Selling a high-end home isn’t just about location or square footage — it’s a strategic process, and how you handle negotiations can make or break your final sale price.

Here are the top 3 mistakes luxury sellers make when it’s time to talk numbers:

1. Overvaluing the Property Emotionally

It’s natural to love your home — but emotional attachment can lead to unrealistic pricing. High-end buyers are savvy, data-driven, and working with sharp agents. Pricing your home based on sentiment rather than comps and current market conditions can lead to stale listings and missed opportunities.

Pro tip: Trust your agent’s market analysis, and consider a pre-appraisal for added clarity.

2. Refusing to Negotiate on “Small” Concessions

In luxury real estate, minor details can carry major weight. Whether it’s a $50K allowance for outdated finishes or covering closing costs, rejecting reasonable buyer requests can stall an otherwise smooth deal.

Remember: A small concession can sometimes preserve a multi-million dollar contract.

3. Going It Alone (or Hiring the Wrong Agent)

Not all agents are equipped to handle luxury listings. Top-tier marketing, a strong network of buyers, and expert-level negotiation skills are essential in this space. Sellers who list with a generalist — or try to sell off-market without strategic support — often leave money on the table.

Look for: Proven success in your price range, off-market access, and deep knowledge of your neighborhood.

Selling luxury is an art form — and smart negotiation is at the heart of it. Avoid these common mistakes, and you’ll be in a stronger position to maximize your return and move on confidently.