Home is more than four walls and roof. Home is a door opening to you, your family, your pets, your lifestyle, your neighborhood, your community, your city. It’s all encompassing on so many levels.
Seller Psychology in 2026: Why Overpricing Is Backfiring
Why overpricing your home in 2026 in Richmond, VA is costing sellers time and money. Learn how buyer psychology, pricing strategy, and market shifts impact your sale.
Awww, did you think it was still 2021-22? I hate to break it to you, but the time when sellers could name their price and the market would politely nod is officially OVER.
In 2026, the Richmond real estate market is no longer operating on high octane. It’s operating on awareness. Buyers are informed, patient, and calculating. And yet, many sellers are still pricing as though we’re in peak frenzy.
The “Let’s Just Try It” Strategy
One of the most common phrases in 2026:
“Let’s just try it at this price and see what happens.” This drives a lot of us crazy because we work very hard in doing the research when pricing your home and comparing it to similar and relevant properties. What happens when you don’t listen to us?
The home sits.
Buyers assume there’s something wrong.
The listing loses momentum.
Price reductions begin.
If we overprice the home on its initial launch, and in those first two weeks we don’t get the attention your home deserves, it becomes harder to regain the energy with a price reduction.
Overpricing doesn’t test the market. It exhausts it. Price it right from the get go and you’ll see it sold quickly and with a good buyer.
Buyers Have Changed
Buyer’s now are keen to interest rate fluctuations. They are being more strategic and less hasty with their buying decisions. Instead of feeding the bidding frenzy, they are just fine walking away from a property that feels beyond their means. Additionally, they are now more data-driven than ever.
In 2021 and 2022, we saw a lot of emotional buying while now we are seeing buyers think and wait. It helps that Realtors have also gotten better at having these conversations with buyers before they hit pavement.
The Illusion of Negotiation Room
“But then we have room to negotiate,” said high pricing Sellers.
Buyers are more apt to move on than compete these days. Where we were seeing $50-100K over, we are now only seeing that type of machismo bidding in very sought after neighborhoods.
If a home is well-priced that is when competition comes into play, and you want many offers as opposed to hesitancy.
What’s Actually Working in 2026
The homes performing best right now share a few traits:
Priced precisely within market range
Thoughtfully prepared and staged
Professionally marketed
Launched with urgency
These properties create momentum. They feel aligned with buyer expectations, therefore creating interest.
Selling a home in 2026 requires strategy, not sentiment. Buyers don’t care what you paid in landscaping, how much the siding cost, or how many upgrades you’ve poured into the place over the years. They care about today’s market value, and whether your home makes sense against the competition.
The market isn’t broken, it’s just readjusting to an adrenaline pumped market to a more balanced, normal one. Your best bet is to price strategically if you want more offers. Listen to your real estate pro (aka US!), we will help guide you down the right path to sold.
Who’s Falling for Richmond?
Who’s moving to Richmond in 2026? Explore the new Southern buyer, migration trends, and why Richmond, VA continues to attract professionals, creatives, and returning residents.
The New Southern Buyer in 2026
Photo by: Stephanie Rhee
With over 52,000 people moving into the Richmond area since 2020, it is not absurd to think, “They like us! They REALLY, REALLY like us!” Let’s be honest, we have a lot of charm and a lot of green flags. Transplants and returnees desire some character in their surroundings, and with RVA having walkability, culture that fits different lifestyles, and a diverse topography, it is no wonder why we get chosen time and time again.
So who exactly is falling for us?
Let’s take a look.
The Northern Transplant
Those Nawtheners are coming from New York, New Jersey, Boston, and D.C. Their jobs are remote or hybrid and they’ve been priced out of the metropolitan areas. What you can have in RVA including a yard and garage far surpasses the high price points of these cities. These are people who are tired of the hustle and bustle and want more space to breathe. We are a centralized location making it easy for commutes as well.
These folks are looking for an upgrade and will more than likely find themselves in The Fan, Church Hill, and the Museum District while others will find a lot more square footage and good schools in the West End, Moseley, and UofR neighborhoods.
The Remote Creative
Richmond is has become a mecca for creatives. It has quietly become one of the most respected creative hubs in the country, and that’s not accidental. Between the talent pipeline coming out of VCU’s Brandcenter and the long-standing presence of The Martin Agency, this city knows how to produce thinkers and makers who understand both strategy and storytelling. We have a strong creative community that is collaborative without the ego.
Creatives seeking home here will more than likely enjoy Church Hill, Scott’s Addition, Manchester, and Carytown. Lifestyle will win over square footage for them, and having a vibrant art scene entices these movers.
