Half of Homes Are Selling Below Asking—Here’s How To Be in the Other Half

If your selling strategy still assumes you’ll get multiple offers over asking, it’s officially time for a reset. That frenzied seller’s market is behind us. And here are the numbers to prove it.

From Frenzy to Normal

Right now, about 50% of homes are selling below asking price, according to the latest data from Cotality.

That might sound discouraging, but it’s actually a sign of balance returning. For perspective:

• 2018–2019: 50–55% of homes sold under asking. That was the norm.

• 2021–2022: Only 25% sold under asking thanks to record-low rates and intense demand.

• 2025: 50% are selling under asking again—almost identical to pre-pandemic levels.

In other words, this isn’t a market in trouble. It’s a market getting back to normal, sustainable patterns.

Why This Matters If You’re Selling

The shift means your pricing strategy matters more than ever.

A few years ago, you could push your list price higher and still attract multiple offers. Today, that’s not the case. Buyers have:

• More choices with inventory on the rise

• Tighter budgets with higher mortgage rates

• Less urgency than they did during the frenzy

That’s why your first two weeks on the market are so critical. That’s when the most serious buyers will see your listing. If your price misses the mark in that window, your home risks sitting, going stale, and ultimately selling for less.

The Formula for Success

Half of homes are still selling at or above asking price. The difference? Those sellers are pricing strategically.

Here’s how to do the same:

1. Prep Your House
   Take care of repairs and touch-ups before you list. Clean, staged, move-in-ready homes attract more attention and stronger offers.

2. Price It Right the First Time
   Don’t base your price on nearby listings. Ask your agent what comparable homes have actually sold for—that’s what buyers are paying attention to.

3. Stay Flexible
   Be open to negotiations. That doesn’t always mean lowering your price. You may offer repair credits, help with closing costs, or a flexible timeline to seal the deal.

Bottom Line

Today’s housing market rewards sellers who adapt. Overpricing leads to price cuts and frustration. But the right prep, the right price, and the right agent can still get your home sold quickly—and possibly at or above asking.

Want to know what your home would sell for in today’s market? Connect with a local agent for a strategy that works now—not two years ago.

Amber Johnson, Founder
Pillar Real Estate
805.835.3425
[email protected]
1345 Park St. Paso Robles, CA 93446
DRE# 01925434