Why Timing, Strategy—and Sometimes Privacy—Matter More Than Price
In Los Angeles’ luxury real estate market, Days on Market (DOM) isn’t just a metric—it’s a message. And once that number creeps past a certain threshold, it starts to raise questions buyers don’t even have to say out loud: Why hasn’t this sold yet? What’s wrong with it?
According to Concierge Auctions’ 2025 Luxury Homes Index, luxury properties that stay on the market more than 180 days end up selling for an average of 80% of their original list price. That’s a significant drop compared to homes that sell within 180 days, which average 87% of list price. Even more sobering: homes that don’t sell in that first 6-month window tend to sit for 569 days on average.
So how do you avoid that kind of stagnation?
The Truth About High-End Listings
Luxury and ultra-luxury homes aren’t typical. They don’t have a large buyer pool, and the right buyer may not even be actively looking—yet. So the idea that a simple price cut will bring in traffic? It’s outdated.
As Concierge Auctions CEO Chad Roffers puts it:
“The problem wasn’t the price. The problem was that the pool of buyers for your house is small, if not very small, and cutting the price isn’t going to expand the pool of buyers.”
What Does Work?
Have hard conversations by Day 90—not Week 23.
Use strategy, not just price drops. Reposition. Re-market. Consider a different lens entirely.
Introduce alternative approaches early: Private sales, global outreach, and yes—auctions—can all help drive urgency and competition without lowering value.
The Case for Pocket Listings in Los Angeles
Some of the most desirable homes in LA never even hit the MLS. That’s not a failure—it’s a strategy. Pocket listings allow for privacy, discretion, and curated exposure to serious buyers. When handled correctly, a pocket listing can generate quiet momentum that sells a property before the “DOM clock” ever starts ticking.
And if you’re a seller who isn’t quite ready to go live—or who values privacy over traffic—a pocket listing might be your best first move.
I’ve helped clients sell high-end homes quietly and strategically—no MLS needed. Get in touch →
Final Takeaway: The Clock Starts Sooner Than You Think
Luxury properties are like couture: they don’t appeal to everyone, but they deserve a tailor-made approach. And in a market where buyers rely heavily on days on market data—even when it’s misleading—getting your strategy right early matters more than ever.
Whether it’s a pocket listing, an auction, or a fresh marketing pivot, luxury homes sell best when they’re positioned with purpose.
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