Thinking about selling your Maryland home and wondering what price will spark strong interest without leaving money on the table? In a shifting market, guessing from online estimates can cost you both time and equity. This guide shows you how to use real comps through a Comparative Market Analysis to set a price that matches today’s demand in your exact neighborhood. Let’s dive in.
CMA basics: actives, pendings, solds
A Comparative Market Analysis, or CMA, is an evidence-based estimate of likely market value built from recent, similar sales and current supply-and-demand signals. For Maryland sellers, the goal is to set a list price that balances speed and net proceeds.
- Solds are your anchor. They show what buyers actually paid. Focus on recent closed sales, typically within the last 3 to 6 months.
- Pendings show today’s willingness to pay. In a changing market, they help you see direction and momentum.
- Actives are your competition. They reveal how other sellers are pricing and where buyers might compare you.
Weight solds as your baseline, pendings for short-term momentum, and actives for positioning. A good CMA blends all three and explains why each comp was chosen.
Build a Maryland CMA
Define your home clearly
Document the details that drive value so comps can be truly comparable:
- Property type, gross living area, bed/bath count, basement type and finished area.
- Garage spaces, lot size and usability, age and updates to systems.
- Condition and updates like kitchens, baths, flooring, and roof.
- Unique features such as water views, pools, or notable locations.
Choose the right comps
In urban and close-in suburban areas, prioritize comps within the same neighborhood or within about 0.25 to 0.75 mile, using the last 3 months of solds when possible. In suburban or rural pockets, you may extend to 1 to 3 miles, but keep neighborhood and school boundaries comparable. Match property type first, then expand carefully only if sales are thin.
Select 3 to 6 of the most similar closed sales as your primary comps, 2 to 4 pendings as your demand snapshot, and recent actives or expireds to show competition and price resistance.
Adjustments that matter
Two houses can look identical on paper yet sell very differently based on condition and features. Typical adjustment categories include:
- Size differences, often measured by price per finished square foot.
- Bedroom and bathroom counts when they affect function and appeal.
- Condition and updates. Kitchen and bath quality often carry the largest adjustments.
- Basement finish and size, attic conversions, or sunrooms.
- Garage and parking, lot size and usability, view premiums.
- Location nuances like a busy road or cul-de-sac.
- HOA fees, zoning notes, or historic overlays that affect the buyer pool.
How to adjust
Use paired sales when available to measure one feature’s impact. Derive a local price per square foot from your best comps to adjust for size. Apply percentage adjustments only when a dollar figure clearly varies with price level. If solds are older than the current trend, apply a time adjustment that reflects recent appreciation or softening. Document every adjustment and the rationale.
Produce your price range
Your CMA should land on a supported range, not a single guess. Then align your list strategy with your goals:
- Price to generate traffic and multiple offers by listing slightly below the midpoint.
- Price to capture maximum value in low-inventory markets by listing at or slightly above the midpoint.
Always tie the strategy to comps, pendings, days on market, and current inventory.
Read micro-market velocity
Key metrics to track
- Median days on market. Shorter times signal stronger demand.
- Sale-to-list price ratio. Above 100 percent suggests bidding pressure.
- Pending ratio. Pendings divided by actives indicates how hot the market is.
- Months of inventory. Under 3 months tends to favor sellers; 3 to 6 is balanced; over 6 favors buyers.
- New listings vs. closed sales trend over 30 to 90 days.
- Price per square foot trend for your property type.
- Expired or withdrawn rate to spot overpricing.
Interpreting signals
- Rapid appreciation: rising pendings and solds, over-asking sales, and very low inventory suggest you can price more aggressively.
- Slowing market: pendings below recent solds, longer days on market, and rising inventory call for conservative pricing.
- Uneven neighborhoods: street-level factors can override broader county trends, so stay hyperlocal.
Seasonality in Maryland
Spring often brings peak demand from March to June. Late fall and winter can see longer days on market and more negotiation. That said, move-in ready homes with low competition can still achieve strong prices off-peak.
Case example: pricing a 3BR home
Subject: a 3-bed, 2-bath detached home with 1,400 square feet, built in 1985, updated kitchen, unfinished basement, 2-car garage, and average condition in a suburban Maryland neighborhood.
Recent sold comps within 0.5 mile and 90 days:
- Comp 1: 1,350 sf, updated kitchen, finished basement of 400 sf, sold for 385,000 dollars.
- Comp 2: 1,480 sf, original kitchen, no finished basement, sold for 360,000 dollars.
- Comp 3: 1,420 sf, updated kitchen, finished basement of 200 sf, sold for 395,000 dollars.
Adjust by local price per square foot, basement finish, and condition. If the median price per square foot is about 270 dollars, the subject’s baseline is about 378,000 dollars, with adjustments for the lack of a finished basement compared to Comps 1 and 3. A supported range might center near 372,000 to 392,000 dollars. Strategy: list 379,000 dollars to spark strong traffic or 395,000 dollars to pursue maximum value if pendings and days on market support it.
Seller checklist for CMAs
A rigorous CMA you review with your agent should include:
- A clear description of your home and the comp selection criteria.
- A list of comps with photos, dates, prices, and documented adjustments.
- Neighborhood metrics: days on market, months of inventory, pending ratio, and recent price trajectory.
- A recommended price range plus at least one pricing strategy scenario.
- Notes on any cost-effective improvements that could lift price or marketability.
- Documentation of data sources, including MLS and county records.
Smart questions to ask
- Which neighborhood boundaries did you use and why?
- How recent are the solds and pendings you leaned on?
- Can you show paired sales or price-per-square-foot trends that support your adjustments?
- How would you price for a 1-week, 30-day, and 90-day sale timeline?
- What staging or marketing changes would help us meet the strategy?
- Can I have the CMA in writing, not just a verbal opinion?
Red flags to avoid
- Distant or dissimilar comps used without explanation.
- Old sales older than 6 months in a changing market without time adjustments.
- A single magic number with no range or documented adjustments.
- Ignoring pending and active competition.
Maryland notes for sellers
- Confirm Maryland-specific disclosure requirements and use the appropriate forms. Your agent can help you access the right resources.
- Use county property records for parcel details, lot size, and any easements that affect value and marketability.
- Discuss broker compensation openly and document fees. Do not rely on assumptions from public chatter.
Get a custom CMA for your home
If you are weighing a spring launch or planning ahead for fall, a written, property-specific CMA will help you price with confidence. We will pull 3 to 6 adjusted sold comps, 2 to 4 pendings, current active competition, and neighborhood velocity metrics, then pair that data with a strategy that matches your goals. Ready to see your numbers? Request a Home Valuation with T&G Real Estate Advisors.
FAQs
What is a CMA for Maryland home pricing?
- A Comparative Market Analysis estimates likely market value using recent solds, current pendings, and active competition in your immediate micro-market.
How many comps should a Maryland CMA include?
- Aim for 3 to 6 closely matched sold comps, plus 2 to 4 pendings and a snapshot of active competition and expireds.
How far back should sold comps go in Maryland?
- Use the last 3 months when possible in active markets, and extend to 6 to 12 months only if sales are thin while applying time adjustments.
Should I adjust for a finished basement in Maryland?
- Yes. Finished basement space often carries a measurable value; adjust using paired sales or a local dollar-per-square-foot for finished area.
What is months of inventory and why does it matter?
- Months of inventory is actives divided by monthly closed sales; under 3 usually favors sellers, 3 to 6 is balanced, and over 6 favors buyers.
When is the best time to list a Maryland home?
- Spring typically brings the most activity, but well-prepped homes can sell well year-round when strategy, pricing, and presentation are aligned.
