Overpricing, Poor Presentation, And Commission Shopping: Seller Traps To Avoid in 2026

Three seller mistakes showed up over and over again in 2025 – and they cost people serious time and money.

Here’s how to avoid them in 2025 if you’re selling in Windsor-Essex.

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1. Hanging On To 2021 Expectations

In 2025, the market shifted toward a more balanced-buyers state across Canada.  In Windsor and Essex County, buyers benefitted from more choice and became more selective, especially as interest rates stabilized.

But many sellers were still over pricing their home, anchored to the peak prices of 2021–2022. The result:

• Listings sitting for months

• Multiple price reductions

• Final sale prices below what they could have achieved with realistic pricing

Studies and market reports are very consistent on this:

• Overpricing leads to longer time on market and more price cuts, while correctly priced homes sell faster and closer to asking.

• Toward the end of 2025  , a growing share of homes were “stale” listings (70+ days on market), with overpricing identified as the main culprit.

What this looked like in 2025

Typical pattern we saw:

1. Seller lists high “to leave room to negotiate.”

2. First 2–3 weeks (the hottest window) come and go with low showings.

3. Price reduction #1.

4. Buyers start to wonder: “What’s wrong with it?”

5. More time passes. Another reduction.

6. Final sale is often less than what they likely could have achieved if they’d priced correctly from day one.

In a market where buyers are cautious about economy, rates and job security, they will simply move on to better-priced options.

How to avoid this mistake

• Use today’s data, not last year’s headlines. Lean on a current comparative market analysis (CMA) based on Windsor-Essex sales from the last 60–90 days.

• Separate emotions from value. Your memories in the home don’t add to its appraised value. The market doesn’t pay for sentimental attachment.

• Price to attract, not repel. A sharp, realistic list price can bring more showings, more interest, and sometimes multiple offers – especially in that critical first 10–14 days.

Think of pricing as a marketing tool, not a wish list.

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2. Skimping On Presentation: “They Can See Past It” (They Usually Don’t)

The second big mistake in 2025 was underestimating how much presentation matters, especially online.

Most buyers now form their first impression from photos on a screen. If your home shows as dark, cluttered, tired, or confusing, many buyers simply never book a showing.

What the data says about staging and prep

Research from staging associations, real estate boards, and Canadian mortgage/real estate resources shows:

• Staged homes can sell up to 73% faster and for 5–25% more than non-staged homes.  We aren’t talking about breaking the bank.  A deep clean and declutter go along way!

• Staging can reduce time on market by 30–50% and deliver offers 6–20% higher compared to vacant or poorly presented homes.

• A majority of agents say staging makes it easier for buyers to visualize the property as their future home, and staged homes often sell more quickly.

In Windsor-Essex terms, that could be the difference between:

• A South Windsor home sitting 60+ days and needing a price cut.

• Versus a well-prepped and well presented home in the same neighbourhood selling in a few weeks with stronger offers.

Presentation mistakes we saw in 2025

• No pre-listing repairs. Peeling caulk, scuffed walls, dripping taps, fogged windows, damaged or stained flooring, strong odours. Small things create a “what else is wrong?” feeling.

• Dark, cluttered rooms. Bulky furniture, personal collections, and poor lighting make rooms feel smaller and distract from the bones of the house.

• DIY phone photos. Crooked, dim pictures with poor angles hurt you, especially when buyers scroll quickly.

• Vacant but not staged. Empty rooms often look smaller and colder in photos than they do in person, consider virtual staging options.

How to fix it in 2026

• Start with a walkthrough. Get a room-by-room list of simple fixes: paint touch-ups, caulking, loose handles, burnt-out bulbs, etc.

• Declutter and depersonalize. Think “model home”: clean, calm, and neutral, while still warm.

• Stage key rooms. Living room, primary bedroom, and kitchen are top priority for staging impact.

• Insist on professional media. Pro photography, floor plans, and, where appropriate, video and 3D tours are no longer a luxury. They are standard if you want top dollar.

