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If you’re planning to sell, it’s important to know the market looks different than it did a few years ago. According to recent data, about 50% of homes nationwide are selling for less than the asking price. That may sound discouraging, but it really shows we’ve shifted back to a more normal market.
What Changed
In 2021 and 2022, only about a quarter of homes sold under asking because buyers were competing fiercely. That was the exception, not the rule. Back in 2018–2019, around 50–55% of homes sold below asking—that was considered normal. Today’s numbers look much more like that pre-pandemic trend.
This reset doesn’t mean you can’t sell for a strong price. It just means your strategy matters more than ever.
Why Pricing Matters Most
Overpricing worked during the frenzy. Not anymore. Buyers today have more choices and tighter budgets. Your first two weeks on the market are critical. That’s when the most serious buyers are paying attention. If your home is overpriced in that window, it can sit, grow stale, and force you into price cuts later.
Homes that sell at or above asking today have one thing in common: they were priced right from the start.
Three Keys to Selling Strong
- Prep your home. Handle repairs, touch up paint, and make sure your home looks its best. First impressions count.
- Price it strategically. Look at what homes in your neighborhood actually sold for, not just their list prices. The market will reward realistic pricing.
- Stay flexible. Negotiations aren’t always about lowering your price. Sometimes it’s about covering closing costs, handling repairs, or adjusting terms. That flexibility can get you to the finish line.
What This Means for Sellers
Half of sellers today are getting less than asking but the other half aren’t. With the right strategy, your home can be one of the winners. Pricing smart, preparing well, and partnering with the right agent makes all the difference.
Want local numbers for your neighborhood? I’ll pull them for you. Schedule at rob-hurt.com.
