If your selling strategy is still based on the assumption that you’ll receive multiple offers over asking, it’s time for a fresh perspective. The frenzied seller’s market of the past few years has evolved, and today’s data supports a renewed and more balanced reality.

A Return to a Balanced Market

According to recent data from Cotality, approximately 50% of homes on the market are now selling for less than their asking price. While that shift may sound concerning at first, it’s actually a healthy sign that the housing market is stabilizing.

The rapid appreciation and intense competition that defined the market in 2021–2022 simply weren’t sustainable long term. What we’re seeing now is a return to familiar patterns—ones that create more opportunity for both buyers and sellers.

This graph from Zillow illustrates the trend clearly:

• 2018–2019: Roughly 50–55% of homes sold below asking, which was considered normal.

• 2021–2022: Only 25% of homes sold below asking due to record-low mortgage rates and intense buyer demand.

• 2025: We’re back to about 50% of homes selling under asking, a clear indicator of a market returning to healthy norms.

Why This Shift Matters for Sellers

In this more balanced environment, your pricing strategy plays a bigger role than ever.

In recent years, it was possible to overprice a home and still receive multiple offers. Buyers were competing fiercely, driving up prices. But today’s buyers are more cautious. They have more choices, tighter budgets, and are less inclined to rush into a purchase.

That’s why the initial pricing of your home is so critical. The first two weeks your home is on the market are the most important. This is when your listing gets the most visibility from serious buyers. If your price is too high during this window, buyers may scroll past your home entirely. And once your listing goes stale, it becomes much harder to sell for your original asking price.

How to Win in Today’s Market

The good news? Sellers who understand this new landscape and adapt accordingly are still seeing great results.

After all, if 50% of homes are selling below asking, that means the other 50% are selling at or above asking. The difference lies in preparation, pricing, and flexibility.

To set yourself up for success, follow these three steps:

1. Prep Your Home Before Listing

Invest time in essential repairs and cosmetic updates. A well-maintained, visually appealing home will attract more attention and command stronger offers.

2. Price Strategically from Day One

Don’t rely on what neighboring homes are listed for—focus on what they’ve actually sold for. Your real estate agent will help you analyze recent comparable sales and set a competitive price that reflects current demand.

3. Be Ready to Negotiate

Flexibility is key. Today’s buyers often expect some room for negotiation, whether it’s on price, closing costs, or repairs. Being open to discussions can help seal the deal without sacrificing your goals.

Set Your Expectations to Match Today’s Market

Sellers who cling to outdated expectations often face price reductions, fewer offers, and longer market times. But those who embrace today’s “new normal” are positioning themselves to succeed.

If you want your home to be among the 50% selling at or above asking price, preparation and strategy are your best tools. It’s all about understanding the current market and working with a local expert who can guide you every step of the way.

Bottom Line

Now more than ever, it’s essential to align your expectations and strategy with the reality of today’s housing market. A knowledgeable agent can help you price your home right, attract serious buyers in the crucial first weeks, and get the best possible results.

Have questions or want to find out what your home could sell for in today’s market? Reach out to Mike Panza and the team at Panza Home Group. Their local expertise and personalized approach can help you make the most of your home sale. Contact them today at https://panzarealestate.com/team/mike-panza.