Real estate brokerage owner Stuart Deane is highlighting a persistent problem in residential real estate: the financial and emotional costs of ignoring local market knowledge and adequate home preparation. In a recent interview, Deane explained how consumers are frequently misled by broad national headlines and averages, leading to rushed decisions that result in lost value and unnecessary stress. "Real estate decisions are still being made off big headlines instead of what's happening on the ground," Deane said. "That gap costs people money, even in strong markets."
Deane points to a significant disconnect in how people approach real estate transactions. According to the National Association of Realtors, 86% of buyers consider working with an agent who understands the local market important, yet many still rely on national price trends when making decisions. "A national stat doesn't tell you why one street sells faster than the next," Deane noted. "It doesn't tell you what buyers are reacting to this month. Local knowledge does." Industry data supports this view, showing that homes priced using neighborhood-level data sell up to 17% faster than those priced using regional averages.
Preparation represents another critical factor often overlooked by sellers. Deane argues that sellers frequently focus on large renovations while neglecting simple, high-impact fixes that buyers notice immediately. "Most fast sales don't come from big remodels," he stated. "They come from clean homes, honest pricing, and removing friction." Research from Zillow indicates that homes with neutral paint colors and basic cosmetic updates sell for up to $6,500 more on average. The National Association of Realtors also found that properly prepared homes sell 18% faster than comparable unprepared homes.
Deane is encouraging both buyers and sellers to adopt more deliberate, informed approaches. For buyers, he recommends walking neighborhoods at different times, understanding why homes on the same street sell at different prices, tracking days on market rather than just list prices, and paying attention to a home's condition over staging tricks. For sellers, his advice includes fixing small issues before listing, pricing based on recent nearby sales rather than peak headlines, focusing on cleanliness and lighting, and understanding how fast similar homes are currently selling.
The timing of this message carries particular weight. With housing affordability under pressure and buyer confidence uneven, mistakes in real estate transactions carry heightened financial consequences. Data from ATTOM Data shows that homes remaining on the market longer than 30 days often require price reductions of 5% or more, even in balanced markets. Deane believes better education and preparation can mitigate these losses. "This is about respect for people's time and money," he emphasized. "No one benefits when decisions are rushed or poorly informed." He encourages consumers to start by simply observing their local markets, watching what sells and what doesn't, describing this knowledge as both free and powerful.
