Pricing Against Active Listings (Not Just Sold Comps) + Video Bringing it all Together

Why Active Listings Matter

Sold comps tell you what buyers were actually willing to pay. Active listings show you what you're competing against right now.

Both matter.

But remember: 👉 Just because someone lists their property for $X doesn't mean it's worth $X. Buyers don't care about what you want. They care about the options they have.

How to Read Active Listings

Look at Days on Market (DOM)

New listings (<30 days): Might be testing the market. Don't use as proof of value yet.
Mid-range (30–90 days): Could be in line with market but waiting for the right buyer.
Stale (90+ days): Usually overpriced, poorly marketed, or has hidden issues.

Check Listing Quality

High-quality listing (great photos, clear boundaries, good description): If it's not selling after 90+ days, price is likely too high.
Poor listing (dark photos, vague details, no drone shots): Lack of activity could be bad marketing, not necessarily price.

Compare Like for Like

Ignore listings with different zoning, access, or size — they aren't your competition.
Focus only on listings a buyer would see as a substitute for yours.

Rules of Thumb for Using Active Listings

If multiple listings sit unsold at $50k+ for months: Your property won't realistically sell above $50k, unless yours is marketed dramatically better.
If listings under $45k are moving and the $55k ones are sitting: The "buyer action zone" is probably in the $40k–$50k range.
If you see a poor-quality listing at $55k sitting for 6 months, but a sharp listing at $52k sold in 30 days: The market is telling you presentation and price both matter.

Quick Adjustment Guide for Active Listings

Scenario	What It Means for Your Pricing
Similar lot, 120+ DOM, good marketing, no activity	Price is too high → adjust downward
Similar lot, 120+ DOM, poor marketing	Don't use as strong pricing proof → weight it lightly
Similar lot, new listing (<30 DOM)	Wait and watch → too early to know if overpriced
Multiple lots at same price sitting unsold	Buyer pool is rejecting that price point
Listings $5–10k lower are moving fast	That's the "sweet spot" you should aim to be near

Key Takeaway

Sold comps = proof of value.
Active listings = proof of competition.
DOM + listing quality = proof of reality.

👉 Price your property where buyers are actually acting, not where other sellers are dreaming.

Final Note on Pricing

Pricing land is never an exact science — it's more of an art. The real goal is simply to look at all the lots for sale and sold in your area within last 3-6 months, note the differences and similarities, and then let a picture form. Every county, state, city, and even subdivision has its own quirks.

Don't overcomplicate it and don't get overwhelmed. The examples in this course are here to give you a general framework, but the truth is simple: find local comps, understand the differences as they apply to your lot, and the right price range will make itself clear.

AI Tools Bonus: 📊 AI Active Listings & Competition Adjuster

Run this after your comp adjustment tool output

• Use Case

Take the pricing range you generated with the AI Comp Adjustment & Pricing Range Builder, then overlay current active listings to see how competitive your price really is. This tool narrows your range further by factoring in buyer behavior, days on market (DOM), and listing quality.

• Prompt

Act as my land pricing competition analyst. Take the baseline pricing range (from my sold comp analysis) and compare it against the active listings I provide. Your job is to show how current competition should confirm, compress, or adjust my pricing range.

Rules:

Always start from the baseline range: This must come from the previous AI comp tool's output, not from scratch.
DOM matters:
- <30 days = too early to judge
- 30–90 days = reasonable baseline
- 90+ days = stale, overpriced, or hidden issue
Listing quality filter: Good photos + description = reliable price signal. Poor marketing = weak signal.
Compare only true substitutes: Ignore listings with different zoning, access, or size that buyers wouldn't consider interchangeable.
Output "Takeaways" yourself: The AI, not the user, should summarize each listing's signal (e.g., "stale & overpriced" or "competitive anchor").
Final output must reconcile: If actives above your range are sitting, cap the high end. If lower actives are moving, pull the low end down. Always explain the reasoning.

Output format:

Baseline Range Recap (from sold comps)
Active Listing Table: Listing | Asking Price | DOM | Quality | Key Differences | AI Takeaway
Competition Insights: where buyers are acting vs. rejecting
Adjusted Range: refined low–mid–high pricing zone
Final Recommendation: price point + rationale

Inputs (paste below):

Baseline range (from comp tool): low, mid, high
Active listings (3–6): For each → size; access; utilities; clearing/terrain; proximity; zoning; asking price; DOM; listing quality (good/poor); notes (e.g., corner lot, backs to highway, etc.)

• Example Input

Baseline range (from comps):

$34,000 (low)
$37,000 (mid)
$40,000 (high)

Active listings:

Listing A: 1.0 ac; paved road; power/water; wooded; Asking $42,500; 120 DOM; quality: good; notes: solid photos
Listing B: 0.95 ac; paved; power at street; cleared; Asking $39,900; 45 DOM; quality: poor; notes: weak photos
Listing C: 1.1 ac; gravel; no water; wooded; Asking $33,000; 25 DOM; quality: average; notes: basic description
Listing D: 1.0 ac; paved; utilities; corner lot; Asking $44,000; 150 DOM; quality: good; notes: strong presentation

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