This Doesn't Happen In A Stable Market

https://www.youtube.com/watch?v=HcBcveaBnRM

The margin for error in pricing a home right now is gone. And most sellers are still pricing like it isn't.

Inventory is at a 10 year high. Homes are taking longer to sell than they have in years.

And yet prices haven't really moved. It doesn't happen in a stable market. March looks stable on the surface. Sales are down slightly. Contracts are up slightly. Inventory is rising. Days on market are at a 10-year high. and prices, well, they're basically flat for the last 10 months. So, most people assume nothing's really changed.

That's the mistake because right now there isn't one housing market. There are multiple markets moving in completely different directions at the same time. And if you price like it's all the same market, you're going to get it wrong.

Pricing has changed because demand isn't spread out anymore. is concentrated into pockets. Buyers didn't disappear. They they just repositioned. So, you're not pricing into the market anymore. You're pricing into a very specific pocket of demand. And if you miss that pocket, you miss the buyer.

In the lower price ranges, demand is still strong. Buyers are active. Homes are moving. But that doesn't mean you can overpriced. It means you have to be exact. Because even strong demand doesn't chase bad pricing anymore.

In the middle of the market, this is where things get selective. Some homes sell quickly and others are sitting. Same price range, completely different outcomes. And the difference is almost always positioning. It's not the house itself.

Then you hit a range around $550 to $750,000 where the market starts to break down. Above that line, inventory builds fast, demand is really thinning out, and time on the market stretches quickly. That's not a slower market. That's a different one.

And above that price level, it becomes even more selective. There are some buyers, but there's not many. So, small pricing mistakes create big consequences. And this is where sellers get hurt. Because if you're priced for the wrong segment, you don't just sit, you fall behind. Showings drop off and buyers move on. And now you're reacting instead of controlling the outcome. And once that happens, you don't negotiate from strength anymore. You then have to negotiate from weakness. You're not pricing against comps anymore. Now you're pricing against where the buyers actually are.

And right now, most sellers are looking at a market that feels stable and making decisions that assume it is. But underneath that surface, every segment is behaving differently. And if you don't know which one you're in, you don't realize it until it shows up in your price. And by then, it has already cost you.

If this helped you see the market more clearly, do me a favor. Go ahead and hit that like button so I know just to keep making more videos like this.