Sometimes the Best Strategy Is Knowing When to Wait
How patience, market timing, and a complete reset transformed a stalled listing into a multiple-offer success
Not every sale follows a straight line. Sometimes the path to success requires stepping back, regrouping, and knowing when conditions are right to move forward.
At 35 Bernard Street in Mill Valley, we didn’t get it right the first time. Or the second. But by the third attempt—with the right timing, the right presentation, and hard-won lessons from our earlier missteps—we secured multiple offers and closed at $3,650,000, more than 4% over the asking price.
Here’s how we got there.
Act One: November 2024—A Perfect Storm of Poor Timing
My clients needed to sell. They were already in contract on their next home, contingent on the sale of 35 Bernard Street. The pressure was on, and understandably, they wanted to maximize their return.
Against my recommendation, we listed at $3,995,000—a price point that reflected their aspirations more than market reality. But the pricing wasn’t the only issue: I had also advised against launching in November at all. The timing couldn’t have been worse:
- Rain. Lots of it. The kind that keeps buyers home and makes properties look dreary.
- The week of Thanksgiving, when serious buyers are traveling or distracted.
- The home was owner-occupied, furnished with personal belongings, and while we did our best to clean and declutter, it lacked the crisp, aspirational quality that moves buyers emotionally.
The result? Minimal interest. No offers. A listing that went nowhere.
Act Two: Spring 2025—Wrong Market, Wrong Moment
We regrouped and relisted in the spring of 2025, this time at a more realistic $3,695,000. Fresh season, fresh start, better price—right?
Not quite.
By then, the broader environment had shifted in troubling ways. The early months of the Trump administration brought political uncertainty, market volatility, and a pervasive sense of economic unease. The stock market was down. Consumer confidence was shaky. And our local Mill Valley real estate market was sluggish at best.
Even with better weather and renewed effort, the energy just wasn’t there. Showings were slow. Feedback was lukewarm. It became clear that we were fighting an uphill battle against forces beyond our control.
That’s when I had an honest conversation with my clients: **This isn’t the time. Let’s pull the property, move you out, and come back when the market is ready.**
It wasn’t an easy recommendation to make—or to accept. My clients had every reason to be frustrated after two unsuccessful attempts. But they trusted the process, and more importantly, they trusted that my advice came from years of reading market cycles and knowing when to push forward versus when to regroup.
Sometimes the most important thing an agent can do is protect their clients from a mediocre result when a great one is still possible. And sometimes the most important thing a client can do is trust that guidance, even when it means more waiting.
Act Three: Fall 2025—The Right Time, The Right Look
We withdrew the listing. My clients moved out, giving us full control of the property. I brought in professional stagers who transformed 35 Bernard Street into a show-ready home that felt fresh, inviting, and aspirational.
We also repositioned the price at $3,495,000—a strategic adjustment that reflected both the improvements to the presentation and a clear-eyed view of market value.
By early fall, the market sentiment had shifted. Confidence was returning. Buyers were back. And this time, 35 Bernard Street was ready to shine.
The difference was immediate:
- Strong foot traffic at open houses
- Enthusiastic buyer feedback
- Multiple offers within days
We closed at $3,650,000—over 4% above asking—in a competitive, multiple-offer scenario.
The Lesson: Timing and Presentation Aren’t Optional
The story of 35 Bernard Street is a reminder that in real estate, how and when you bring a property to market can matter as much as the property itself.
Here’s what made the difference:
Market Timing
Launching during a rainstorm before Thanksgiving, or during a period of economic anxiety, is like planting seeds in frozen ground. Sometimes you have to wait for the right season—even if it means pausing, resetting, and exercising patience.
Crisp Staging
Owner-occupied homes, no matter how well-maintained, rarely compete with professionally staged properties. Staging isn’t just about aesthetics—it’s about creating an emotional experience that allows buyers to envision their future in the space.
Strategic Patience
Not every seller has the luxury of time, but when possible, waiting for optimal conditions can mean the difference between a disappointing result and a standout success.
Trust the Expertise
My clients at 35 Bernard Street could have insisted on pushing forward after the spring attempt. Instead, they listened when I said we needed to wait—even though it meant more months of uncertainty. That willingness to trust professional guidance, even when it’s not what you want to hear, often separates good outcomes from exceptional ones.
What This Means for You
If you’re considering selling, know this: I’m not here to just put a sign in your yard and hope for the best. I’m here to strategize, to advise, to sometimes say “not yet,” and to make sure that when we do go to market, we’re positioned to win.
The sale of 35 Bernard Street didn’t happen because of luck. It happened because we learned from our mistakes, adapted our approach, and refused to settle for less than the result my clients deserved.
If you want a partner who will be honest with you, think strategically, and fight for the best possible outcome—let’s talk.
Because sometimes, the best move is knowing when to wait.
