Today’s buyers compare closely and negotiate more. Homes that miss the mark on price, condition, or flexibility risk losing interest quickly.
New York — Question: My husband was recently promoted, so we’ll need to sell our home and relocate out of California. We’re a bit concerned about whether it will sell, especially since a few of our friends have had difficulty selling their homes recently. We’d really appreciate any advice you can offer.
Answer: Excellent question! There’s no doubt that selling your home in today’s market is definitely possible. It is important to understand that home sellers who are successfully making moves today have the same things in common: They have adjusted their mindset and selling strategy to match the current real estate market. They have accepted the fact that inventory has increased, meaning the number of homes for sale, and is expected to do so throughout 2026.
Today’s buyers are more selective and have higher expectations than in recent years. As a result, many sellers who are struggling are relying on outdated information and assumptions.
Here are the three most common mistakes home sellers are making in 2026:
Pricing based on outdated comparisons
Choosing the right price is the most important decision when selling a home, and unfortunately, this is where several sellers stumble. Many sellers base their price on what a neighbor sold their home for a few years ago. But today’s buyers have more options and more negotiating power than ever.
If your home seems overpriced, they’ll often just move on. Overpricing can lead to more stress and frustration, wasted time on the market, and several price reductions.
The best approach for home sellers is to partner with an experienced real estate agent who can provide insights on recent comparable sales, current competition, and local buyer behavior. This ensures your home hits the market at the right price, attracting serious buyers, leading to a firm sale.
Skipping repairs that buyers now expect
A few years back, you could sell your home “as is” and often get more than the asking price. Today, that’s no longer the case. According to the National Association of REALTORS® (NAR), about two-thirds of sellers are making at least some repairs before listing the home for sale.
With more homes on the market, buyers are comparing options side by side. Properties that don’t show well or feel outdated will lose attention fast, even if the issues are small.
Talk with your agent about easy and simple updates to your home that will provide the biggest bang for your buck. Small improvements, making minor repairs, boosting curb appeal, and some staging can make a big difference, often leading to faster and firm sales.
The goal is not perfection but to help buyers feel drawn to your home, along with picturing themselves living there, not having to think about needed home repairs and money outlays in their future.
Playing hardball when buyers want to negotiate
Today's buyers are highly focused on affordability, as many are already working within tight budgets. They are picky when selecting a home and might request concessions from sellers, such as help with closing costs, contributing to mortgage rate buy-downs, buyer credits, needed home repairs, and home warranties.
In the event issues come up during the home inspections, the sellers may need to be willing to negotiate with buyers if the requests are reasonable. A good approach would be to sit down and chat with your agent to understand what matters most to the buyers in your area.
Successful home sellers in today's market aren't doing anything crazy. But they are listening to their agents' wise advice and insights, pricing their homes correctly, making necessary home repairs, and remaining open to reasonable negotiations with buyers.
Best of luck in your home selling process.
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