Nail that sale: Joe and Jeannie Leocha

This couple in Fairfax, Va., faces a sagging market and needs to get more aggressive with their marketing.

Price it right
Nothing counts more than price. The Leochas used the price of other homes in the area as a benchmark to set their asking price. But most of those houses have four bedrooms; since the Leochas' home has only three, it is overpriced by $50,000, says Joe Grouby, a member of the American Society of Appraisers.

Realtor Moe recommends dropping the price from $676,000 to $624,900. But the Leochas balk, convinced that they can get more, and drop the price by just $26,100 to $649,900.

Says Jeannie: "We want room to negotiate."
The problem Marketing Move-in condition Smart cosmetic fixes Make it vanilla Price it right Give extras
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Most stock quote data provided by BATS. Market indices are shown in real time, except for the DJIA, which is delayed by two minutes. All times are ET. Disclaimer.

Morningstar: © 2015 Morningstar, Inc. All Rights Reserved.

Factset: FactSet Research Systems Inc. 2015. All rights reserved.

Chicago Mercantile Association: Certain market data is the property of Chicago Mercantile Exchange Inc. and its licensors. All rights reserved.

Dow Jones: The Dow Jones branded indices are proprietary to and are calculated, distributed and marketed by DJI Opco, a subsidiary of S&P Dow Jones Indices LLC and have been licensed for use to S&P Opco, LLC and CNN. Standard & Poor's and S&P are registered trademarks of Standard & Poor’s Financial Services LLC and Dow Jones is a registered trademark of Dow Jones Trademark Holdings LLC. All content of the Dow Jones branded indices © S&P Dow Jones Indices LLC 2015 and/or its affiliates.