As the year comes to a close, most agents reflect on their goals, relationships, and production.

But here’s one exercise that can dramatically impact your business next year…

Analyze your sales by price point.

The 5 Price Buckets

In most markets, every transaction falls into one of these categories:

1. Entry-Level – Starter homes
2. Average Price Point – Your market’s median
3. High-End – About 2x the average price
4. Luxury – About 3x the average price
5. Ultra-Luxury – Top-tier homes (not in every market)

The Exercise

Go back and review your last 12–24 months of sales.

Then:

• Place each transaction into one of the five buckets
• Separate buyer-side vs. listing-side deals
• Compare year-over-year performance
• Track your average sale price and total volume

This will give you clarity on where your business is growing—and where it’s not.

What Most Agents Miss

Too many agents focus on number of units sold.

But the real metric?
Volume and average sale price.

You can sell fewer homes…
and still make more money.

The Goal

You don’t need to abandon any price point.

But you should:

• Be intentional about moving upmarket
• Diversify across price ranges
• Identify where your biggest opportunities are

Final Thought

If you want to increase your average sale price…

Don’t guess.
Track it. Measure it. Improve it.

Because what gets measured…
gets improved.

Michael LaFido
Founder & CEO | Luxury Listing Specialist Designation (LUXE)
Michael@MarketingLuxuryGroup.com
LuxuryListingSpecialist.com
LuxurySpecialistGear.com

Click HERE to see where Michael is speaking next or where his next LUXE class will be.