Why Some Homes Sell for More Than Others (Hint: It’s Not Just Location)

Sellers Lost $1 Billion Skipping the MLS—Don’t Make That Mistake in Savannah

If someone told you that selling your home off-market could cost you thousands—would you still do it?

That’s exactly what happened to home sellers nationwide who bypassed the MLS (Multiple Listing Service)—the main database where real estate agents list homes for sale.

According to a Zillow study, sellers lost a staggering $1 billion in 2023 and 2024 by choosing private sales. On average, those homeowners walked away with $4,975 less per sale, and in higher-priced markets like California, that number shot up to $30,000 per home.

MLS vs. Private Sales: What’s the Difference?

Let’s break it down:

✅ MLS Listings: Think of the MLS as the main stage—where homes get maximum visibility. When you list on the MLS, your home appears on Zillow, Realtor.com, Redfin, and all the major real estate sites. Every buyer and agent can see it, which means more competition and better offers.

🚫 Private Sales (Off-MLS): This is like selling your home in a private club—only a limited group of buyers knows it’s available. Some agents push sellers to go this route, keeping the deal within their network. But fewer buyers = less competition = a lower sale price.

So why do some sellers still choose private sales, and how can you avoid losing thousands when selling your home? Let’s break it down.

Why Do Some Sellers Skip the MLS?

Despite the financial risks, some homeowners choose off-market sales, also known as pocket listings. The most common reasons include:

🔒 Privacy: Some sellers don’t want their sale to be public.

⏳ Fewer Showings: They want a fast, low-hassle sale.

While those reasons make sense, here’s the problem: fewer buyers = less competition = less money in your pocket.

The Hard Numbers: How Much Money Do Sellers Lose?

According to Zillow’s data:

💰 Nationwide, sellers lost an average of $4,975 per home.

💸 In California, that number was $30,075 per home.

🏡 Every price range—from starter homes to luxury estates—took a hit.

The takeaway? Exposure drives price. And skipping the MLS is like putting a “For Sale” sign in your backyard and hoping the right buyer stumbles upon it.

Other Costly Mistakes That Make Sellers Lose Money

Even if you list your home on the MLS, other factors—like poor marketing, bad pricing, and limited access for buyers—can still cost you thousands. Here’s how to avoid the most common mistakes:

1. Weak Marketing & Limited Exposure

If your home isn’t seen, it won’t sell for top dollar. Just getting it on the MLS isn’t enough.

🛑 The bare minimum won’t cut it.

✔️ The right marketing plan gets your home in front of motivated buyers.

What to Ask Your Realtor:

• “Where will my home be marketed?”
• “What makes your marketing different from the top agents in Savannah?”
• “Can you show me professional photography and videography examples?”
• “Will you do open houses and virtual tours?”

2. Overpricing from the Start

Overpricing your home is just as dangerous as underpricing. When homes sit too long, they go stale—leading to price drops and skeptical buyers.

What to Ask Your Realtor:

• “How do you determine the best listing price?”
• “What’s the average sale-to-list price ratio in Savannah?”
• “What pricing strategies do you use to attract multiple offers?”

3. Poor Negotiation Skills

Price matters—but terms matter just as much. A skilled agent knows how to negotiate beyond just the sale price to maximize your profit.

What to Ask Your Realtor:

• “How do you handle multiple-offer situations?”
• “What strategies do you use to push for the best terms?”
• “How do you make sure buyers are serious and financially qualified?”

4. Making Your Home Hard to Show

Buyers won’t fight for a home they can’t see. If your agent limits showings or doesn’t create urgency, you could lose serious money.

What to Ask Your Realtor:

• “What’s your plan for maximizing showings?”
• “Will you offer flexible viewing options, including virtual tours?”
• “How do you create urgency when listing my home?”

The Bottom Line: Don’t Leave Money on the Table

The numbers don’t lie: Home sellers lost $1 billion by skipping the MLS. But even if you list your home publicly, factors like weak marketing, bad pricing, and poor negotiation can still cost you thousands.

If you’re thinking about selling in Savannah, demand transparency and work with an agent who knows how to maximize your home’s value.

Your home is one of your biggest financial investments—make sure you get every dollar it’s worth.