Stuart Deane, a brokerage owner and real estate professional, is highlighting a critical disconnect in residential real estate: the costly gap between broad market headlines and local market realities. In a recent interview, Deane argues that decisions based on national averages and rushed timelines result in lost value, time, and increased stress for consumers. "Real estate decisions are still being made off big headlines instead of what's happening on the ground," Deane said. "That gap costs people money, even in strong markets."
This issue is particularly relevant given current market pressures. With housing affordability challenging and buyer confidence uneven, mistakes carry significant financial consequences. Data from ATTOM Data shows that homes lingering on the market beyond 30 days often require price reductions of 5% or more, even in balanced conditions. Deane believes that better consumer education and deliberate preparation can mitigate these losses, framing the issue as one of respect for people's time and financial resources.
The importance of hyper-local knowledge is supported by industry research. According to the National Association of Realtors, 86% of buyers value an agent with deep local market understanding. Yet, many consumers still default to national price trends when making decisions. Deane points out that this approach misses crucial nuances. "A national stat doesn't tell you why one street sells faster than the next," he noted. "It doesn't tell you what buyers are reacting to this month. Local knowledge does." Industry data corroborates this, showing homes priced using neighborhood-level data sell up to 17% faster than those priced with regional averages.
Beyond pricing, Deane emphasizes that preparation is a critical multiplier for success, often overlooked in favor of major renovations. He advises that sellers frequently focus on large projects while neglecting simple, high-impact fixes that buyers immediately notice. "Most fast sales don't come from big remodels," Deane stated. "They come from clean homes, honest pricing, and removing friction." Research from Zillow indicates that homes with neutral paint colors and basic cosmetic updates can sell for an average of $6,500 more. The National Association of Realtors also found properly prepared homes sell 18% faster than comparable unprepared properties.
Deane's call to action centers on empowering consumers to make more informed decisions by slowing down and focusing on fundamentals. He provides specific, actionable guidance for both buyers and sellers. For buyers, he recommends walking neighborhoods at different times, understanding price variations on the same street, tracking days on market, and prioritizing home condition over staging. For sellers, his advice includes fixing minor issues before listing, pricing based on recent nearby sales, emphasizing cleanliness and lighting, and analyzing the current selling pace of similar homes.
"Good decisions come from clarity," Deane concluded. "Clarity comes from paying attention." He encourages individuals to start by actively observing their local markets—watching what sells and what doesn't—arguing that this knowledge is both free and powerful. In an industry often driven by speed and generalization, Deane's message advocates for a return to disciplined, local-first analysis and intentional preparation as the foundation for sound real estate outcomes.
