But they face pricing decisions Homeowners are increasingly moving into the 'sell' lane Rising home prices are bringing more sellers to the housing market. They are making decisions they have put off for years, taking jobs in other locations and enjoying fast sales of their homes. It's good news for buyers who have more choices available to them. While buyers could pay a couple thousand dollars more than they would have paid last year, they have opportunities to decide from among some beautiful homes. As sellers put their homes up for sale, they have an immediate dilemma: should they price high or go low? When fewer homes were available, some agents prefer to price a home high, hoping to draw higher initial offers. If the property is unique, and there are few comparable properties, this could conceivably bring a higher price at sale. On the other hand, Some agents price a property 10 percent lower, in hopes of attracting more available buyers and perhaps starting a bidding war. New research tackles the dilemma. A study published in the Journal of Economic Behavior & Organization recently found those who set the initial asking price 10 percent to 20 percent lower saw a slight decrease in the selling price from what they asked. Those who priced a home 10 to 20 percent higher than homes in the neighborhood led to an impact of about $500 more in the selling price. The researchers explored "anchoring," the tendency to rely on the first piece of information offered when making decisions. When buyers focus on the higher price as their anchor, they may turn to the good attributes of the home that justify that price. Real estate agents know that sellers want fast results, which is why they recommend selling at a price that's comparable with similar homes in the neighborhood. They're realistic and fear that pricing it much higher than comps will make it take a longer time to sell, if it sells at all. Still, many buyers may practice anchoring and convince themselves that the home is worth more because of its features. It's still a decision for sellers: price high, go low or price it comparably.