What Every Agent Needs To Know About Today’s Shifting Market
What Every Agent Needs To Know About Today’s Shifting Market
If you’re working with sellers right now—or prepping clients for a future sale—here’s the message you need to be communicating: the market is returning to a more balanced, healthy pace. And while this shift might feel like a slowdown compared to the frenzy of recent years, it’s actually a sign of stability—and opportunity.
The key is helping your clients understand what’s really happening, so they can price, position, and negotiate like pros. Here’s how to guide them through it:
1. Inventory’s Up. Buyer Power Is Coming Back.
According to the latest data, the number of homes for sale is rising back toward more normal levels (see graph below):
But inventory growth is going to vary a lot based on where you live.
If you’re in a market where the number of homes for sale is back to normal, buyers may have more sway than you’d expect. That doesn’t mean buyers have all the power – it just means they have more choices, so your listing has to stand out.
But if you live where inventory is still pretty limited, you may see more buyers competing for your house.
2. The Right Price Matters More Than Ever
With more homes to choose from, today’s buyers are quick to skip over homes that feel overpriced. That’s why pricing your listing right is the secret to selling quickly and for top dollar. That’s a point Realtor.com really drives home:
“ . . . a seller listing a well-priced, move-in ready home should have little problem finding a buyer.”
Miss the mark, though, and you may have to backtrack. Today, about 1 in 5 sellers (19.1%) are reducing their asking price to attract buyers (see map below):
Here’s how to avoid being one of those sellers who has to reduce their asking price. Danielle Hale, Chief Economist at Realtor.com, says:
“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.”
Remind sellers that a compelling price leads to faster offers and stronger negotiating positions.
3. Flexibility Wins Negotiations
Gone are the days of buyers waiving inspections and appraisals just to get a deal done. Now, because they have more homes to choose from, buyers are able to ask for things like repairs, credits, and help with closing costs. And data from Redfin shows nearly 44.4% of sellers are willing to negotiate (see graph below):
The takeaway? This isn’t a bad market. It’s just a different one. And it’s in line with more normal years in the housing market, like back in 2019. The savviest sellers are the ones taking advantage of every opportunity to work with buyers and make their house shine.
And it’ll help if you think of concessions as tools, not losses. Use them to bridge gaps, sweeten deals, and get across the finish line. And don’t stress. Since prices went up roughly 55% over the past five years, you’ve got plenty of room to make a concession or two and still come out ahead.
Bottom Line
This isn’t a tough market—it’s just different. The agents who thrive in this environment are the ones who educate, adapt, and stay plugged into the numbers. Be the calm in the confusion and position yourself as the go-to resource for sellers navigating the new normal.