{"id":3484,"date":"2018-02-22T13:36:26","date_gmt":"2018-02-22T21:36:26","guid":{"rendered":"https:\/\/www.homelight.com\/blog\/?p=3484"},"modified":"2026-03-18T10:21:58","modified_gmt":"2026-03-18T17:21:58","slug":"selling-in-a-buyers-market","status":"publish","type":"post","link":"https:\/\/www.homelight.com\/blog\/selling-in-a-buyers-market\/","title":{"rendered":"How to Sell Your Home in an Extremely Tough Buyer’s Market"},"content":{"rendered":"

For real estate, 2017 was a banner year\u2014the best in a decade<\/a> for housing sales according to Freddie Mac. And some experts say<\/a> 2018 is shaping up to be just as great.<\/p>\n

That means any homeowner can sell their house fast and for the most money, right? Maybe not.<\/p>\n

Just because real estate markets are hot in the majority of the country doesn\u2019t mean your region is a seller\u2019s market. Even in major metropolitan areas there are neighborhoods slumping home sales.<\/p>\n

A recent report by National Mortgage News<\/a> identified ten cities facing buyer’s market conditions, including neighborhoods in Houston, Philadelphia and Chicago.<\/p>\n

The homes in these ten sluggish neighborhoods stayed on the market an average of 90-140 days and sold below the list price by $10,000 to $25,000.<\/p>\n

But it\u2019s not just location that can trigger buyer\u2019s market conditions\u2014in some cases your home\u2019s market value can make it harder to sell.<\/a> According to Gladys Blum,<\/a> the number one agent out of 629 realtors in the Salem, Oregon area:<\/p>\n

\u201cHomes in our average price range, if it\u2019s done right\u2014if it\u2019s priced right, if it\u2019s staged, if it\u2019s marketed\u2014it will be gone within five days. But for homes $500,000 and above, we\u2019re going to be sitting on it.\u201d<\/p>\n

Blame it on a sluggish neighborhood market or your home\u2019s high-end price point\u2014either way, selling in a buyer\u2019s market is scary. But it doesn\u2019t have to be. The first step is understanding exactly what makes for a buyer\u2019s market.<\/p>\n

\"\"<\/a>
Source: (nmk1\/ Pixabay)<\/figcaption><\/figure>\n

<\/h2>\n

What is a Buyer\u2019s Market?<\/h2>\n

Simply put, the term buyer’s market refers to conditions of supply and demand<\/a>\u2014there are simply more houses for sale than there are buyers. Available inventory, interest rates and the economic outlook all factor into determining market conditions.<\/a><\/p>\n

Blum explains, \u201cA buyer\u2019s market is when there\u2019s six months of inventory and people aren\u2019t getting their homes sold. It\u2019s a tougher market, but you have more time. It\u2019s going to take 120 or 130 days to get you an offer.\u201d<\/p>\n

Time is one of the biggest benefits for sellers listing in a buyer\u2019s market. In a seller\u2019s market, buyers are snatching up new listings within a week or two. Once you accept an offer, you\u2019ll need to move within 30-60 days<\/a>\u2014unless you include lease or purchase contingencies in your contract.<\/a> Then you\u2019ll become a buyer in a seller\u2019s market.<\/p>\n

In a buyer\u2019s market, you list your home knowing it\u2019ll be two or three months before you get an offer. That gives you plenty of time to pack and to line up a place to move into\u2014which is another big bonus. After selling, you get to reap the benefits of being a buyer in a buyer\u2019s market.<\/p>\n

Of course, market conditions also impact your home’s value.<\/a> It all boils down to the scarcity principle.<\/a> In regions with low inventory, prices are rising<\/a>. But if you\u2019re selling in a buyer\u2019s market, your home may not be worth much more than you paid for it. It may even be worth less than you paid\u2014leaving you upside-down in your mortgage.<\/a><\/p>\n

If you\u2019re facing a buyer\u2019s market and you don\u2019t have a hard sell-by deadline, you may want to consider waiting the market out. The data shows that there is a best time to sell your house<\/a> that\u2019s often region-specific.<\/p>\n

Economic factors in your area may also indicate that waiting a few months before selling is your best bet to get your top offer. Recent tax reforms are set to boost the economy, but in most areas that benefit won\u2019t be felt in the first quarter of 2018.<\/a><\/p>\n

