Sellers: How to Win in Today’s Cooler Market (When Buyers Get More Power)

Home inventory is climbing, buyers have more options and negotiating power, and one in five sellers reduced their asking price in May—the highest rate in nine years. Smart sellers can still succeed—here’s how to price, present, and position your home strategically.

📝 Introduction

The U.S. housing market is shifting in favor of buyers. As mortgage rates dip and inventory rises, homes are spending more time on the market—and sellers are adjusting quickly. But a cooler market doesn’t mean cold results. With the right moves, you can stay competitive, attract serious offers, and still achieve top-dollar returns.

🔑 5 Smart Seller Moves in a Cooler Market

1. Nail the Price—But Be Ready to Adjust

One in five sellers cut their asking price in May—the most in nearly a decade. Starting at a strategic price helps your listing stand out and avoids delays.

Now: Use a fresh comparative market analysis. If your property doesn’t sell in ~21–30 days, consider a calibrated price reduction to maintain momentum.

2. Offer Mortgage-Rate Buydowns

Buyers are sensitive to monthly cost. By offering a rate buydown (e.g., seller-paid points), you effectively lower monthly payments, making your listing feel more affordable. 

Tip: Calculate cost vs. buyer savings. A one-point buydown could sway reluctant buyers—and still net you more than a straight price cut.

3. Supercharge Your Listing Presentation

Rising inventory means buyers are choosing from more options. High-impact staging, twilight photos, and virtual tours set your home apart.

Now: Level up your visuals—professionally staged, well-lit, and emotionally evocative. Create that "want-to-live-here" feeling before buyers even walk in.

4. Time Your Listing Strategically

Cooler markets still have windows of high engagement—especially mid-summer and mid-week launches .

Now: Target a Tuesday or Wednesday launch, schedule showings during best light, and consider a weekend open house when buyer energy peaks.

5. Prepare to Negotiate Beyond Price

With buyers in control, we're seeing more demands for concessions, repairs, and closing credits.

Now: Pre-inspect, offer credit buffers, and present them upfront as part of your strategy. This reduces friction and makes negotiations smoother.

✅ What You Can Do Right Now