How to Adjust in a Cooling Luxury Market

The luxury home market is showing signs of softness: inventory is increasing, offers are fewer, and buyers in the range are more cautious. Sellers at the top end need to shift strategy or risk being left behind.

📝 Introduction

Even as many parts of the market hold firm, the top 5% of homes are starting to cool. Higher end buyers are pulling back due to uncertainty, rising borrowing costs, and more options available. If you’re selling a luxury property, the same tactics you used before may no longer work. You’ll need to adapt.

🔑 5 Pro Moves for Sellers in a Cooling Luxury Market

1. Refine Your Pricing Strategy

Overpriced luxury homes linger on the market.

Now: Use Comparable Sales in your high-end segment, and adjust expectations to what current buyers are willing to pay.

2. Invest in Exceptional Presentation

Luxury buyers expect perfection.

Now: Bring in premium staging, professional lighting, and high end photography or video to show your home in its best light.

3. Add Incentives That Matter

In luxury, perks can tip a deal.

Now: Consider including high-end appliances, home warranties, or design credits to sweeten the offer without cutting the listing price much.

4. Target the Right Buyer Pools

Why it matters: Luxury buyers are fewer and more selective.

Now: Focus marketing on high net worth individuals, relocation buyers, and international audiences with tailored messaging.

5. Be Flexible with Terms and Timing

Buyers will expect better terms in a cooling market.

Now: Offer flexible closing dates, leaseback options, or contingencies that don’t push the buyer away but show you’re accommodating.

✅ What You Can Do Now