Home Listing Strategies Impacted Sale Prices
New study finds that how you list your property significantly affects the final sale price.
Updated on Sept. 23, 2026 in Residential
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A new ARELLO study analyzing over 10 million residential transactions revealed that listing methods drastically influence how much a home sells for compared to its expected value. Homes listed as 'coming-soon' frequently outperformed standard MLS listings, while private listings consistently sold for less.
Why it matters
Choosing the right listing strategy can mean the difference of thousands of dollars in final sale proceeds. This research highlights how visibility and marketing approach affect property value for homeowners looking to sell.
Private listings sold for 0.88% less than MLS listings in majority white neighborhoods, compared to a 2.21% deficit in majority non-white neighborhoods. Meanwhile, coming-soon listings achieved a 1.55% premium over MLS listings during the first half of 2026.
The players
ARELLO
An international regulatory organization that conducts research on real estate practices and market trends.
The details
Researchers calculated these figures by comparing the actual sale price to the expected sale price using Zillow data and MLS volume metrics. The data indicates a clear trend: while the volume of private listings has fallen, coming-soon listings have seen 13% annual growth. This visibility gap appears to impact the bottom line, as private listings fail to generate the competitive bidding environment that pushes prices above market expectations.
Timeline
Analysis of 10 million transactions began in January 2024.
Private listings sold for 1.26% less than MLS in 2024.
Private listings sold for 0.87% less than MLS in 2025.
Coming-soon listings saw a 1.55% premium in the first half of 2026.
The Home Front
This data confirms that traditional MLS exposure remains a critical factor in achieving fair market value for residential properties. The shift toward coming-soon listings marks a departure from standard listing models as sellers seek to maximize competitive interest.
If you are planning to sell, discuss the potential price impact of private or coming-soon listings with a licensed real estate agent. Ensure your listing strategy is designed to maximize market exposure rather than limiting your pool of potential buyers.
The takeaway
Visibility is a key driver of your home's sale price in the current market. When interviewing agents, ask for a detailed explanation of their marketing plan and how they intend to capture the widest possible audience for your property.
Further reading
For more on navigating property sales and market trends, visit Residential.
Source note: This article includes information reported by HousingWire.
Live Poll
If you were selling your home, would you list it publicly to secure a higher price?
