Why 50% of Homes Are Selling Below Asking Price (And How to Beat the Odds)

If you’re still expecting a bidding war and multiple offers over asking, I’ve got news for you: that chapter in real estate is closed—for now. The red-hot frenzy of the past few years has cooled, and today’s housing market looks a lot more “normal.” But don’t worry—that doesn’t have to be bad news. In fact, if you play your cards right, you can still sell your home for top dollar. Let’s break it down.

The Shift: From Frenzied Market to Reality Check

According to the latest data from Cotality, nearly 50% of homes are selling for less than the asking price. That may sound scary, but here’s the truth: the market is simply hitting the reset button.

Think of it like this—imagine running a marathon at full sprint. That’s basically what the housing market did from 2020 through 2022. It couldn’t keep up that pace forever. Now, things are leveling off, and what we’re seeing is closer to the historical norm.

Here’s how the trend looks:

• 2018–2019: Around 50–55% of homes sold under asking. Totally normal.

• 2021–2022: Only about 25% sold under asking. That was the peak frenzy fueled by low mortgage rates and sky-high demand.

• 2025: We’re back to about 50% under asking. Translation? The market isn’t crashing—it’s rebalancing.

Why Sellers Need a Pricing Wake-Up Call

Here’s the kicker: your pricing strategy matters more than ever.

Not long ago, sellers could throw a high number on their listing and still get swarmed with offers. Those days are gone. Buyers now have more choices, stricter budgets, and way less urgency.

That means your first two weeks on the market are make-or-break. This is when the most motivated buyers are watching. If you miss the mark on pricing during this crucial window, your listing risks going stale. And once buyers start to scroll past your home, it gets a whole lot harder to bounce back.

Think of it like baking bread—if you burn the loaf the first time, no amount of icing can fix it.

The Winning Formula for Selling at (or Above) Asking

Yes, half of homes are selling under asking—but the other half aren’t. Those sellers are playing smart, adapting to the current market, and still coming out on top. Want to join them? Here’s the formula:

1. Prep Your Home Like a Pro

First impressions matter. Fix those leaky faucets, slap on a fresh coat of paint, and stage your home so buyers can see themselves living there. A polished home screams value—and buyers are willing to pay for it.

2. Price It Right from Day One

Don’t price based on what your neighbors are listing their homes for. Price based on what homes in your area have actually sold for. Your real estate agent has access to that data, so lean on their expertise. Starting with the right price sets the tone for your entire sale.

3. Stay Flexible and Open to Negotiation

Remember: negotiation isn’t always about price. Sometimes, buyers care more about closing costs, repair requests, or timelines. Being open to a little give-and-take can help you seal the deal without slashing your asking price.

The Bottom Line: Success in Today’s Market Is Possible

The housing market may feel different, but that doesn’t mean you can’t win. It just means you need to play smart, price wisely, and partner with the right agent.

Think about it: while half of homes are selling under asking, the other half are selling at—or above—asking. Which half do you want to be in?

So if you’re gearing up to sell, don’t cling to yesterday’s playbook. Instead, embrace today’s reality. With the right prep, strategy, and local expertise guiding you, your home can stand out in those critical first two weeks and attract the offer you’re looking for.

Because in real estate, timing and strategy aren’t just everything—they’re the difference between settling for less and walking away a winner.

Ready to find out what buyers in your area are actually paying right now? Let’s talk strategy and get your home sold—without leaving money on the table.