The housing market is settling into a more balanced and sustainable pace. And while that might feel like a dramatic change compared to the red-hot conditions of the past few years, this shift is actually a positive one.
After an extended period of bidding wars, record-low inventory, and lightning-fast sales, we’re now seeing signs of a more typical real estate market. For homeowners thinking of selling—whether soon or sometime next year—this means new opportunities and a need for fresh strategies.
Here’s what you need to know.
1. Inventory Is Rising and Buyers Have More Options
The latest data shows that housing inventory is gradually increasing, bringing us closer to pre-pandemic levels (see graph below):
What this means for you depends on your local market. In some areas, buyers now have more choices and stronger negotiating power. That doesn’t mean you’re at a disadvantage—it just means your home needs to stand out from the rest.
In regions where inventory is still tight, demand remains strong and competition among buyers may still be high. Either way, partnering with a local real estate expert ensures you’re aligned with what’s happening in your specific market.
2. Pricing Your Home Right Is More Important Than Ever
With more listings available, today’s buyers are quick to pass over homes they feel are overpriced. That’s why setting the right asking price from day one is critical to getting offers and avoiding price reductions.
As Realtor.com explains:
“ . . . a seller listing a well-priced, move-in ready home should have little problem finding a buyer."
Still, many sellers are missing the mark—about 1 in 5 have had to lower their price to attract buyers (see map below):
Danielle Hale, Chief Economist at Realtor.com, puts it clearly:
“The rising share of price reductions suggests that a lot of sellers are anchored to prices that aren't realistic in today's housing market. Today's sellers would be wise to listen to feedback they are getting from the market.”
That kind of insight comes from working closely with a knowledgeable local agent who understands pricing trends and buyer expectations. A strong pricing strategy makes all the difference between sitting on the market and closing with confidence.
3. Flexibility Is a Winning Strategy in Negotiations
Buyers today have more leverage than they did in the frenzy of the past few years. They’re no longer skipping inspections or appraisals just to win the deal. Instead, they’re asking for repairs, seller credits, and help with closing costs—and sellers are responding.
Redfin reports that 44.4% of sellers are making concessions (see graph below):
This isn’t a sign of a weak market—it’s a sign of a healthy one. Negotiations are back, and smart sellers are using flexibility as a tool. Whether it’s offering a credit for repairs or covering some closing costs, a well-placed concession can be the thing that gets your deal across the finish line.
Remember, most homeowners have seen significant equity gains—home prices are still up more than 55% over the past five years. That gives you room to negotiate while still walking away with a strong return.
The key is working with your agent to understand which concessions make sense and which can help seal the deal.
Bottom Line
The real estate market is shifting—and that’s not a bad thing. It just means sellers need to approach things differently.
With the right strategy, smart pricing, and a willingness to work with today’s buyers, you can still sell successfully. Let’s talk about what’s happening in your neighborhood and build a plan that works for your goals—whether you're ready to list now or later.
The information and opinions in this article are not investment advice. Tim Stice makes no guarantees about accuracy or completeness. Always do your own research and consult a professional before making financial decisions. Tim Stice is not liable for any loss or damage resulting from reliance on this content.