Job creation also plays a role in the housing market as workers relocate for career opportunities. With job growth continuously fluctuating<\/a>, major corporations like\u00a0Apple<\/a> promising future job creation, and reports of millennials moving<\/a> into unexpected markets, it may just be a matter of time before more buyers enter your market.<\/p>\n

Unfortunately, waiting isn\u2019t always an option. Luckily, for homeowners who have to list in a buyer\u2019s market, there are ways to ensure you sell in a timely manner and for a respectable price.<\/p>\n

\"\"<\/a>
Source: (PIRO4D\/ Pixabay)<\/figcaption><\/figure>\n

<\/h2>\n

The Importance of Prepping Your House to Sell in a Buyer\u2019s Market<\/h2>\n

In a frenzied seller\u2019s market, buyers are willing to snap up as-is properties at top dollar. But if you\u2019re listing in a buyer\u2019s market, your home needs to be the best on the block just to have a chance at a good offer\u2014or any offer.<\/p>\n

The first step every seller needs to take before listing is a deep clean both inside and out.<\/a> You\u2019ll need to do more than just straightening up for company or even a good spring cleaning. Approach the project as if you\u2019re out to eliminate every last speck of dust from your house\u2014even the crumbs under your refrigerator.<\/p>\n

Why? Because buyers are apt to look in, around and under things that typical guests would leave alone\u2014and if they find dirt, they\u2019ll suspect your home isn\u2019t properly maintained.<\/p>\n

If a buyer has doubts about your home\u2019s condition in a buyer\u2019s market, they won\u2019t make an offer. They\u2019ll simply move on to one of the many other homes available.<\/p>\n

While you\u2019re cleaning, pack up knickknacks and depersonalize<\/a> (hide family photos, bills, toiletries, etc.) to cut down on clutter. Also be on the lookout for necessary repairs<\/a> you\u2019ll need to tackle before listing and potential upgrades (link to ROI article) that might attract buyers in a tough market.<\/p>\n

One surefire way to ensure your home shows well is staging.<\/a> The basic idea is that you\u2019re styling your home\u2019s interior to look like it\u2019s ready for a department store catalog shoot. You can hire a professional stager<\/a> to do the whole job or get a staging consultation\u2014which runs an average of $150-400 for two hours<\/a>\u2014and do the job yourself.<\/p>\n

Curb appeal<\/a> is even more important in a buyer\u2019s market when offers are apt to be scarce. If your home is the most attractive one on the street, that \u2018for sale\u2019 sign in the yard might just inspire passersby to become home buyers.<\/p>\n

The other big reason to make sure your home stands out from the crowd is to avoid offers with tons of credits and contingencies.<\/a> If your home shows at its best, potential buyers may not even ask for things like flooring allowances, closing costs or post-inspection renegotiations\u2014which are typical of buyer\u2019s market offers.<\/p>\n

Blum says, \u201cThe offer is going to be much better if it\u2019s looking good. So, the staging, cleaning and photography are all so important in a buyer\u2019s market. And staying in tune. If we get feedback about a certain negative, we need to address it so that we won\u2019t get that same response at the next showing.\u201d<\/p>\n

After you get your home into its best shape, it\u2019s time to decide on the list price.<\/p>\n

\"\"<\/a>
Source: (The Lazy Artist Gallery\/ Pexels)<\/figcaption><\/figure>\n

<\/h2>\n

Pricing Strategies for a Buyer\u2019s Market<\/h2>\n

Proper pricing is key<\/a> in a buyer\u2019s market. You need to make sure that your price matches or undercuts local comparable homes\u2014even if you think your home has nicer features or is in better condition.<\/p>\n

In order to determine the right asking price,<\/a> your real estate agent will look at both currently listed and recently sold homes that are comparable to yours. Those comps will have a similar lot size, square footage, number of rooms and location.<\/p>\n

Sellers can get a general idea of how much their property may sell for by typing their address into a home value estimator,<\/a> but that estimate is just the beginning of the pricing process.<\/p>\n

With a baseline price to work with, your agent will then factor in little details like age, condition and upgrades.<\/a> In a seller\u2019s market, you\u2019d then be ready to list, but not in a buyer\u2019s market.<\/p>\n

