Now if you’re one of those we’ve counseled in the past 3 or 4 years, you know the rest of the story. Here’s how it goes. You think that things will be better in the spring. You hear that the housing market might be “better.” You remember houses down the street that sold for “X dollars” (though that might have been years ago). You think your home is spe- cial. So, you don’t believe us when we tell you that prices have fallen, and you need to be priced AT the market, not above it. Plus, it has to look GREAT.

We suppose that’s just human nature, but it won’t sell a house. Remember: sales units are up BECAUSE prices have fallen. And, the really nice ones go first. The rest—not so appealing, and overpriced—just linger. Sorry if the truth hurts.