The Market Has Changed: Why Sellers Who Don't Adapt Are Watching Their Homes Sit

The real estate market has fundamentally changed, and there's a clear dividing line: sellers who understand this new reality are winning, and sellers who don't are watching their homes sit on the market for months.

Let me break down what's actually happening and what you need to do about it.

The Market Shift

For the first time in years, buyers actually have options. Inventory is rising across the country - not just in a few markets, but nationwide. And this shift is creating a ripple effect that every seller needs to understand.

More listings means more competition for your home. And more competition means one thing above all else: pricing matters.

You can't just throw a number on your house and expect buyers to fight over it anymore. Those days are over.

The Dangerous Disconnect

Here's the problem that's killing home sales right now: According to recent surveys, 8 in 10 sellers still believe they'll get their asking price or more.

They're pricing like it's 2021 - the year of bidding wars, waived contingencies, and homes selling for tens of thousands over asking in 24 hours.

But I've got news for you: that market is gone. Dead. It's not coming back anytime soon.

What The Data Actually Shows

Let's look at the facts from the National Association of Realtors:

Nearly HALF of sellers this past summer sold for less than their asking price. Not 10%. Not 20%. Nearly 50%.

And 1 in 3 sellers had to reduce their asking price - meaning they started too high, got zero traction, and were forced to chase the market down.

This isn't a fluke. This isn't isolated to struggling markets. This is the new normal across the country.

Even in California - where we're supposed to have endless demand and limited supply - 28% of listings saw price reductions this summer.

Think about that. More than 1 in 4 California sellers overpriced their homes and had to cut prices just to generate interest.

The Psychology Problem

Too many sellers are anchored to the past. They remember what their neighbor's house sold for in 2022. They remember the appraisal they got two years ago. They remember peak prices.

And they're completely ignoring the signals from the current market.

Here's the feedback mechanism that sellers refuse to hear: If your home is sitting on the market with no offers, it's overpriced. Period.

It doesn't matter what you think it's worth. It doesn't matter what you need to get out of it. It doesn't matter what Zillow says. If buyers aren't making offers, you're priced wrong.

The Cost of Stubbornness

Sellers who refuse to adjust to market reality are paying a steep price:

Bleeding Time: Every week your home sits is a week of mortgage payments, insurance, utilities, and maintenance costs. That adds up fast.

Leaving Money on the Table: Ironically, overpriced homes often sell for LESS than they would have if priced correctly from the start. Buyers see stale listings and smell desperation, leading to lowball offers.

Missing Buyers: The best buyers - the ones with strong financing and motivation - don't waste time on overpriced homes. They buy the correctly-priced property down the street while you're still waiting for your "perfect buyer."

The Solution: Price It Right From Day One

Here's what winning sellers understand: you need to price your home right the moment it goes live on the market.

Your list price can't be based on where the market was last year or what you wish it would be. It needs to be based on where the market is RIGHT NOW, today.

This is what I call a "skills market." Success requires:

Strategic Pricing: Based on current data, recent comparables, and buyer psychology - not emotions or outdated information.

Sharp Marketing: Professional presentation that maximizes your home's appeal and reaches the right buyers through modern digital strategies.

Smart Negotiation: Understanding market dynamics and positioning yourself to get the best possible terms, even in a more balanced market.

You don't just list your home and hope anymore. You strategically position yourself to win.

Take Strategic Action

If you're thinking about selling and want to make your move before competition gets even tougher, let's talk strategy.

My team and I will sit down with you and show you:

The latest pricing trends and where the market is today
Current comparables in your specific neighborhood
A strategic marketing plan designed to get you maximum return
I'll help you win, no matter what the overall market is doing or what your neighbors are doing.

The market has changed. The question is: will you adapt and win, or will you fight reality and watch your home sit?

I'm Steve Hise, and I'm your real estate guy - here to help you navigate this new market successfully.

#stevehise #simivalley #simivalleyrealestate #realestate #homeselling #pricingstrategy #marketupdate