When the market is slow, the few buyers out there will be looking to get a good deal\u2014they may even want to pay less than recent comps sold for. That means you\u2019ll need to price competitively.<\/p>\n

The last thing you want to do in a buyer\u2019s market is overprice.<\/a><\/p>\n

According to Blum, there\u2019s an easy way to tell if you\u2019ve overpriced: \u201cIf we\u2019ve had no showings in six weeks or if we\u2019ve had twenty showings and no offers, we\u2019ve got a problem. We must be priced too high. We\u2019re going to have to bring the price down to attract buyers.\u201d<\/p>\n

Time is the luxury of the buyer\u2019s market, so sellers who are no hurry to move can afford to price at or just below recent comps. Unlike a seller\u2019s market\u2014when 30 days is too long<\/a> for a home to sit unsold\u2014in a buyer\u2019s market houses are expected to be listed for a while.<\/p>\n

Since days on the market isn\u2019t as important in a buyer\u2019s market, sellers can afford to wait for a buyer willing to meet their price\u2014as long as it\u2019s reasonable. But it\u2019s a different story for homeowners who need to sell fast.<\/p>\n

One question Blum asks her clients is, \u201cWhat\u2019s more important, money or time? If the seller needs to move out in two months, then we\u2019ve got to do an aggressive price. We\u2019re going to price well below the comps that have sold to get a sale to close within 30-45 days\u2014by at least five to ten percent less.\u201d<\/p>\n

Proper pricing will only help you snag an offer in a buyer\u2019s market if buyers know about your listing\u2014and that\u2019ll take more work than putting a for sale sign up.<\/p>\n

\"\"<\/a>
Source: (Kaboompics)<\/figcaption><\/figure>\n

<\/h2>\n

Buyer\u2019s Market Marketing Strategies<\/h2>\n

With so many houses available and so few house hunters in a buyer\u2019s market, you need a smart marketing strategy to stand out over the competition.<\/p>\n

The minute your home is staged and your curb appeal is on point, you need to bring in a professional real estate photographer<\/a> to photograph your home. These photos will be the foundation of your marketing materials.<\/p>\n

Why? Because the National Association of Realtors\u2019 2017 Profile of Home Buyers and sellers found that 42% of all recent home buyers<\/a> began their search online. Break that down into age demographics and that number is even higher, reaching 99% for millennials\u2014the biggest buyer pool in 2017.<\/p>\n

And out of all those buyers house hunting online, 89% found the photographs to be the most useful feature.<\/a><\/p>\n

In a buyer\u2019s market, agents recommend utilizing as many marketing strategies as you can<\/a>, like listing with multiple MLS services and sending out e-flyers to local buyer\u2019s agents.<\/p>\n

Selling in a buyer\u2019s market requires a long game marketing strategy, as it may be months before you get your first offer. Given the length of time the marketing materials need to work for you, it may be worth the expense to build your home its own website and create video walkthroughs.<\/p>\n

When it comes to marketing in a buyer\u2019s market, time can actually work against you. With so many houses sitting unsold for so long, it isn\u2019t easy to keep your listing fresh in the minds of local buyer’s agents.<\/a><\/p>\n

Luckily, if you\u2019ve listed with a top notch seller\u2019s agent, they\u2019ll be working to keep your listing active. That\u2019s what Blum does when she\u2019s selling in a buyer\u2019s market:<\/p>\n

\u201cWe do a lot more calling to investors, past buyers and clients to see if they know of buyers that would be interested\u2014just getting the word out. It\u2019s more word-of-mouth versus just putting it on the internet.\u201d<\/p>\n

When your hard work finally pays off and you get an offer\u2014take it.<\/p>\n

\u201cOften the first offer in a buyer\u2019s market is your best offer,\u201d Blum says, and with good reason. Buyers are so hard to come by in a buyer\u2019s market that you may not get another offer\u2014especially if word gets around that you turned down a good one.<\/p>\n

Selling a house is a nerve-wracking undertaking in the best of circumstances, and in a buyer\u2019s market it can be even more stressful. But with the right mindset, proper pricing and an aggressive marketing strategy you\u2019ll soon be getting your best offer.<\/p>\n

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