If you’re thinking about selling your house, you may be wondering whether you missed your best opportunity. A cooling market can make that question feel urgent. But a market that is less intense does not automatically mean sellers have lost their opportunity.
The original market commentary behind this advice described a sellers’ market that had cooled from unusually competitive conditions. Inventory had increased but remained low overall, and buyers had gained more choices and negotiating power.
Those observations are context, not a permanent description of every market. The lasting advice is straightforward: set your expectations around the market you are selling in, not the market you remember.
That means focusing on three things with your real estate advisor: being willing to negotiate, pricing at market value, and making a strong first impression.
Have You Missed Your Window To Sell?
A less competitive market does not necessarily mean you have missed your window. Realtor.com made that point in the commentary cited in the original article, explaining that sellers still had an opportunity even after the most intense selling conditions had passed.
It also cited a home seller survey in which 95% of sellers who sold during the preceding year received more than they paid for their homes. That finding describes the sellers in that survey. It is not a prediction of what your home will sell for.
The useful takeaway is not to assume that a change in the market ends your opportunity. Instead, work with a trusted real estate advisor to understand what buyers have to choose from and how your home compares.
Be realistic about both the opportunities and the adjustments involved. You do not need to recreate the most competitive market conditions to prepare thoughtfully for a sale.
Be Willing To Negotiate
The original article described an exceptionally competitive period when inventory reached record lows, sellers held the leverage, and buyers were willing to enter bidding wars over available homes.
As that market cooled, the supply of homes for sale increased. Even with inventory still low overall, buyers had more options. With those options came more negotiating power.
For sellers, the practical adjustment was being prepared for buyers to get inspections, request repairs, or ask for help with closing costs. Those are conversations worth preparing for rather than treating as a surprise.
Decide What You Are Willing To Discuss
Ali Wolf, identified in the original article as Chief Economist at Zonda, advised sellers who wanted a contract to move forward to be willing to work with the buyer. Her suggestions included considering closing cost assistance or addressing items on the home inspection list.
Being willing to discuss a request does not mean agreeing to everything. It means approaching the conversation with realistic expectations and your priorities in mind.
Before listing, talk with your real estate advisor about questions such as:
- Would you consider helping a buyer with closing costs?
- How would you approach repair requests after an inspection?
- Which requests would you want to discuss before making a decision?
- What expectations should you adjust based on buyers’ available choices?
The goal is not to predict every request. It is to be ready to have the conversations that may be part of selling your home.
Price Your Home at Market Value
Pricing deserves a clear-eyed look at both supply and demand. In the conditions described by the original article, the number of homes for sale had grown while buyer demand had pulled back in response to higher mortgage rates.
That combination made appropriate pricing important for attracting serious buyers. The same article cited Greg McBride, Chief Financial Analyst at Bankrate, who urged sellers to price realistically. He described slower buyer traffic while noting that appropriately priced homes were still selling quickly.
That observation should not be read as a promise of a quick sale. The practical lesson is to avoid setting your price around expectations from a more competitive market.
Avoid Both Overpricing and Undervaluing
You do not want to overreach and discourage buyers. You also do not want to undervalue your home and leave money on the table. This is where an agent’s expertise is useful.
Ask your advisor to explain the recommended price in plain English. Keep the conversation focused on market value rather than simply choosing the highest number you would like to receive.
- How does the recommended price reflect the market you are entering?
- How does your home compare with other recently sold homes nearby?
- Are your expectations based on current conditions or a previous selling environment?
A realistic asking price and realistic expectations belong together. Neither requires assuming the worst. Both require looking honestly at the market around your home.
Make Your First Impression Count
The original article also connected buyers’ greater selectivity with having more choices and facing higher homebuying costs because of mortgage rates. Its advice to sellers was simple: make sure your house shows well.
Realtor.com’s guidance was to make the home attractive to buyers, usually through selective updates. The possibilities included staging, small cosmetic updates, repairs, and renovations.
The important word is selective. Treat those possibilities as topics to evaluate with your advisor, not an automatic checklist requiring every project.
Choose Preparation Work Thoughtfully
A trusted real estate professional can help you assess which work may be worthwhile compared with other recently sold homes in your area.
Walk through your home together and discuss:
- Would staging help the home show better?
- Which small cosmetic updates are worth considering?
- What repairs should you discuss before listing?
- Are renovations worth considering in light of nearby sales?
Remember the online impression, too. The Zillow press release cited in the original article emphasized competitive pricing and making a listing attractive to online home shoppers.
Build a Realistic Selling Plan
The original article’s bottom line was that realistically positioned homes could still sell and move quickly in a cooling market. The evergreen takeaway is preparation, not a guaranteed timeline or outcome.
Start by writing down your pricing expectations, the preparation work you are considering, and your willingness to discuss repairs or closing cost assistance. Review that list with your real estate advisor before listing.
If selling also means planning your next home purchase, reach out to Ed Parcaut to discuss your mortgage questions and next steps. Bring your priorities and questions so you can prepare for that conversation with a clear starting point.
