What Actually Sells a Home in Northern Virginia Right Now

What Actually Sells a Home in Northern Virginia Right Now

If you’ve been watching the market headlines, you’ve probably seen a lot of mixed messages. Prices are up. Inventory is tight. Buyers are picky. Here’s what actually sells a home in Northern Virginia right now.

After years of working with sellers in Ashburn, VA and the surrounding areas, here’s what I’m seeing when working with both buyers and sellers.

1. Pricing it right, not “a little high to test the market”

This is still the biggest factor. Buyers today are incredibly informed. They know what homes are selling for, they track price reductions, and they can spot an overpriced home instantly.

Homes that are priced correctly from day one tend to:

• Get more showings early,
• Create a sense of urgency
• Avoid the dreaded “what’s wrong with it?” stigma

The first 10–14 days on the market matter more than ever.

2. Strong online exposure (this is non-negotiable)

Most buyers see your home online before they ever step inside. That means:

• Professional photos (no shortcuts)
• Compelling descriptions that help buyers picture themselves living there
• Strategic placement on the sites buyers actually use…check out my profile on Zillow and Homes.com to see how I highlight the sellers I represent.

Photos are the most important piece.  If the photos aren’t appealing, no amount of flowery writing is going to get the buyers to schedule a showing.

3. Condition still matters even in a low-inventory market

Yes, inventory is tight. No, buyers won’t “overlook everything.”

What buyers will forgive:

• Dated finishes, if the home feels clean and cared for

What they won’t:

• Deferred maintenance
• Strong odors
• Obvious repairs they’ll have to tackle immediately

Contact me for a copy of “From Prep to Sale” which gives you a 30 day timeline of things to do before putting your home on the market.

4. A clear strategy (not just “list and hope”)

The homes that sell fastest and for the best terms usually have a plan behind them:

• Target buyer profile
• Showing strategy
• Offer review plan
• Negotiation approach based on current buyer behavior

This isn’t a one-size-fits-all market anymore.

5. The right guidance through the process

Selling a home isn’t just about getting an offer…it’s about getting to the closing table with the least amount of stress and the best possible outcome.

That means understanding:

• What terms actually matter
• How inspections are playing out locally
• When to push and when to pivot

Bottom line:
Homes are still selling in Northern Virginia but the ones that sell well are priced correctly, presented thoughtfully, and marketed strategically.

If you’re thinking about selling and want an honest conversation about what would work best for your home right now, I’m always happy to talk it through.

I’m Nancy Pav, an Associate Broker serving Ashburn, Loudoun County, and Northern Virginia, and I help sellers make smart, informed decisions.