Pricing strategy

Pricing is harder here than for houses, for a structural reason: there are fewer comparable sales, and much of the visible data is asking prices rather than sale prices. Asking prices in this market are frequently aspirational, so anchoring to them produces a listing that sits.

Build your estimate from several directions and look for agreement. What have similar homes in your community or area actually sold for, not listed for? What is your home's condition relative to those? What total monthly cost does your price imply for a buyer, once current lot rent and likely financing terms are included? And what is the home worth to the community itself, if they buy homes, as a floor rather than a target.

That third question is the one sellers skip and buyers cannot. A buyer is solving for a monthly figure. If lot rent in your community has risen, or if financing for a home of your age is expensive, the price that produces an affordable monthly cost is lower than it was, regardless of anything about your home. Pricing as though that has not happened produces a listing nobody responds to.

Price it right at the start. In a thin market the first three weeks bring the buyers who have been watching, and a home that is visibly overpriced gets skipped by exactly the people most ready to act. Repricing later reaches a smaller audience.

If your home is on owned land and converted to real property, you are in a genuinely different pricing conversation, closer to residential real estate, and worth getting a professional opinion on.