Selling above $2 million on Lake Travis
Above $2 million the Lake Travis market behaves differently: there are few comparable sales to price against, the buyer pool is small and frequently from outside Texas, and time on market runs well beyond the 71-day Lakeway average. Success depends far more on accurate initial pricing and reaching a national audience than on local advertising volume. Mary Hickey has closed 24 sales at or above $2 million and 115 at or above $1 million, on both sides of the transaction.
Pricing is harder and mistakes cost more
In a $600,000 neighbourhood there might be twenty recent comparable sales. Above $2 million on Lake Travis there may be two, neither of them much like your property, and one of them from eighteen months ago.
That thinness means pricing is genuinely a judgement rather than an arithmetic exercise, and it means an overpriced launch is expensive. A luxury property that sits for six months and then cuts twice signals distress to exactly the small pool of buyers you needed. The first thirty days are the ones that matter.
The buyer is often not local
At this level a meaningful share of buyers are relocating from outside the region and will first see the property on a screen. That shifts the marketing budget: photography, video, drone work showing the lot and the water, and a floor plan matter more than a newspaper advertisement or an open house.
It also changes the process. Out-of-state buyers need video walkthroughs, clear disclosure on septic and dock permitting, and an agent who will answer detailed questions before they book a flight. Losing that buyer at the enquiry stage is invisible and common.
Plan for a longer runway
Waterfront across the market averages around 119 days on market against 65 off water, and above $2 million it typically runs longer still. Across all of Mary's listings the average from list date to closing is about 155 days.
Sellers who need to be out by a specific date should start the conversation months earlier than they think. The most common expensive mistake at this level is listing late, then cutting price under time pressure.
Common questions
How many $2 million-plus homes has Mary Hickey sold?
24 at or above $2 million and 115 at or above $1 million. Her largest is a $6,000,000 Spicewood waterfront sale in 2020 where she represented the seller.
How long will my luxury home take to sell?
Plan for considerably longer than the 71-day Lakeway average. Waterfront averages about 119 days across the market, and above $2 million longer again. Any agent promising a fast sale at a premium price should be asked to put the plan in writing.
Should I list high and negotiate down?
It is the most common and most costly mistake at this level. With a small buyer pool, the qualified buyers see your launch once. If the number is wrong they move on, and the later price cuts read as distress rather than as opportunity.
What marketing actually matters above $2 million?
Photography and video that show the property and the setting properly, a floor plan, accurate and complete disclosure, syndication that reaches out-of-state buyers, and an agent who responds fast to detailed enquiries. Volume of local advertising matters much less.
Is commission negotiable on a luxury sale?
Commission is negotiable in Texas at every price point and is agreed in writing before work begins. On a large sale the more consequential number is usually the sale price achieved, since a pricing error can dwarf any difference in rate.
When is the best time to list a luxury lake property?
Spring into early summer generally aligns with lake interest and with relocation timing, but the specific property matters more than the calendar. A property that shows well in a particular season should be launched to that season.
Do I need to renovate before listing?
Rarely a full renovation. At this level, buyers usually intend to make their own changes, and a seller's taste-driven renovation often does not return its cost. Sorting deferred maintenance, dock condition and presentation almost always does.
How do I know an agent can really work at this level?
Ask for their closed list above your price point with dates, not adjectives, and ask which side they represented. Then ask what their listings above $2 million achieved against original list price and how long they took.
What about privacy during the sale?
It can be managed and should be discussed upfront. Options include controlling showing access, qualifying buyers before they see the property, and limiting what appears publicly. Discuss what you want before the listing goes live rather than after.
What is the first step?
A valuation conversation with the actual comparable sales in front of you and an honest view of timeline. Call (512) 796-4245. Mary takes a limited number of listings and will tell you if she thinks your expectations are off.