The market’s not broken—it’s just back to reality.
For the past few years, “over asking” felt like the norm. Multiple offers, waived contingencies, buyers throwing punches. That’s no longer the default.
What’s Actually Happening
The data tells a pretty clear story:
- Only about 22–23% of homes sold above asking in 2025
- Meanwhile, roughly 60–62% sold below list price
- Buyers are even negotiating ~8% off list on average
Translation: the “over asking” frenzy has cooled… a lot.
Why This Shift Is Happening
A few big levers are driving it:
1. More Inventory = Less Urgency
There are now significantly more sellers than buyers—by a wide margin.
Buyers finally have options, so they’re not chasing everything.
2. Higher Rates = More Cautious Buyers
With mortgage rates hovering in the 6%+ range, affordability is tight.
Buyers are doing more math… and less overbidding.
3. Pricing Reality Is Back
We’ve shifted from an emotional market to a logical one.
Overpriced homes? They sit.
Well-priced homes? They still move—sometimes fast.
4. Fewer Bidding Wars
Even economists are saying buyers “don’t have to rush decisions” like before.
What This Means for Sellers (This Is the Part That Matters)
You don’t need to panic—you need to price right.
- The market will still reward sharp, strategic pricing
- Buyers will still pay strong numbers for move-in ready homes
- But “let’s test the market high and see what happens”… that’s getting punished
The New Playbook
Short and blunt:
- Price it right → you create competition
- Price it high → you create silence
And silence kills leverage.
The Opportunity (Most Sellers Miss This)
Here’s the upside no one talks about:
Because expectations are off, the agents who educate and position correctly win more listings and get better outcomes.
Less chaos = more control… if you know what you’re doing
