Pricing It Right from the First Note: A Strategic Conversation Between Peter Mancini and Merolyn

Peter Mancini:
Merolyn, I want to start with something I often say to sellers. In tenor training, precision is everything. You can have talent, passion, and confidence—but hit the wrong pitch, and the performance falls flat. Do you see that same dynamic when it comes to pricing a Brooklyn home?

Merolyn:
Absolutely. Pricing is the first note buyers hear. If it’s off, even slightly, buyers don’t always know how to articulate what feels wrong—but they feel it immediately. And once that hesitation sets in, it’s hard to bring them back.

Peter:
That hesitation is costly. Sellers sometimes think buyers will “negotiate up” or that starting high gives them flexibility. But from what we see on the ground, that’s rarely how it plays out.

Merolyn:
Exactly. In reality, overpricing usually leads to silence, not negotiation. Buyers today are incredibly informed. They’ve studied the comps, the building, the block, and even past listing histories. When a property doesn’t align with their expectations, they don’t argue—they move on.

Why the First Two Weeks Matter Most

Peter:
Let’s talk about timing. The New York Times and The Wall Street Journal have both reported that the first 14 days on market are critical. How do you explain that to sellers?

Merolyn:
Those first two weeks are when interest is at its peak. Buyers, agents, and even listing platforms prioritize new inventory. If the price is right, that attention turns into showings, conversations, and sometimes multiple offers. If it’s wrong, momentum stalls before it ever builds.

Peter:
And once momentum is gone, it’s difficult to recreate. Price reductions later often feel reactive instead of strategic.

Merolyn:
Exactly. A price cut doesn’t reset the clock emotionally. Buyers notice how long a property has been sitting. They start asking, Why hasn’t it sold? What do other buyers know that I don’t?

Brooklyn Is a Collection of Micro-Markets

Peter:
One of the biggest challenges we face is helping sellers understand that Brooklyn isn’t one market. It’s dozens of micro-markets. How does that affect pricing strategy?

Merolyn:
It affects everything. Bay Ridge doesn’t move like Park Slope. Windsor Terrace doesn’t behave like Bensonhurst. Even within the same neighborhood, a co-op, a condo, and a brownstone attract different buyers with different expectations.

Peter:
The Real Deal has been highlighting that for years—pricing power is hyper-local now.

Merolyn:
Exactly. Sellers sometimes anchor to a number they heard or a sale from last year. But markets shift, inventory shifts, and buyer psychology shifts. Precision pricing means understanding what today’s buyer is willing to pay in this building, on this block, right now.

The Emotional Side of Pricing

Peter:
Selling a home is emotional. Sellers are attached to memories, renovations, and milestones. How do you help clients balance that emotion with market reality?

Merolyn:
First, we acknowledge it. This isn’t just a financial transaction—it’s personal. But buyers aren’t buying memories; they’re buying value. Our role is to bridge that gap with data, clarity, and honesty.

Peter:
That honesty is critical. Avoiding tough conversations early often creates tougher outcomes later.

Merolyn:
Exactly. When sellers understand why a pricing recommendation exists—how it protects momentum and leverage—they feel more confident, not pressured.

Competition Is Created, Not Hoping for the Best

Peter:
One thing I stress is that strong prices don’t happen by accident. They’re engineered. Would you agree?

Merolyn:
Completely. Competition doesn’t come from optimism—it comes from alignment. When buyers believe a home is priced fairly, urgency appears. Showings overlap. Offers come in closer together. That’s when sellers gain leverage.

Peter:
And that leverage isn’t just about price—it’s about terms, timing, and certainty.

Merolyn:
Exactly. We’ve seen well-priced homes sell faster and cleaner, with fewer surprises, because buyers feel confident moving forward.

Advice for Brooklyn Sellers Right Now

Peter:
If you had to give one piece of advice to Brooklyn sellers considering listing, what would it be?

Merolyn:
Don’t “test the market.” Enter it with intention. Testing usually means guessing—and guessing is expensive. Trust the strategy, trust the data, and focus on the outcome you want, not just the number you hope for.

Peter:
I’d add this: pricing is not a reflection of your home’s worth—it’s a strategy to maximize it. The right price opens the door to the strongest result.

A Signature Experience Starts with Precision

Merolyn:
That’s what clients often don’t realize at first. The strategy behind pricing is the experience.

Peter:
Exactly. Just like in music, when the fundamentals are right, everything else flows. At Pen Realty, pricing isn’t about pressure—it’s about protection. Protecting momentum. Protecting value. Protecting peace of mind.

Merolyn:
And guiding clients through that process with clarity and confidence.

Thinking About Selling?

Peter:
If you’re thinking about selling your Brooklyn home, the most important question isn’t when—it’s how. And pricing is where that answer begins.

Merolyn:
The right first note sets the tone for everything that follows.

Explore more seller insights and resources at
https://penrealty.net

Peter:
I’m Peter Mancini with Pen Realty.

Merolyn:
And I’m Merolyn—here to help guide you every step of the way.

Together, delivering A Signature Experience.