Case Study: The $255,000 Lesson in Choosing the Right Listing Specialist

Chloē Powell, REALTOR®
May 9
2 min read

When it comes to selling a luxury home in Loudoun County, one decision can dramatically shift your financial outcome: who you choose to represent you.

This is a story about precision pricing, professional preparation, and what happens when those two are ignored.

The Backstory

We were referred to F & D by their neighbors—past clients of ours—whose home we sold for $166,000 more than they paid just eight months earlier (see listing here and photos below). That result was no accident—it was strategy, timing, and an unwavering commitment to excellence.

DRB Richmond floorplan in Hartland. Modern two-story house with gray siding, white accents, and manicured lawn. Blue sky and neighboring homes in the background, calm atmosphere. — 23934 Bigleaf Court, Aldie, VA - Listed and sold with Chloe Powell & Sherry Santmyer of Hunt Country Sotheby's International Realty

F & D's home in Hartland was beautiful, but not without its nuances. Unlike their neighbors', it hadn’t been professionally styled or enhanced with custom upgrades. Still, it had strong bones and a great lot. We assessed the market thoroughly and advised a smart, strategic list range of $1,400,000 to $1,425,000.

Our Expert Opinion vs. Wishful Thinking

They interviewed us. We came prepared—with data, strategy, and a clear understanding of what today’s buyers want.

But instead of choosing expertise, they chose a promise: a higher price tag from an agent who had sold just three homes in the past year.

That agent listed their home for $1,680,000—a full $255,000 over our recommended top price.

The result?

The home sat for 41 days.

And eventually sold for $1,425,000—exactly within the range we predicted from the beginning.

Spacious kitchen with wooden cabinets, a large white island, five chairs, and pendant lights. A vase with greenery adds a fresh touch.

The Real Cost

Let’s be clear: overpricing isn’t just a marketing misstep. It’s a money-losing move.

Extended days on market damage perceived value.
Buyer excitement fades.
Negotiation power shifts out of your hands.

In this case, it cost them more than just time—it cost them momentum, leverage, and very likely tens of thousands in potential buyer enthusiasm that can’t be recaptured.

Why a Listing Specialist Matters

In a market like Loudoun County, where pricing precision and presentation can make or break your results, working with a seasoned listing expert isn’t a luxury—it’s a necessity.

We don’t guess. We guide. We protect our clients from missteps that cost time, money, and peace of mind.