When Should I Lower the Asking Price During Divorce?
Setting the right price for a home is always important—but in a divorce situation, it’s absolutely critical. Overpricing can delay the sale, reduce equity, and increase conflict. Underpricing may lead to regret or even legal disputes.
In this blog post, we’ll explore when and why you should consider a price reduction during a divorce sale, and how to approach that conversation with neutrality, strategy, and confidence.
🧭 Divorce Real Estate Pricing Has Unique Challenges
Selling during a divorce often involves:
Conflicting goals: One spouse wants top dollar, the other wants to sell quickly
Emotional attachment to the home
Power struggles over decision-making
Financial urgency due to support payments or pending legal fees
These dynamics can cloud judgment and delay necessary price adjustments.
📊 Signs It’s Time to Lower the Price
In today’s Phoenix and Scottsdale real estate market, homes that are priced right still move—especially in desirable zip codes like 85254, 85018, and 85260. But if any of the following apply, it might be time for a pricing strategy shift:
Few or no showings in the first 2 weeks
No offers after 15–20 days, despite professional photos and marketing
Buyer feedback about condition or price
Comparable homes selling faster or for less
Pending legal deadlines to sell before a refinance or final decree
📍 Example: In one Mesa divorce case, the home was listed at $950,000—$50,000 more than the last comp. After three weeks and zero showings, the CDRE recommended a price drop to $899,000. The home sold that weekend with two offers.
⚖️ How Attorneys Can Support Strategic Price Adjustments
Attorneys play a key role in keeping the process moving forward. Here’s how:
Include pricing authority in court orders: Clearly define who can approve a price reduction (e.g., the CDRE, both parties, or a Special Commissioner).
Support fact-based decisions: Use the CDRE’s pricing reports and market stats to justify changes, not just emotions.
Address delays quickly: If one party is blocking progress, the attorney can request court intervention or appoint a neutral decision-maker.
💬 Attorney Tip: Ask your CDRE for a written pricing analysis showing why the home isn’t selling and how a price change could impact net proceeds.
🤝 How a CDRE Helps Neutralize Tension
As a Certified Divorce Real Estate Expert, I guide both spouses with:
Side-by-side comps and buyer behavior data
Projected net sheets for different price points
Expert advice that’s neutral, not emotional
Documentation of all communications to protect attorneys and clients
This approach keeps the focus on outcomes—not arguments.
🏠 What to Say to Your Clients
To the seller hesitant to drop the price:
“Buyers are telling us the home isn’t worth what we’re asking. If we don’t respond to the market, we may miss our window—and you’ll end up with less in the end.”
To the spouse eager to sell quickly:
“I know you want to move on, but we want to protect your equity. Let’s give it a little more time and make a data-based decision if needed.”
🔍 Arizona Market Realities
Average days on market in high-demand areas like Scottsdale and Arcadia is currently 10–15 days for well-priced homes.
Homes priced more than 5% above market value often sit unsold, especially if they lack upgrades or curb appeal.
Buyer expectations are high—and so is competition. If you don’t adjust, they’ll move on.
📢 Final Thoughts
A smart pricing strategy can mean the difference between a quick sale and a prolonged financial burden. Divorce cases come with enough challenges—don’t let price become another one.
If you’re working with divorcing homeowners who are stuck on price,
Then bring in a neutral pricing expert who can move the process forward with clarity and calm.
Barbara Woyak
Certified Divorce Real Estate Expert
Helping Family Law Attorneys and Divorcing Homeowners Navigate Real Estate with Confidence
📍 Serving Phoenix | Scottsdale | Arcadia | East Valley