By Lindsay Hart, REALTOR® | Hart & Homes Real Estate Team at RE/MAX In Motion
Real estate advice is everywhere. Your coworker has a strategy, your relative knows what worked when they bought, and somebody online is absolutely certain you should do the opposite.
Most of those people mean well. But when you’re buying or selling a home in Ithaca, Trumansburg, or elsewhere in the Finger Lakes, a confident opinion is not the same thing as a plan that fits your property, budget, and timeline.
I’m not suggesting you stop asking questions. I’m suggesting we replace a few familiar pieces of advice with better ones.
“Always start with a low offer”
My issue isn’t with negotiating. It’s with the word “always.”
Imagine a home is listed at $400,000, and someone tells you to offer $350,000 because you need room to come up. Before we choose a number, I want to understand the property, its condition, the relevant comparable sales, and your alternatives.
If the research supports a lower offer, let’s discuss one. If you believe the asking price is reasonable and you would be genuinely disappointed to lose the house, let’s discuss that, too.
I would also ask where you’re comfortable walking away. Getting an accepted offer should not become a contest you feel you have to win.
A better question: What offer makes sense for this property, and what outcome am I prepared to accept? Start with that conversation rather than an automatic percentage off the asking price.
“Price it high. You can always come down”
You can choose an ambitious asking price. But I would want a stronger reason than “buyers can make an offer.”
The National Association of REALTORS® recommends considering factors such as the property’s characteristics, condition, comparable properties, and market conditions when setting a price. Your preferred negotiating cushion is not a substitute for that analysis (NAR’s guide to pricing your home).
My preference is to talk through three positions: a Competitive Range, a Balanced approach, and an Aspirational approach. Those are choices with different assumptions and trade-offs, not three promises about what your home will sell for.
If we choose an aspirational position, I want us to agree on how we’ll evaluate the response. Let’s make that plan before we’re emotionally invested in defending the number.
A better question: What supports this price, and what will we review if buyers don’t respond? A pricing strategy needs both a starting point and a way to reassess.
“The website says what your house is worth”
I understand the appeal of typing in an address and getting a number. It feels wonderfully definite.
But Zillow itself describes the Zestimate as a starting point, not an appraisal. It recommends supplementing the estimate with additional research rather than treating it as the final answer (Zillow’s explanation of the Zestimate).
I’m not asking you to stop looking. I’m asking you to stay curious about what you’re seeing.
Are the property details correct? Which comparable properties are relevant, and what differences still need to be evaluated?
For a Finger Lakes property, I might want documentation of lake-access rights reviewed before treating “lake access” as a pricing feature. For an older home, I’d want to understand condition and layout rather than relying only on bedroom count and square footage.
A better question: What does this estimate tell me, and what do we still need to verify? You should ask your agent to explain their reasoning, too, rather than swapping blind faith in a website for blind faith in a person.
“You need to renovate before you sell”
Before you buy the tile, can we please have a conversation? A necessary repair, a useful improvement, and the kitchen you’ve wanted for ten years are three different things.
Imagine you’re getting ready to sell a home with an older but functional kitchen. I would want to compare a major renovation with the alternative of preparing the home thoughtfully and pricing it for its existing condition.
What problem would the project solve? What would it cost, how would it affect your timeline, and how much disruption are you willing to take on?
NAR’s consumer guidance recommends working with your agent to evaluate potential improvements and repairs before listing. That is a much better starting point than assuming every seller needs a renovation budget (NAR’s pricing and preparation guidance).
And please don’t confuse making something prettier with resolving a problem. My first question about an unexplained ceiling stain is what caused it, not which paint will cover it.
A better question: Which work is necessary, which work is useful, and which work can we reasonably leave alone? Make the preparation plan before making the shopping list.
“If you want the house, just skip the inspection”
Before making that decision, I want you to understand what you’re giving up. The excitement of getting the house should not replace the work of understanding it.
A home inspection and an appraisal have different jobs: an inspection evaluates physical condition, while an appraisal addresses value. An appraisal is not a substitute for an inspection (Consumer Financial Protection Bureau’s inspection guidance).
Contract protections are another part of the conversation. Inspection contingencies can provide an opportunity to investigate condition, but the rights and deadlines depend on the agreement (NAR’s guide to contract contingencies).
Review the actual language with your agent and attorney. Ask what you can investigate, when you need to act, and what your options would be if you discover something you cannot accept.
A better question: What do I still need to learn, what protection am I giving up, and could I handle the consequences? “Someone told me this is how you win” is not enough information for that decision.
“Just wait until the market is perfect”
Perfect for whom? And what, specifically, are we waiting to see?
I’m not going to promise you a future price or interest rate. I would rather help you separate personal readiness from a prediction.
Imagine one buyer is financially stretched, uncertain about staying in the area, and uncomfortable with taking on a house. Now imagine another has a workable budget, a reason to move, and a property that fits their needs.
Those buyers need different conversations. Neither should have their decision made by the same slogan.
If you’re selling and buying, I also want to discuss the whole move, not just the price you hope to get for the home you’re leaving. Where you’re going next belongs in the plan.
A better question: Does this move work for my life and budget under conditions I can evaluate today? If the plan depends on a prediction coming true, let’s also talk about a backup plan.
“Just take the highest offer”
Price matters, but it isn’t the whole offer. NAR’s consumer guidance notes that financial terms, contingencies, deposits, and closing timelines also belong in the comparison (NAR’s guide to navigating multiple offers).
Imagine a higher offer that includes a substantial seller credit and a timeline that doesn’t work well for your move. A lower offer might have terms that fit your priorities more closely.
I’m not telling you which to choose. I’m saying we should compare what you would actually receive, what conditions remain, and what you’re agreeing to do.
And please don’t replace one blanket rule with another, such as “always take cash.” I would still want the documentation reviewed and the terms understood.
A better question: Which offer best fits my priorities when I consider the price, terms, and risks together? The biggest number deserves attention, not automatic acceptance.
Good advice should help you understand your options
Here’s my advice about advice: ask where it came from, what it’s based on, and whether it applies to you. A friend’s experience can help you identify a question without deciding the answer.
Ask your professionals questions, too. “Show me the comparable properties,” “Walk me through the trade-offs,” and “What would change your recommendation?” are all reasonable requests.
If you want more context for those conversations, you can also read my posts on Ithaca’s West Hill market and interpreting Tompkins County home-price headlines. Use them to frame questions about your own property rather than assuming a headline makes your decision for you.
Thinking about buying or selling in Ithaca, Trumansburg, or the Finger Lakes? Reach out to me and the Hart & Homes team before you commit to a plan, and let’s talk through your property, your priorities, and the advice you’ve been hearing. Contact@HartandHomes.com or (607) 213-1213
This article provides general real estate education, not transaction-specific legal, tax, lending, or inspection advice. All scenarios and dollar amounts are hypothetical; review your own circumstances with the appropriate professionals.