The Richmond Curse
More than likely our former neighbors didn’t do their respective 50 laps around Monroe Park and have found themselves home once more. We’re seeing a noticeable return of buyers who grew up in Virginia, spent time in Charlotte, Atlanta, Nashville, or D.C., and are now ready for something more settled.
These homecomers have migrated to a new phase in life where they’re thinking about schools, space, raising families near grandparents. But they have a need to maintain a lifestyle that is active and accessible. We’ve maintained Southern hospitality without stagnation, growth without losing identity.
Richmond never loses it’s familiarity no matter how much the landscape changes, and what were once crime heavy neighborhoods are now sprinkled with yoga pants and baby strollers.
The Intentional Downsizer
We’ve noticed an increase of empty nesters moving to Richmond city proper. They want less house, but more walkability. They are big restaurant people and want to walk to the coffee shop in the morning to get their lattes and scones. These are movers that want a minimalistic home with low maintenance, but an area that will enhance their well-being.
They want connection over isolation, and quality experiences and discoveries without being overwhelmed by big city living.
The Perfect Match
We are the biggest little city in Virginia. People move here for all sorts of reasons. Due to its proximity to the ocean, the mountains, and other big cities, it is primed for desire. It is easy to navigate, has diverse neighborhoods and architecture, embodies charm and sophistication, and you honestly never know who you’re going to run into.
Sometimes we want to keep it our little secret, but at the same time wear her on your arm like she was your most prized heirloom. We cater to so many different types of people, lifestyles, and cultures that Richmond feels like a Bridgerton in season. Talked highly about, a little rough around the edges in places, but undeniably attractive and impossible to ignore.
Let’s Talk About Gentrification — Because Pretending It Isn’t Happening Helps No One
Gentrification in Richmond isn’t slowing down—but it doesn’t have to mean erasure. Let’s talk about how the city’s rapid growth can honor its roots, keep longtime residents included, and build a future where progress and preservation coexist.
Photo by: Jian Xhin
“I’m all for people becoming a part of our city, but I’m not a fan of people homogenizing it. If you’re going to move to an “up and coming” neighborhood, then contribute to it and respect what was in place.”
Richmond has always been a city of contrasts. Old soul, new blood. Brick and bourbon. Corner stores turned coffee shops. You can stand on a block that’s been the same for fifty years and, two doors down, find a new restaurant bar glowing with Edison bulbs pouring $15 cocktails with a bar full of…non-Richmonders.
That’s the thing about this city — it keeps changing its outfit. And lately, the change feels faster than ever.
“Gentrification” is the word everyone whispers like it’s a curse. And depending on where you stand, maybe it feels like one. Rising home values, safer streets, fresh paint — sure. But also: rent hikes, relocation, and the slow fading of long-held bar stools.
The truth? Gentrification is coming whether we sign off on it or not. The question isn’t if it happens — it’s how we handle it.
Let’s Start With Some Honesty
Richmond’s popularity didn’t happen by accident. People are moving here because it still feels authentic. It’s creative, gritty, soulful — and (for now) a bit more affordable than the bigger metros circling us. But all that love and investment comes with a cost if we’re not paying attention.
When neighborhoods get “discovered,” the ripple isn’t just economic — it’s emotional. The same front porch where someone’s grandma watched the block grow up might now overlook something that doesn’t look like her anymore. I for one can speak to it when I sit on mine and am no longer receiving the Hello’s or Good (insert time of day) by passerby.
So What Can We Do Differently?
Change is inevitable as I say, and although I cherish the nostalgic moments of the Richmond I grew up in, we can’t very well freeze time. But we can grow with intention.
Honor what was already here.
Every street has a story. Know it. Tell it. Whether you’re selling a home or moving into one, carry the history with you instead of deleting it. Tell people about your neighbors. Hell! Get to know the neighbors! You’d be surprised at how much you can learn from them especially in historic areas.
Work with the community, not around it.
Support the locals. If there is anything I cannot stand is watching people move into neighborhoods that don’t contribute or support it. Be a part of it by joining neighborhood organizations, clean-up days, and attend events happening in your area. Love Thy Neighbor people!
Push for fair growth.
Advocate for policies that keep housing mixed — incomes, ages, backgrounds. We need both the dreamers moving in and the folks who’ve been holding down the block for decades. This is essential. Diversity contributes to the thrive of a neighborhood and a good way to learn the history of it. You’re not moving into a hot spot, you’re becoming part of it.
Here’s the Heart of It
Change is natural. Erasure isn’t.
