Homeowners often ask me whether their Zillow estimate is accurate. The answer is simple: sometimes it's close, and sometimes it's not. The problem is that Zillow doesn't actually see your home the way an appraiser, assessor, or experienced REALTOR® does.

As a REALTOR®, Certified Residential Appraiser, and Certified Assessor, I've spent more than 25 years valuing New Hampshire homes. One of the most common misconceptions I encounter is the belief that an online estimate represents a home's true market value. While automated valuation models can provide a general starting point, they cannot fully account for the factors that often drive value in real-world transactions.

How Appraisers Determine Value

Many people assume appraisers simply compare a property to a few recent sales and arrive at a number. In reality, the process is much more involved.

An appraiser analyzes comparable sales, market trends, location, site characteristics, condition, quality, updates, functional utility, and numerous other factors that influence how buyers perceive value. The goal is not to determine what a homeowner hopes a property is worth or what an online algorithm predicts. The goal is to determine what the market is actually willing to pay.

This becomes especially important in New Hampshire, where homes can vary significantly based on location, views, waterfront access, acreage, privacy, and local market conditions.

The Difference Between Contract Price and Market Value

One of the most valuable lessons I learned as an appraiser came during an appraisal assignment for a home under contract.

Initially, I believed the agreed-upon purchase price was significantly higher than market value. Based on the comparable sales I had identified, I was struggling to support the contract price. Then I reviewed additional market information and comparable sales provided by the listing agent. Those details revealed aspects of the property's appeal and buyer demand that were not immediately obvious from the data alone.

After thoroughly analyzing all relevant information, I concluded that the contract price was supported by the market and the property appraised successfully.

That experience reinforced an important truth: valuation is both analytical and interpretive. The best market analysis considers not only data but also buyer behavior, market trends, and the unique characteristics that make a property desirable.

Why Pricing Strategy Matters

One of the biggest mistakes sellers make is assuming that pricing high leaves room for negotiation. In many cases, an unrealistic asking price can reduce buyer interest, increase days on market, and ultimately lead to price reductions.

At the same time, pricing too low can leave money on the table.

The most effective pricing strategy is based on market evidence, current buyer demand, and a realistic understanding of how a property is likely to perform during the appraisal process if a buyer obtains financing.

This is where my background as both a REALTOR® and Certified Residential Appraiser provides a unique advantage. When evaluating offers, I'm not simply looking at the highest number. I'm also considering whether the offer reflects market support and whether there are potential appraisal concerns that could affect the transaction.

What Sellers Should Really Focus On

Instead of asking, "What does Zillow say my home is worth?" a better question is:

"What evidence supports the value of my home in today's market?"

The answer requires more than an algorithm. It requires understanding recent sales, current inventory, buyer behavior, local market conditions, and the unique characteristics that influence value.

Every property tells a different story, and every valuation requires context.

If you're considering selling your home in the Dartmouth-Lake Sunapee Region, Upper Valley, Lakes Region, Merrimack Valley, or Monadnock Region, obtaining a professional opinion of value before listing can help you establish a pricing strategy that attracts qualified buyers while maximizing your results.

After more than 25 years valuing New Hampshire homes, I've learned that successful real estate decisions begin with accurate information. Whether you're selling a primary residence, a luxury home, or a waterfront property, understanding true market value is one of the most important steps you can take.