennessee the seller customarily pays the buyer's-agent commission on almost every sale, and customarily pays the title charges on nearly all closings. These are the customs of this market, not a posture any list price changes. Every closed sale in a comparables table settled with them in it — so a window built from those closings already has them priced in. We describe them as customary and put no percentage on them, because the honest word here is “almost always,” not a made-up number.
2. The variable concessions — the ones a list price moves
Closing-cost help, inspection repair money, rate buydowns — plus the contingencies, the fall-through risk and the appraisal gap that ride along with a thinner buyer pool. These scale with an ask the closed record does not reach, and these are what the five chips in the risk panel track. When a report quotes an MLS concession figure, it means this negotiated kind and never the customary commission or title charges.
Which is why a chip reading “Low” never means a seller pays nothing at closing. It means the negotiated extras on top of the customs stay small.
The expectations effect — why a premium ask grows the repair list
The higher the price, the higher-quality product a buyer expects. At a premium number every flaw reads bigger: repair requests grow on both sides of the ledger — what gets asked for, and what a seller ends up paying — and disappointed premium expectations are a leading way contracts come apart between inspection and closing.
The flip side — what competition does to the same repair list
Repair lists can easily run into five figures; $15,000 is not unusual. Priced to draw competing offers, that line often disappears: sellers regularly get as-is acceptance, or negotiate the repairs down to a minimum, because a buyer who knows they are competing asks for less. That is our own practice knowledge from our transactions — what we see often, described as such and never dressed up as a statistic.
Which is the whole lesson of the risk panel: pricing right does not only sell faster. It buys negotiating leverage on every other line of the deal.
Questions about the tool
What is the pricing analysis The Will Johnson Team builds for a listing?
It is an interactive pre-listing analysis built from the closed record of the home's own neighborhood. It shows a recommended list-price window and how that window was derived, every comparable it was derived from, a value staircase showing what the record still supports at day 30, 60, 90, 120, 150 and 180, a time-on-market strip that puts a net dollar figure on each contract date, an odds line that moves as the list price moves, a 'test a price and a date' tool, and a deal-quality risk panel covering concessions, contingencies, repair requests, contract failure and the appraisal. Every assumption behind every number is printed inside the report itself, and every research claim carries a numbered link to the source at the foot of the report.
Can I run this on my own home?
Not from this page — there is no address field here on purpose. The version on this page runs on a demonstration property so anyone can move the controls and see exactly what the tool does. Running it on a real address takes one of our agents — it starts with an agent-only MLS pull of that specific neighborhood, plus what you tell us about the home's condition. No home visit needed to get started: most sellers do this as a 30-minute Zoom, walking through their own report with us on screen. Some FaceTime us the kitchen, some just describe the home — and we confirm the details in person before a listing ever goes live. It starts at 615-265-1000.
Is 1042 Wrenfield Trace a real property?
No. The address, the subdivision, the county record and all fourteen comparables were invented for this demonstration. Nothing on this page describes a real home, a real closing or a real market. A real analysis is built entirely from dated actuals — closed sales pulled for one specific address.
Does a higher list price mean a higher sale price?
The comparables set what a home is worth; a list price sets the odds of when — and on what terms — a contract arrives. That is why the dollar figures in the time-on-market strip do not move when the list price moves. What moves is the chance of reaching each contract date, and the deal-quality risks that come with a thinner buyer pool. Nothing in the analysis promises a sale price or a timeline.
What does 'seller concessions' actually mean in Middle Tennessee?
Two different things get called by one word. First there are the customs: here the seller customarily pays the buyer's-agent commission on almost every sale, and customarily pays the title charges on nearly all closings. Those are already inside every closed comparable price, so they are already inside any window built from those closings, and no list price changes them. Then there are the variable concessions — closing-cost help, repair money, rate buydowns — plus contingencies and fall-through risk. Those scale with an ask the closed record does not reach, and they are what the risk panel tracks.
Why does the analysis talk about price reductions before the home is even listed?
Because the cost of a reduction is mostly the weeks in front of it, and those weeks are foreseeable at launch. The time-on-market strip shows what a contract on day 14 tends to net versus day 60, day 120 or day 180 — carrying cost, staleness allowance and negotiated concession drag, each printed with its assumption. Deciding the reduction plan before the sign goes in the yard is cheaper than deciding it in week ten.
The next step
This is how we price every home we list.
Want yours? It starts with a 30-minute conversation — no obligation.
On that call we pull your neighborhood's closed record, walk the home, and build this same analysis on your address — the window, the seven contract dates, the odds line and the risk panel. You keep it either way.
The Will Johnson Team · eXp Realty · Nashville and Middle Tennessee
Ask for the analysis
Tell us where the home is and when you are thinking about listing, and someone on the team follows up to set up the 30 minutes.