Stuart Deane, a brokerage owner and real estate professional, is highlighting a critical issue in residential real estate: the financial consequences of ignoring local market knowledge and proper home preparation. In a recent interview, Deane explained how buyers and sellers are frequently misled by broad market headlines and national averages, leading to rushed decisions that result in lost time, diminished value, and increased stress. "Real estate decisions are still being made off big headlines instead of what's happening on the ground," Deane said. "That gap costs people money, even in strong markets."
According to the National Association of Realtors, 86% of buyers consider it important or very important to work with an agent who understands the local market, yet many consumers continue to rely on national price trends when making decisions. Deane argues this disconnect is growing. "A national stat doesn't tell you why one street sells faster than the next," he noted. "It doesn't tell you what buyers are reacting to this month. Local knowledge does." Industry data supports this, showing that homes priced using neighborhood-level data sell up to 17% faster than those priced with regional averages, a difference that can translate to thousands of dollars in competitive markets.
Deane also stresses the importance of high-return preparation, pointing out that sellers often overlook simple fixes in favor of large renovations. "Most fast sales don't come from big remodels," he said. "They come from clean homes, honest pricing, and removing friction." Research from Zillow indicates that homes with neutral paint colors and basic cosmetic updates sell for up to $6,500 more on average. The National Association of Realtors found that properly prepared homes sell 18% faster than comparable unprepared homes. "These aren't secret tactics," Deane added. "They're habits. And habits are repeatable."
With housing affordability under pressure and buyer confidence uneven, mistakes in real estate transactions carry higher consequences. Data from ATTOM Data shows that homes lingering on the market for more than 30 days often require price reductions of 5% or more, even in balanced markets. Deane believes better education and preparation can mitigate these losses. "This is about respect for people's time and money," he emphasized. "No one benefits when decisions are rushed or poorly informed."
Deane encourages individuals to take proactive steps. For buyers, he recommends walking neighborhoods at different times, understanding why homes on the same street sell at varying prices, tracking days on market rather than just list prices, and focusing on condition over staging tricks. For sellers, he advises fixing small issues before listing, pricing based on recent nearby sales, prioritizing cleanliness and lighting, and monitoring how fast similar homes are selling. "Good decisions come from clarity," Deane concluded. "Clarity comes from paying attention." By advocating for local-first decisions and intentional preparation, Deane aims to reduce financial risks and enhance confidence in real estate transactions, underscoring the importance of informed, deliberate actions in a complex market.
