Why Half of Homes Are Selling Below Asking—and How You Can Avoid It
If you’re still counting on multiple offers driving up your sale price, it’s time to adjust your expectations. The days of frenzied bidding wars are behind us, and the latest numbers confirm it.
From Hot Market to Normal Conditions
Right now, nearly 50% of homes are selling for less than the asking price, according to Cotality.
That may sound discouraging, but it’s not all bad news. The rapid surge of the past few years wasn’t sustainable. What we’re seeing now is a healthy market correction—a return to what’s historically been typical.
The chart below, using Zillow data, illustrates how this trend has shifted over time:
2018–2019: About 50–55% of homes sold under asking. That was the standard.
2021–2022: Just 25% sold under asking, fueled by record-low mortgage rates and intense demand.
2025: Roughly 50% of homes are once again selling below asking, bringing us back to more normal conditions.
Why This Matters for Home Sellers
In today’s market, pricing strategy matters more than ever.
A few years ago, you could list high and still attract eager buyers. Now, with tighter budgets and more choices, buyers are cautious.
Your listing’s first two weeks are critical—the moment when serious buyers are most active. If your home is overpriced during that window, it risks being overlooked. Once a listing goes stale, getting offers at (or above) your asking price becomes much harder.
The Winning Formula for Today’s Market
Sellers who cling to old expectations often face price reductions, low offers, and long waits. But those who adapt are still closing strong deals.
Remember—if half of homes are selling below asking, the other half are selling at or above asking. The difference is strategy.
Here are three keys to position yourself for success:
Prep your home. Handle repairs, updates, and small improvements before listing. A polished home attracts stronger offers.
Price smart from the start. Don’t just copy neighboring list prices. Work with your agent to price based on actual sales data.
Stay flexible. Negotiation doesn’t always mean lowering your price. You might find agreement on repairs, closing costs, or other terms that make the deal work.
Final Thoughts
If your goal is to sell at—or even above—your asking price, you need to approach today’s market with a modern strategy, not yesterday’s. And that’s where having the right local agent makes all the difference.
