Quick answer: The number one mistake luxury sellers make on the Big Island’s Kona–Kohala Coast is ignoring the market’s signals—especially failing to adjust pricing or presentation after 30–45 days with little to no activity. This can lead to longer listing times and missed opportunities to create excitement and urgency.
Key takeaways: mastering your luxury home sale on the Kona–Kohala Coast
- Listen to the market: Your initial price is an educated guess; market feedback (showings, offers, and buyer reactions) guides necessary adjustments.
- Price for urgency: The first 30 days matter most for generating momentum. Overpricing can stall interest and reduce competition.
- Presentation is paramount: Staging, cleanliness, condition, and overall “showing well” directly affect perceived value.
- Strategic marketing matters: Targeted, high-quality marketing helps reach qualified buyers and can create competition.
- Adapt and act: If the market is not responding, make informed changes rather than waiting for conditions to improve on their own.
Over nearly two decades selling luxury homes on the Kona–Kohala Coast, I’ve worked with hundreds of sellers preparing to list second homes and investment properties. One of the most common questions I hear is: “What’s the biggest mistake I can make when selling my luxury home here?”
The answer isn’t magic—it’s a system. What I call the Polimino Market Response System is the result of years of testing, refinement, and proven results. Instead of describing the system in the abstract, the sections below answer the most common questions sellers ask and explain what we do differently in the luxury market.
Why isn’t my luxury home selling on the Kohala Coast, even though it’s priced competitively?
Quick answer: In many cases, if your luxury home on the Kohala Coast isn’t selling, it’s because the market is signaling that something is misaligned—typically price, presentation, or both—regardless of the original pricing strategy.
When we first list a home on the Kona–Kohala Coast, the price is based on extensive research, recent comparable sales, and a deep understanding of current market conditions. It’s a highly informed estimate, but the market provides the real verdict. If 30–45 days pass with minimal showings, no offers, or very little engagement, the market is communicating clearly: at its current price and presentation, the home is not resonating with the right buyers.
Many sellers assume they simply need more time, or that stronger marketing alone will solve the problem. Marketing is important, but it cannot overcome a misaligned price or a presentation that does not match buyer expectations. When demand does not meet the asking price, the path forward is to evaluate what buyers are responding to—and adjust accordingly.
Real example: A client listed a Hualalai Resort villa priced based on recent sales. After 40 days, there were only two showings and no offers. We adjusted the price by 5% and refreshed the staging, which generated three offers within the next two weeks. The home ultimately sold for 2% below the original asking price.
How important is the initial pricing strategy for my second home on the Kona–Kohala Coast?
Quick answer: The first 30 days are critical for generating excitement and urgency. Pricing correctly from the start can significantly impact both time on market and the final outcome.
In my experience, the first 30 days on the market are the most important for a luxury home on the Kona–Kohala Coast. This is when serious buyers and their agents pay the closest attention. The goal is to create momentum and urgency. If a home is priced too high, it often misses that initial window, gets passed over, and can quickly feel stale.
At the same time, the objective is not to underprice and leave money on the table. The goal is to land at a price point where buyers feel they are getting exceptional value, prompting them to act quickly and, ideally, compete. That competition is what tends to produce the strongest offers.
Real example: Homes on the Kona–Kohala Coast that are priced within 2% of their eventual sale price in the first 30 days often sell faster than homes that require multiple price reductions. When pricing starts closer to the market’s perceived value, sellers can avoid months of lost momentum and may protect net proceeds.
Will staging and presentation actually increase my sale price, or is it just for show?
Quick answer: Professional staging and strong presentation can increase perceived value, influence buyer emotion, and improve both sale speed and offer strength for a luxury home.
Presentation is not just cosmetic—it shapes how buyers interpret value the moment they walk in. A luxury home should feel elevated, effortless, and aligned with the lifestyle buyers are purchasing. That comes down to decluttering, depersonalizing, condition, lighting, and often professional staging. A well-presented home doesn’t just photograph better; it feels better in person, and that experience can translate into stronger offers.
Real example: In a recent analysis of luxury sales on the Kohala Coast, professionally staged homes sold for an average of 6% more and spent 25% less time on the market than comparable unstaged properties. Staging costs vary, but the return can be substantial when the home is positioned correctly.
How does The Hawaii Team’s marketing get so many people to look at my luxury home?
Quick answer: Targeted, multi-channel marketing expands exposure beyond the MLS to reach qualified buyers quickly, helping create urgency and competition.
Pricing and presentation set the foundation. Marketing is how you create reach and momentum. Effective luxury marketing goes beyond a basic listing: it relies on high-end photography, cinematic video, drone footage, compelling positioning, and targeted digital distribution to reach high-intent buyers—both locally and from the mainland.
The goal is to create urgency by ensuring the home is seen by as many qualified buyers as possible as early as possible. When multiple qualified buyers are aware of the home and see its value, competition increases—and competition drives strong outcomes.
Real example: Targeted digital campaigns for luxury properties can produce click-through rates well above typical real-estate benchmarks, resulting in meaningful exposure beyond the local market. This broader reach often translates into stronger early showing activity during the launch period.
The bottom line: listen, react, and sell smarter on the Kona–Kohala Coast
The number one mistake luxury sellers make is not listening to the market. The concept is simple: pay attention to showings, feedback, and offers (or the lack of them). If the market is not responding, react quickly with smart adjustments to price and/or presentation. That market-responsive approach protects momentum and improves your odds of a successful sale.
I would not be surprised to see sellers who embrace this market-responsive approach achieve their goals faster and with greater satisfaction. We would be honored to be of service.
Frequently asked questions
Q: How long should I wait for an offer before adjusting my price on my Kona–Kohala Coast home?
A: If you have no offers or meaningful indicators of serious interest (such as second showings) within 30–45 days, the market is often signaling that price, presentation, or both should be evaluated and adjusted.
Q: What does “listening to the market” truly mean for a luxury seller?
A: It means paying attention to showing activity, buyer feedback, and comparable sales. If similar homes are selling faster or buyers are not engaging, that feedback is a data point indicating your home’s perceived value may need recalibration.
Q: Should I lower my price if I’m getting showings but no offers on my Mauna Kea Resort condo?
A: Not necessarily. Showings without offers often indicate a gap between perceived value and the asking price. Sometimes the adjustment is pricing; other times it is presentation, condition, or small repairs that help the home feel aligned with the price point.
Q: What if I think my Kona–Kohala Coast home is worth more than the comps suggest?
A: Unique features can justify a premium, but the market still determines value. If you believe your home warrants more, ensure those differentiators are clearly supported through presentation and marketing so buyers can understand and validate the premium.
Q: Is it better to wait for the “right buyer” or adjust to sell quicker?
A: Waiting can lead to a stale listing and reduced leverage. A market-responsive strategy aims to attract multiple qualified buyers through smart pricing, strong presentation, and broad exposure, which can improve both speed and outcome.