In the episode, one of the agents tells the story of a colleague who listed a client's house at the price the owner insisted was correct — well above what market comparables indicated. The story illustrates one of the most common — and most costly — mistakes sellers make in California.

"When the agent says the house isn't worth that amount, it's not out of spite — quite the opposite, the higher the price, the higher their commission. But they know the real market price." — quote from the episode

Days on Market: the metric the US takes seriously

The agents highlight a metric rarely used in Brazil but central to the American market: days on market, public data showing how long each property has been for sale. This metric determines, region by region, whether the market favors the seller, is neutral, or favors the buyer — generally, up to 60 days on market tends to indicate a seller's market, between 60 and 90 days a neutral market, and beyond that, a buyer's market. But the agent is careful to stress: that threshold changes from city to city and depends on each neighborhood's profile.

What happened in the case described

The house sat on the market for two weeks without receiving an offer — the first two weeks are considered essential for what's called a listing's momentum. When an offer finally came in at the asking price, the next obstacle arrived: the appraisal (the bank's valuation of the property, required when there's financing) came in lower than the offer. Since the buyer depended on financing and couldn't cover the difference alone, the offer fell through.

The psychological effect of going back on the market

When a property comes out of escrow and returns to the market, previous interest doesn't come back with it: buyers and agents start associating the fallen deal with some hidden problem in the house, even when the real reason is just an appraisal gap. In the case described, the new offer received — after another two weeks — came in well below market value, because the seller was already under pressure to close the deal.

The agents' warning

• By far the biggest mistake when listing a house is price — the same applies to cars or clothes: few people pay above market value (except in very hot market moments, like during the pandemic).
• Pricing slightly below market can work to attract more foot traffic, but it can also give the impression that something is wrong with the property — it depends on market timing.
• An agent who agrees to list any house at any price, without pushing back on the client, may be prioritizing their own marketing exposure (sign, phone number, name on the door) over the seller's real interest.

Sources and verification

• Case account and explanation of days on market, appraisal and the effect of returning to the market by the agents in the episode.
• Transcript of episode 5 of the Cadê Moradia podcast (March 2026).

This topic comes from the full episode — watch it:

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