If you’ve been wondering what’s going on with the real estate market lately, you’re not alone. After several years of intense competition and bidding wars, the tide is shifting and today’s buyers are seeing more negotiating power than they’ve had in a while.
According to data from the real estate analytics firm Cotality, around 56% of homes nationwide sold below their asking price as of late 2025. This trend marks a notable change from the red-hot market we’ve become accustomed to. What’s driving the shift? Several factors are at play:
- Inventory is rising. More homes are staying on the market longer, giving buyers more choices. At the same time, some sellers are choosing to pull their listings, up 48% compared to last year, often because their pricing expectations aren’t being met.
- Buyers have more leverage. With less competition, buyers are successfully negotiating on price and requesting concessions like help with closing costs or mortgage rate buydowns.
- Affordability is still a challenge. Even with more flexibility in negotiations, high interest rates and increased insurance costs are still hurdles for many would-be buyers.
- The market isn’t the same everywhere. Some areas, particularly parts of Texas and Florida, are seeing much higher inventory levels than others, making it even more important to understand local trends.
While it might feel like the market is cooling, that doesn’t mean it’s stopped. In fact, almost half of homes are still selling at or above list price but here’s the key: they’re priced right from the start.
If you’re thinking of selling, the first two weeks on the market are critical. Homes that are accurately priced in line with current conditions tend to attract more attention and stronger offers, often right out of the gate. Pricing it right helps you make the best possible impression and potentially avoid price cuts down the line.
There are specific market areas that are not experiencing these conditions but it requires a local market expert to identify them.
If you’re curious about your local market or considering a move, I’d be happy to share insights and walk you through your options. Whether buying or selling, timing and strategy make all the difference. Download our Sellers Guide.
