Everyone Keeps Saying There Are No Buyers. That's Not What I'm Seeing.
If you've been thinking about selling, you've probably heard the same thing over and over.
"The market is dead."
"Nobody's buying."
"Just wait until rates come down."
Here's the problem.
People confuse a slower market with a dead market. They are not the same thing.
Yes, homes are taking longer to sell than they did during the frenzy. Mortgage rates are higher than anyone would like. Buyers have become more selective.
But they haven't disappeared.
In fact, more homes are going under contract today than they were at this same time over the last two years. That's happening during a part of the year when activity normally starts cooling off.
That's not a dead market. That's a market full of serious buyers.
The Buyers Left Are the Ones That Matter
One of the best indicators of demand isn't closed sales. It's pending sales—homes that are already under contract.
Those numbers tell us what buyers are doing right now, not what happened 30 or 60 days ago.
The data shows pending sales are outperforming the past two years.
Why?
Because life doesn't wait for mortgage rates.
People get married. Families grow. Jobs change. Kids start school. Parents age. Retirements happen.
Eventually people stop asking, "Will rates come down?" and start asking, "How long can we keep putting our life on hold?"
That's exactly what we're seeing.
As Lawrence Yun, Chief Economist at the National Association of Realtors, put it:
"A late spring buyer rush—even with mortgage rates not budging—is an indication of pent-up housing demand and consumers' acceptance of above-6% mortgage rates as the new normal."
I see this every day.
The buyers walking through homes today aren't window shopping. They've already spent months waiting. When they find the right house, they're ready to act.
What This Means If You're Selling
Here's where I think many sellers get bad advice.
Some agents hear "buyers are back" and tell sellers they can price their home however they want.
Wrong.
Today's buyers are educated. They have options. They'll absolutely pay for value—but they'll walk away from overpriced homes without thinking twice.
Winning today isn't about luck.
It's about strategy.
That means:
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Pricing based on today's market, not last year's.
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Preparing the home so buyers immediately see value.
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Marketing beyond simply putting it in the MLS.
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Negotiating from a position of knowledge, not emotion.
That's how homes sell in this market.
The Headlines Don't Sell Houses
National headlines are written to get clicks.
Your home sells based on what's happening in your neighborhood, your price range, and your local buyer pool.
Those are very different conversations.
Every market has opportunities. The sellers who win are the ones who understand the market they're actually in—not the one they read about online.
Bottom Line
If you've been waiting because you think there aren't any buyers, don't let headlines make your decision for you.
The buyers are here.
They're motivated.
They're making offers.
The question isn't whether buyers exist.
The question is whether your home is positioned to be the one they choose.
That's where strategy beats headlines every single time.
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