If you are thinking about listing your home in Ottawa, this is worth your attention.

Over the years, I have sat at so many kitchen tables. I have listened to dreams about downsizing, upsizing, simplifying, relocating, investing, or simply turning a page into a new season. And frequently , somewhere in the conversation, the same idea surfaces: “What if we just price it a little higher and see what happens?”

It sounds harmless. Logical, even. After all, what is the risk in trying?

Here is the quiet truth. The risk is leverage.

The greatest leverage you have in selling your home does not happen after thirty days. It does not happen after a price reduction. It happens before you even list — in the way you choose to position your home on day one.

When a home first comes to market, there is energy around it. Buyers who have been watching. Agents who have clients waiting. Families who have missed out on two or three homes already and are ready to move. That first window of attention is powerful. It is when confidence is highest. It is when competition is most likely. And competition is what protects equity.

When we overprice, even slightly, something subtle shifts. Activity drops. Showings slow. The right buyers scroll past because the home sits outside their search range. Others visit and quietly wonder, “Why is it still here?”

It is rarely the home itself. It is perception.

And perception shapes outcome more than most people realize.

The hard part is this: emotionally, our homes are priceless. We remember renovations, family dinners, long evenings on the deck, hard-earned improvements. Of course we value them deeply. That is natural. And yet the market does not measure memory. It measures substitution. What else can a buyer purchase for similar money? How does this compare to the one down the street? How does it stack up against current inventory?

This is not about pricing low. It is about pricing wisely.

Because when pricing drifts above where the market sees value, time begins to work against you instead of for you. And time carries a cost. There is the financial cost — mortgage payments, insurance, utilities, opportunity cost of capital sitting still. There is also the emotional cost — keeping everything show-ready, leaving for showings, wondering why it has not sold, second-guessing decisions.

Momentum fades quietly. Confidence erodes slowly. And eventually, when an offer does come, it may arrive with less strength than it would have in those first two weeks.

That is why Ken often says momentum, not ambition, protects equity.

You may have heard us talk about this in other conversations, because pricing strategy is one of the most misunderstood parts of selling real estate. If you ever want to go deeper into how market positioning impacts wealth decisions, you can browse through our other insights here:
https://dekkerteam.com/category/blog/

There are many articles where we unpack timing, opportunity cost, buyer psychology, and wealth protection in different seasons of the market. They all connect back to the same principle: clarity before commitment protects outcome after.

If you are not in a hurry to sell, that is perfectly okay. In fact, that is ideal. The best sales rarely come from panic. They come from preparation. The question is not whether you have time. The question is whether time will work for you — or against you — once you list.

And here is something tender to consider: sometimes sellers think pricing high gives them control. In reality, correct pricing gives them influence. Influence creates interest. Interest creates leverage. Leverage creates strength at the negotiating table.

It is not dramatic. It is disciplined.

If your home has been on the market longer than similar homes around you, and others are selling while yours sits, that is not a condemnation. It is simply information. Information allows for recalibration. Recalibration restores momentum.

What if the goal is not to “test the market” but to lead it?

Ottawa is a thoughtful market. Buyers are informed. Inventory levels fluctuate. Substitution always exists. When pricing aligns with reality, homes move. When it does not, even beautiful homes can stall.

I share this with you because building wealth wisely through real estate is about much more than just money. It is about timing, positioning, peace of mind, and stepping confidently into your next chapter without unnecessary erosion along the way.

If you are considering selling and simply want clarity — not pressure, not hype — just insight grounded in experience, that conversation is always available to you.

We have walked alongside families for over three decades. We have seen the difference positioning makes. And we care deeply about helping you move forward with strength.