50% of Homes Are Selling Below Asking—Here’s How to Be the Exception
If you’re tuned into real estate news, then you’ve probably heard that half the homes on the market are selling for less than asking right now. You might be wondering—“Wait, does that mean I’m doomed to take a loss if I sell?” The short answer? No.
The longer answer? The market is changing, and sellers who play it smart are still walking away with great results. Let’s break it down.
From Frenzy to “Normal”
Right now, about 50% of homes are selling for under asking price, according to the latest data from Cotality. That may sound scary, but it’s actually a sign of the market returning to normal.
Here’s the quick timeline of how we got here:
2018–2019: About 50–55% of homes sold under asking. That was business as usual.
2021–2022: Thanks to record-low interest rates and fierce buyer competition, only 25% of homes sold under asking. Overpricing wasn’t a dealbreaker back then.
2025: We’re back at about 50% selling under asking—right in line with what’s historically typical.
So, while the frenzy of the last few years has cooled, this reset is not the end of the world. It just means sellers need to adjust strategies to meet today’s market.
Why This Matters If You’re Selling Your House
Here’s the truth: pricing your home correctly is now more important than ever.
Not too long ago, sellers could throw a big number on the listing and still field multiple offers. Today? Buyers are choosier, budgets are tighter, and urgency has slowed down. Your asking price can quite literally make or break your sale—especially in those crucial first two weeks when the most motivated buyers are watching.
Miss that window, and your home risks going stale. A stale listing often means price cuts, fewer offers, and a longer time sitting on the market.
But here’s the flip side—while half of homes are selling under asking, the other half aren’t. Those sellers are getting full price (or more) because they set their strategy right from day one.
Tips for Properly Pricing Your Home
If you’re thinking about selling, here are a few smart moves to make sure your home lands in the winning half of the market:
1. Get a Comparative Market Analysis (CMA).
Forget online “estimates”—those don’t take into account the nuances of your specific neighborhood, upgrades, or buyer demand. A CMA from a local realtor (like us!) gives you a true snapshot of what homes like yours are actually selling for right now. Reach out to The Janice Burtis Team, and we’ll create a personalized CMA to help you discover your home’s real value in today’s market.
2. Don’t overprice “just to test it”.
This is the fastest way to chase buyers away and end up lowering your price later. Aim to price competitively from the start.
3. Consider buyer psychology.
Buyers are more likely to get excited and submit strong offers when they feel like they’re getting a fair deal—not when they feel priced out.
4. Factor in market conditions.
Things like interest rates, local demand, and inventory levels matter. What worked last year might not work now.
5. Be flexible.
It’s important to not be too rigid when it comes to setting your price. Sometimes, market conditions change—think of things that are beyond your control, like a recession or a pandemic, for example—and expectations will shift along with them.
The housing market isn’t broken—it’s just back to normal. The difference between selling under asking or hitting your price comes down to strategy, especially how you set that asking number.
If you’re considering selling, don’t go it alone (and definitely don’t trust an algorithm to tell you your home’s worth). The Janice Burtis Team is here to create a customized CMA and walk you through a pricing strategy that works in today’s market.
Let’s make sure your home is in the right 50%. Reach out today to get started!
