Andrew GazdeckiSerial Entrepreneur Driving Startup Acquisitions

Overprice by 20%? Only 2% Take It Seriously

3 Sept 2026 · 1 min

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In this brief advisory segment, the speaker explains that pricing a listing 20% above market value signals a lack of market awareness to potential buyers, resulting in only about 2% of the active buyer pool taking the listing seriously. Conversely, pricing the same listing roughly 20% below fair market value dramatically expands interest, with approximately 92% of active buyers reviewing the deal, signing NDAs, and reaching out. This larger pool generates more offers, meetings, and often leads to better pricing, deal structures, and overall outcomes. The core message is that strategic underpricing can drive engagement and improve transaction results, while overpricing severely limits buyer interest.

Chapters

If you overprice your listing by 20%, only 2% of the active buyer pool will actually take your listing seriously. Because what that shows to a buyer is that you may not understand where the market is at, where other comparable deals are trading at. And on the flip side, if you price it 20% below fair market, that buyer pool number jumps to 92% of the active buyer pool looking at your deal, signing an NDA, reaching out to you. And that leads to more offers. Meetings, conversations, and oftentimes a better price, better deal structure, and just a better outcome.