Patience Doesn’t Close Deals. Smart Pricing Does.

Still waiting for that ‘perfect buyer’ to fall in love with your house? In today’s market, that’s rarely the real holdup.

Here’s the truth: homes are taking about a week longer to sell than they did a year ago, according to Realtor.com.

“The pace of sales continues to slow. In August, the median time a home spent on the market rose to 60 days—seven days longer than a year ago and now exceeding pre-pandemic levels for the second consecutive month. This marks the 17th consecutive month of year-over-year increases in time on market.”

One reason is increased inventory. With more listings available, buyers can take their time instead of making quick decisions. Yet, the larger driver behind slower sales is price.

List Prices Have Stalled – and Sellers Need to Pay Attention

Many homeowners are still aiming too high with their asking price, holding onto memories of the rapid run-up in values a few years back. But the reality is different now.

One of the biggest—and most overlooked—shifts in today’s housing market is that average list prices have flattened over the past few years. That’s a stark contrast to the steady annual gains of a typical market, and even more so compared to the 2021–2022 surge when sellers could price almost anywhere and still spark bidding wars.

Today, that momentum has cooled. Prices have leveled off, and if you’re looking to sell, understanding this shift is critical to staying competitive (see graph below).

What This Means for Today’s Market Buyers are far more price sensitive than they were a few years ago. If sellers keep trying to push the bar higher, their homes risk sitting on the market with no offers.

Homeowners hoping to outdo what their neighbors got last year are often in for a slower, more frustrating process. The challenge is that while most sellers understand prices can’t keep skyrocketing, list prices still haven’t adjusted downward—they’re holding steady. Too many sellers cling to the hope of squeezing out a little extra, and that’s where things stall.

If you want to sell now, you need to align your price with today’s market—not last year’s, and not the pandemic peak. Buyers have more options, and they’ll pass on any home that feels even slightly overpriced.

It’s not that they don’t want your house—it’s that they don’t have to stretch for it anymore. With more inventory available, they can simply move on to the next listing. That’s why pricing right from the start is critical.

4 Red Flags Your Asking Price Might Be Too High

If your home is on the market and you’re not seeing much traction, these common warning signs (highlighted by Bankrate) could be the reason:

1. Few or no showings
2. No offers—or only lowball ones
3. Negative feedback from buyers who do tour the home
4. Your listing has been sitting longer than the local average

If any of these hit close to home, patience won’t solve it. A strategic price adjustment will.

So, What’s the Fix?

Work closely with your agent to make sure your home is priced for today’s market conditions. In many areas, just a few weeks without interest can make buyers question whether your price is realistic. The good news? It doesn’t usually take a major cut—sometimes even a small adjustment is enough to spark new activity and attract serious buyers.

And if you’re worried about not hitting that “dream” price, remember this: your equity has likely grown significantly over the years. Whether you’ve owned your home for 5, 10, or more, chances are you’re still walking away with a strong return. In today’s market, you’re still winning when you sell.

Bottom Line

Patience on its own won’t sell your house—pricing will.

If your home isn’t moving, the market is sending you a clear message, and finding the right price can make all the difference. With the right strategy, your house will sell.

Work with your agent to understand exactly what buyers in your area are willing to pay today. That way, you’ll position your home to stand out, attract more attention, and ultimately get it sold for the best possible outcome.