Richmond’s magic has always come from its layers — We are a rich and culturally diverse city. Having transplants isn’t always comfortable, but it does breathe new energy that contributes to old familiar ways. There is a place for everyone, and although gentrification might be inevitable, it doesn’t have to be a force of displacement. I’d like to see it be a movement of renewal with respect to what has been long established.
RVA Holiday Gift Ideas
Not sure what to get them? Check out these unique and fun gifts from your favorite RVA businesses.
Nobody likes to admit our flaws, but I have to admit, I am a terrible procrastinator. I tend to have an extra dose of it during the holidays and I think it’s because I stress on my gift giving abilities (Will they like it? Is this too expensive? Do I have to get my boss a present too?) and truthfully, I hate giving gifts that will end up at the regifting party.
While my friends’ holiday cards fill my mailbox and my block is blindingly illuminated in decorations, I’m trying to send an email I rewrote five times now! Point being, holiday planning is not my forte, I prefer the receiving end of it all. When I go get to shopping, I’ll be finding the most unique and functional gifts for family and friends so not to mimic my aunt’s taste for Dollar Store bath soaps and porcelain chickens. So, if you are not into the socks and underwear crowd, try these unique and creative gift ideas for your family and loved ones. What better way to support our RVA small businesses!
Happy shopping! (click on photos for links)
World of Mirth
Everything about WOM is magical during holiday season. So many unique gifts from child to adult. I love the staff here usually, but during this time, they are uber patient and helpful. I mean where else can you find The Hip Hop Queens Oracle deck or Dolly Parton air freshener? If you want to gift your new mommy some cool baby duds, this is the spot!
Clay Ground
You know what a cool gift is? Art. You know what a cooler gift is? Art they can make. Clay Ground is a ceramic studio on the east end of Richmond, offering classes, open studio hours, private lessons, private events and membership. It is a really fun way to make art and new friends or you know, relive those Ghost scenes! Gift certificates are also available.
Alma’s RVA
If you are looking to support our local artisans as well as a local business owner, look no further than Alma’s. They have subscription boxes, gift certificates, and one of kind jewelry, glassworks, ceramics and so much more. I cannot tell you what a treat Northside got when Mrs. Miser set up shop. Please check their website for their latest installations. and workshops.
RVA Tattoos
With over 50 shops to choose from and a myriad of incredibly talented artists, RVA does not lack on this unique gift. Who doesn’t want their deposit paid for or a gift certificate to their favorite ink well. Additionally, a lot of these places sell artwork and merch from their artists as well . Give a gift that will literally be permanently remembered.
Cooking Classes
I know a lot of people who love to cook and want to sharpen their skills by expanding their home menus. Some want to fine tune or learn to use diverse ingredients while others just want to learn to cook healthier. Giving the gift of cooking not only is a great gift, but it’s only going to benefit you at the next dinner party.
Jewelry
RVA has some fine jewelry makers and who doesn’t want cool bling to show off. You can support our local jewelers and also give someone a unique statement piece. Shop these and get all your bijoulicious wares.
It’s Leatha
We have some very talented leathersmiths here in RVA, and what better long lasting items to present to your loved ones. I particularly like the knife roll that Van Herten crafts and the cool patterns and name of Blackbyrd, badass. Awl Snap has everything from clutches to backpacks for all their toting needs.
Musical Performances/Dance/Theater
If your people are anything like me and enjoy going to a show, then I suggest tickets to support the local performing arts and our very few venues. Check out who is coming to The National, The Camel, The Broadberry, or Richmond Music Hall. Both Richmond Ballet and Latin Ballet of Virginia have gift certificate purchasing available. In addition, The Richmond Symphony has recorded music and gift certificates for purchase to any performance. Give them the gift of improv with Coalition Theater or give them the theater experience with a gift certificate from Virginia Rep. In addition to their annual performances, you can also get them dancing with a class from Dogtown Dance Theater.
Foods
RVA has some great local flavors to enhance any stocking or gift box. Check these out!
I Think You’re Freaky and I Like You a Lot
The holidays are not just for the traditional socks and underwear crowd. If you are looking for something a little different Rest in Pieces is your spot. Cool taxidermy, tarot cards and all things strange, RIP has what you’re looking for.
Words
For those bookworms, go by Chop Suey or Fountain Bookstore and get some local authors’ works and if they are in love with the written word, present the present of a writing class, Life in 10 Minutes is a fantastic way for them to explore their inner scribe.
Social Clubs
Give them the gift of hanging out. RVA has some great social clubs to help them impress clients, interact, and enjoy a communal lifestyle.
Hands On
Get them a class or gift certificate to the Visual Arts Center, membership to Build, RVA or Workbench RVA. The gift of learning is strong Santahopper.