You don’t have to create a magazine spread, but you do need to position yourself competitively with the best-looking homes in your price range.

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3. Shopping Commission Instead Of Exposure And Strategy

The third big 2025 mistake: focusing almost entirely on “what’s your commission?” instead of “how will you market and negotiate the sale of our home?”

With all the news around commissions and lawsuits in North America, more sellers became commission-sensitive, which is understandable. But when the only goal is to find the cheapest option, there is usually a trade-off.  In Ontario, Canada, commissions are neither fixed or standardized.  Commission can be discussed and negotiated with your REALTOR® based on the services and marketing your home will require to successfully sell.

What discount models often leave out

Many discount and limited-service brokerages advertise lower fees by:

• Reducing or excluding professional staging

• Cutting back on photography, floor plans, and video

• Limiting paid online exposure and targeted advertising

• Providing more “DIY” support and less hands-on guidance

Industry comparisons show that discount models frequently come with fewer services and limited marketing exposure, which can affect your final sale price and overall experience.

In other words, you might save 1–2 percent on commission but:

• Net less because the home doesn’t attract as many serious buyers

• Spend longer on the market

• Have more stress dealing with showings, questions, and negotiations yourself

On the other side, research also shows there isn’t an automatic link between paying a higher commission and getting a better result; value comes from the quality of the agent and the actual work they do, not the number alone.

The smarter questions for Seller’s to ask in 2026

Instead of “What’s your rate?”, ask:

• What does your fee include?

  • Professional photography, floor plans, video, drone, 3D tours?

  • Staging consultation?

  • Pre-listing strategy (timing, pricing, prep) and post-listing follow-up?

• How will you create exposure beyond MLS?

  • Email database, social media, local radio or print, referral network?

  • Targeted online ads to people actually searching for homes like yours?

• Who is on your team?

  • Is there support for booking showings, handling inquiries, tracking feedback and negotiating offers promptly?

• What results do you typically achieve? 

  • Does your team have experience working in shifting markets? (THIS ONE IS HUGE!)

  • Average days on market vs the local average

  • List-to-sale price ratios in your price band and area

The goal is not to pay the most or the least. The goal is to net you the most amount of money and protect your interests with the least amount of stress.  This takes resources and experience.

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Setting Yourself Up For A Strong Sale In 2026

If you’re thinking of selling in Windsor-Essex County in the next 6–12 months, here’s a simple framework to avoid the big 3 mistakes:

1. Get a reality-based pricing plan.

   • Use fresh, hyper-local data.

   • Talk through best-case, likely, and conservative scenarios.

2. Invest in presentation.

   • Do repairs and cosmetic touch-ups before listing.

   • Stage key spaces and insist on professional media.

3. Choose an advisor, not just a rate.

   • Compare marketing plans, not just commission numbers.

   • Look for a clear strategy to maximize exposure and protect your bottom line.

If you want help walking through these steps for your specific property, reach out to your REALTOR®, review your numbers, and build a made-in-Windsor-Essex plan that actually fits your goals – whether you’re thinking of selling soon or just starting to explore options.

More About The Dan Gemus Real Estate Team

The Dan Gemus Real Estate Team Ltd., Brokerage is busy selling homes across Windsor and Essex County.  Tune in to The Dan Gemus Real Estate Show every Saturday and Sunday from 12:00-1:00pm on AM800 CKLW for market updates and real estate information you can trust.

The Dan Gemus Real Estate Team is a top real estate team serving Windsor and Essex County. Our agents sell 4x more homes than the average agent or team, meaning we’ve got experience in changing markets and there are few circumstances that we haven’t encountered.

If you are in need of advice or an opinion of value in Windsor-Essex, reach out for a free home market evaluation or buyer consultation.  A conversation costs you nothing, but could save you thousands on your next move!

Reach out 7 days/week: 519-566-5565 and learn more about our team online: www.DanGemus.com.

*This blog is not intended to solicit those currently under contract with another Brokerage.