Why Some Nashville Homes Still Get Multiple Offers — and How We’re Positioning Listings to Win in Today’s Market

Jack Costigan | Founder Of The Costigan Group

What We’re Actually Seeing in the Nashville Market

The biggest misconception right now is that nothing is selling.

That’s not true.

What is true is that today’s market is unforgiving. Buyers are more selective, days on market are longer, and the margin for error on the sell side is much smaller than it used to be.

Listings don’t stall because buyers disappeared — they stall because they missed on pricing, preparation, or launch.

At the same time, we’re still seeing certain homes generate strong early activity, clean offers, and in some cases, multiple buyers competing. The difference isn’t luck. It’s execution.

At The Costigan Group, we don’t think about listings as “active” or “inactive.” We think about whether a home is actually in play with today’s buyers — and what it takes to earn that attention.

Pricing: Getting the Home Into the Game

We use a simple analogy when talking about pricing:

There are 104 football players on the field — but only 22 are actually in the play.

Real estate works the same way.

Plenty of homes are technically on the market. Only a small percentage are truly in the game with buyers. Our goal is to make sure every listing we represent is one of those 22.

Tactically, that means:

• Pricing where buyers are already searching — not above it

• Avoiding aspirational pricing that kills early traffic

• Letting competition push value instead of trying to “test the ceiling”

Overpricing today doesn’t create leverage. It removes the home from consideration entirely. Buyers don’t negotiate — they wait, and waiting is what kills momentum.

When pricing is right, showings stack quickly, feedback is decisive, and buyers engage emotionally instead of defensively.

Pre-Inspection: Removing Buyer Leverage Before It Exists

One of the most effective tools we’re using right now is pre-inspections.

Not because homes are falling apart — but because buyers are cautious. If there’s uncertainty, buyers assume the worst.

When we recommend a pre-inspection, we’re focused on identifying and addressing major items before buyers ever see the home:

• Roofing concerns

• HVAC or electrical issues

• Structural or moisture red flags

We’re not chasing perfection. We’re eliminating deal killers.

Handling these items upfront:

• Removes leverage during negotiations

• Reduces inspection drama

• Keeps buyers focused on value instead of risk

In today’s market, certainty is powerful.

Staging: Controlling the First Impression

Staging isn’t cosmetic for us — it’s strategic.

A well-staged home:

• Photographs better

• Makes rooms easier to understand

• Reduces hesitation during showings

• Helps buyers mentally justify stronger offers

In a slower market, the home that feels easiest to say “yes” to usually wins. Staging helps create that clarity.

Media: Why One Photo Shoot Isn’t Enough Anymore

Most buyers decide whether they care about a home before they ever step inside it.

That’s why our listings include:

• Full professional photography

• Multiple video assets (walkthroughs, vertical clips, short-form edits)

• Media built for the MLS, Zillow, and paid distribution

This isn’t about being flashy. It’s about reach and repetition. The more times the right buyer sees the home — in different formats — the more real it becomes.

Paid Advertising: $2,500–$3,500, Deployed Early

For select listings, we allocate $2,500–$3,500 in targeted advertising during the launch window.

The goal isn’t likes or impressions. It’s control.

We use paid exposure to:

• Compress attention into the first 7–10 days

• Reach qualified buyers faster

• Create visible activity early

Momentum is either built at launch or it isn’t. Paid advertising allows us to control that window instead of hoping organic traffic does the job.

Mass Email Distribution Beyond the MLS

The MLS is only one channel.

We push listings directly to:

• Buyer agents with active clients in that price range

• Buyers already searching similar homes

• Internal databases segmented by location and price

Early awareness changes buyer behavior. Perception matters — especially in a selective market.

Open Houses: Designed to Create Confirmation

Open houses today aren’t about volume — they’re about confirmation.

We use them to:

• Reinforce interest from buyers who have already toured

• Capture undecided buyers who need one more look

• Signal activity and urgency to the broader market

Timing, promotion, and follow-up are what make them effective — not just putting signs in the yard.

Zillow Showcase & Presentation Tools

When available, we use enhanced presentation tools like Zillow Showcase because buyers notice the difference.

Better presentation keeps buyers engaged longer, builds trust, and positions the home as worth acting on. Small edges stack.

A Fully White-Glove, Hands-Off Experience for Our Sellers

All of this sounds involved — because it is.

Pre-inspections. Contractors. Painters. Staging. Photography. Video. Advertising. Email campaigns. Open house strategy. Platform upgrades.

The difference is our sellers aren’t managing any of it.

At The Costigan Group, we handle the entire process end to end. We line up inspectors, contractors, painters, and vendors. We manage prep and punch lists. We coordinate staging, photography, and video. We execute the marketing, advertising, email distribution, and launch strategy. And we manage every showing, conversation, and negotiation along the way.

From preparation through closing, it’s designed to be a fully white-glove, hands-off experience for our clients — while remaining aggressive, strategic, and detail-driven behind the scenes.

Our job isn’t to put a sign in the yard.

Our job is to position the home correctly, control the launch, and create the best possible outcome in the market you’re actually selling in.

That’s how we approach listings at The Costigan Group.

Frequently Asked Questions

Why do some Nashville homes still get multiple offers while others sit?

Homes that still receive multiple offers are typically priced to be competitive from day one, fully prepared before launch, and marketed intentionally. In today’s market, buyers respond to clarity, certainty, and momentum — not aspirational pricing or “test the market” strategies.

Does staging really make a difference in today’s Nashville market?

Yes. Staging helps buyers understand the space, visualize how it lives, and feel confident making strong offers. In a slower market, homes that feel easier to say yes to consistently outperform unstaged listings.

Should sellers get a pre-inspection before listing?

In many cases, yes. Pre-inspections help identify major issues early and allow sellers to address them before buyers use them as negotiation leverage. Removing uncertainty upfront often leads to cleaner offers and smoother transactions.

Is paid advertising necessary to sell a home in Nashville?

Not always, but when used strategically, paid advertising can significantly increase early exposure. The first 7–10 days of a listing matter most, and targeted advertising helps compress attention and create momentum during that window.

What does a “white-glove” selling experience actually mean?

A white-glove experience means the seller is hands-off. At The Costigan Group, we coordinate inspections, contractors, painters, staging, photography, video, advertising, email distribution, open houses, and negotiations — managing the entire process end to end.

Jack Costigan is a top-producing Realtor® and founder of The Costigan Group at Compass Nashville, specializing in short-term rental, investment, luxury, relocation, and residential real estate across Greater Nashville and Middle Tennessee. Known for his data-driven strategy, modern marketing approach, and high-touch client experience, Jack advises homeowners, professionals, and investors on identifying and executing high-performing real estate opportunities.