What Sellers Misunderstand About Today’s Buyers
The housing market of just a few years ago was a major advantage for homeowners who sold during the height of the pandemic buying frenzy. Profit margins on home sales peaked at 63.5% in 2022, according to real estate analytics firm Attom.
But that market was anything but typical. A combination of factors — including a global pandemic, supply chain disruptions, the rise of remote work and historically low mortgage rates — helped drive home prices to record highs.
Today’s market looks different. Profit margins have fallen below 45% for the first time in five years. Sellers who approach the 2026 housing market as if nothing has changed since the pandemic-era boom could be setting themselves up for disappointment.
Understanding how buyer behavior has shifted can help homeowners adjust their strategy and position themselves for a successful sale.
Don't assume buyers are in a hurry
Stay up to date on the latest real estate trends.
The right strategy matters more than old market assumptions.
More time on market can mean more room to negotiate.
Lower asking prices are bringing buyers back.
Lower asking prices and better supply are easing the search.
Negotiation is becoming part of the selling process again.
Inventory tells the story behind local shifts.
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