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What Sellers Need to Know About Today's Housing Market


Real Estate For Sale Sign

What Sellers Need to Know About Today's Housing Market


Look, the real estate game has changed. If you're thinking about selling your home, you need to understand what you're walking into—and it's not the wild bidding-war environment we saw a few years back.


The Market Has Shifted


Interest rates are still elevated compared to those rock-bottom pandemic levels, inventory is climbing, and between inflation and economic uncertainty, buyers have become cautious. What does this mean for you? Homes in Contra Costa County are sitting longer—we're talking about 31 days on average now, which is up 24% from last year. Price cuts are happening more frequently too. Simply sticking a "For Sale" sign in your yard and posting it on MLS won't cut it anymore.


The days of throwing out any number and watching people fight over your property? Those are behind us.


Get Real About Your Asking Price


Here's the truth: pricing your home correctly from day one is everything. A couple years ago, you could aim high and still have buyers lining up. Today, that strategy will backfire.

You need to look at comparable sales and price it at—or sometimes just below—market value. I know that's disappointing, but hear me out. Testing the market with an inflated price isn't clever; it's counteractive. You will be on the market but not "in" the market. The data shows you'll actually end up selling for less than if you'd priced it right initially.

Why? Because you only get one shot at that crucial first impression. Come in too high, and buyers scroll right past your listing. By the time you drop the price, they've already mentally moved on. Or worse, they've purchased the home on the next street that was priced correctly.


Don't Count on Multiple Offers


Can you still get competing bids? Sure, it happens—but it's the exception, not the rule.

Multiple offers typically only materialize when you've got something unique in a tight market where inventory is scarce and demand is intense. Unless buyers are literally driving around your neighborhood hoping someone will sell, don't bank on a bidding war.


Competitive pricing might create that scenario, but there's no guarantee. Price too aggressively trying to spark competition, and you might just scare everyone away.


Fix What's Broken


Today's buyers are pickier. They'll negotiate, but they don't want a fixer-upper disguised as move-in ready.


Take care of the obvious stuff before listing. I'm not talking about gut renovations—I mean the things that immediately turn people off. Slap on some fresh paint. Get rid of that popcorn ceiling. Update the light fixtures. Regrout the bathrooms. Power wash the moss on the exterior. Clean or replace the carpets, especially if you have pets.


These aren't huge investments, but they dramatically improve first impressions. And, let's be honest, some of these things are simply home maintenance that needs to be done even if you weren't moving.


Pro tip: get a pre-listing inspection. Finding problems early means you can deal with them on your terms instead of having them blow up your deal during the buyer's inspection.


Make It Look Good


How your home looks matters—both online and in person. Most buyers start their search on their phones, so your photos need to stop the scroll.


Invest in professional photography. If you can swing it, add video walkthroughs and drone shots. Pro tip: floor plans really help buyers see how their furniture would fit in each room. These aren't luxuries anymore; they're necessities. And whether you hire a stager or just ruthlessly declutter, make sure your space looks its best.


The Bottom Line


Selling successfully right now requires a strategic approach. Think of your listing like launching a product—you need the right price, the right presentation, and the right positioning. Nail those three things, and you'll stand out in a market where standing out actually matters.


The sellers who adapt to this new reality are the ones who'll get their homes sold. Those who keep waiting for 2021 to come back? They're in for a long wait.





 
 
 
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