Homeowners

Selling a Home in a Balanced Market: How Today’s Sellers Can Stand Out

For the past several years, home sellers have called the shots. Properties were snapped up quickly, bidding wars drove prices higher, and homebuyers dropped contingencies to make their offers stand out. Many sellers could basically name their price.

That era is fading.

With mortgage rates declining and listings increasing, the market in many cities is now balanced, while others even favor buyers. As a result, sellers aiming for top dollar must now be more tactical when listing their homes.

Here’s how sellers can stay competitive and close the deal when the power dynamic shifts in favor of buyers.

Make sure your home is priced right

In the most basic terms, there are three key things that sell a home: Price, condition, and location. 

“You can’t change location, so the key is to focus on price and condition,” said Jon Burke, a real estate professional at John Burke Estates in California’s Bay Area.

To stand out, Burke advised sellers to “strategically price a home lower than its value to get more interested parties.”

While that may seem off-putting to anyone focused on the bottom line, the goal of a slightly lower price is to attract attention to your home. In a balanced housing market, pricing too high at the outset can backfire as homes linger online and rack up so many days on the market, which can deter shoppers.

“The goal here is to get as many people as possible writing offers,” said Burke. “Once that happens, you’ll have much more leverage as the seller to negotiate the highest possible price.”

Cynthia Mattiza of Kuper Sotheby’s International Realty in Austin, Texas, says homes at all price points are staying on the market longer than they did a year ago.

“Pricing at what the current comps are or even a tad below will ensure a quick and efficient sale,” said Mattiza.

Prep your home for sale like a pro

A homebuyer’s first impression matters now more than ever. Many are seeing a home for the first time in listing photos. For others, it’s when they pull up outside of the property.

To stand out, Mattiza advised sellers to heavily invest time in curb appeal. That includes “freshening the landscaping, staging the home, and repainting areas that need to be addressed before the first showing,” she said.

In hot-weather states, that might also mean sprucing up outdoor living areas or pools, while in colder states it could be clearing snow and staging mudrooms.

Sellers are often advised to plant flowers, ensure the lawn is mowed and hedges are trimmed, and the property is weeded.

The same goes for tidying up the interior. Sellers may want to have the home professionally cleaned, have lighting that shows off the home just right, and nothing looks noticeably broken. They may also want to spring for professional home staging.

“If it’s in budget…paint the interior a neutral color,” said Burke. “Buyers today are picky and don’t care about the colors you picked out or how much you like whatever personal furniture you own. They want to be able to imagine how their own lives would look in your home.”

Spring for a pre-inspection for your home

Real estate agents across the board agree that that sellers getting their home pre-inspected is key in today’s market.

“A home inspection will find issues that aren’t obvious, but will come up for an interested buyer,” said Burke. “The report allows sellers to go beyond curb appeal and prioritize what other things they can fix or improve.”

Indeed, rather than waiting for a buyer to uncover flaws, Mattiza said that providing buyers with what an inspection uncovered “can be critical to helping buyers choose this home over the competition,” as it signals transparency and confidence.

“If you think you have termites (or live in an area that is prone, like California) get a termite report,” said Burke. He added that owners of homes that are 25 years or older should also consider obtaining a foundation report. 

Just be sure to keep records of everything you’ve done and include them in your inspection report.  

“Have your real estate agent make sure any submitted offers have reviewed these reports, so the buyers know what they’re getting into,” said Burke.

Sweeten a home sale with concessions

With more homes available and prices remaining high, buyers expect incentives. Offering to cover part of their closing costs, buy down their mortgage rate even temporarily, or include extras (such as high-end appliances or a year of lawn service) could sway a buyer when comparing your home to others. 

(Buydown loans are when the buyer or seller pays the lender to lower rates for the first year, two years, three years, or even the life of the loan.)

Even a modest seller credit can make a significant difference.

Think of concessions as an investment in speed and certainty. A slightly lower net price today might be more valuable than spending months on the market with carrying costs and price reductions, especially in states with high property taxes.

Go the extra mile to sell your home

Being open to non-price negotiations is also highly beneficial when it comes to selling your home.

For instance, a buyer might want a later closing date to sell their own home or an early move-in to coincide with a job transfer.

Here are some additional strategies to elevate your home’s profile above other housing options.

Be flexible with home showings: Buyers with more options may be choosier about scheduling. Make your home easy to tour by offering extended hours for open houses, virtual showings, or same-day access.

This can often mean the difference between getting an offer or losing out to a more available listing.

Market your neighborhood’s advantages: Sellers should use their listing description to highlight what is unique about the area, such as new parks, bike trails, school districts, transit improvements, or trending restaurants.

Add confidence boosters: Offer a home warranty for the first year. “With nothing left to fix and the house 100% move-in ready, you [may] find the one buyer who will pay the most,” said Burke.

Manage expectations on selling a home in a buyer’s market

In a seller’s market, homes often receive multiple offers above asking. In a buyer’s market, it’s normal to receive fewer showings and lower bids.

Accepting this upfront helps you, as a seller, stay calm and negotiate strategically rather than defensively.

Final tip? Work with a real estate agent to set a realistic timeline and “walk-away” price that will allow you to evaluate offers on their full merits, including price, contingencies, financing, and timing.