If your selling strategy still assumes you’ll get multiple offers over asking, it’s officially time for a reset. That frenzied seller’s market is behind us. And here are the numbers to prove it.
From Frenzy to “Normal”
Right now, about 50% of homes on the market are selling for less than their asking price, according to the latest data from Cotality.
That might sound discouraging, but it really isn’t bad news. The truth is, the last few years weren’t normal. That wild run-up was fueled by record-low rates and unprecedented demand. It was never sustainable. The market needed a reset, and that’s exactly what’s happening.
Here’s the bigger picture, based on Zillow’s data:
· 2018–2019: 50–55% of homes sold under asking. That was the baseline.
· 2021–2022: Only 25% sold under asking, thanks to ultra-low interest rates and buyer competition.
· 2025: We’re back to about 50% selling below asking—right in line with what’s typical in a balanced market.
Why This Matters If You’re Selling
This return to normal puts the spotlight squarely on one thing: pricing strategy.
Not long ago, you could list your home at an aggressive price and still see multiple offers roll in. Today, buyers are more cautious. They’re watching interest rates, balancing tighter budgets, and they have more homes to choose from.
That makes your first two weeks on the market critical. This is the window when serious buyers are paying the most attention. If your price isn’t in line with market reality, your listing can go stale fast—and that makes it even harder to hit your asking price later.
The Ideal Formula
Half of sellers are still getting asking price or better. What separates them from the rest? Preparation, strategy, and flexibility.
Here’s how to set yourself up to be in that winning half:
· Prep your house. Take care of repairs, paint touch-ups, and curb appeal. A home that shows well attracts stronger offers.
· Price it right from the start. Don’t base your price on wishful thinking or what your neighbor listed for. Look at what homes are actually selling for, not just what they’re asking.
· Stay flexible. Negotiations today often involve more than just the number. Maybe it’s about covering closing costs, handling repairs, or adjusting timelines. Buyers expect some give-and-take.
Bottom Line
The market isn’t bad—it’s just normal again. But normal requires a strategy.
If you want to avoid being in the 50% of sellers who settle for less, the key is to plan for today’s reality, not yesterday’s frenzy. That’s where having an experienced, local agent makes all the difference.
Your home deserves the right launch, the right price, and the right negotiation strategy. When those pieces come together, you’ll be in the half that’s still selling at or above asking.
Want to know what your house would sell for in today’s market? Let’s talk.
