A few years ago, when inventory was at historic lows, nearly everything sold fast. It wasn’t about strategy; it was about scarcity. That has changed. Inventory is up about 20 percent from this time last year, and in many areas, supply is back to what we last saw between 2017 and 2019. This shift doesn’t mean homes can’t sell quickly. It just means they no longer sell automatically. The difference between a home that sells in two weeks and one that sits for four months often comes down to communication, positioning, and psychology.
What’s Really Going On
Today’s inventory growth isn’t driven by a wave of new listings. It’s mostly coming from homes that have been sitting on the market unsold. That’s a sign of friction — a gap between how a property is positioned and how buyers perceive its value. The homes that linger are often those priced by memory rather than by market. Sellers remember what their neighbor sold for in 2021 or what a friend’s bidding war looked like. Buyers, on the other hand, compare only against what’s available today and where they believe the market is headed.
Why Some Homes Sell and Others Sit
Homes that sell quickly have one thing in common: they’re easy for buyers to say yes to. That begins with pricing, or more accurately, positioning. A home that’s positioned well creates emotional alignment with the buyer. It feels like a fair exchange of value. When that alignment is missing, buyers hesitate. When it’s present, they act.
The most common reasons homes take longer to sell include:
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Overpricing based on outdated data
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Deferred maintenance
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Weak presentation or staging
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Limited showing flexibility
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Ineffective marketing or photography
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Resistance to negotiation
A few years ago, sellers could skip preparation, name their price, and still sell with multiple offers. That’s not the case today.
The Psychology of First Impressions
The first few weeks on the market are the most important. This is your maximum exposure window — when buyers are most curious and emotionally open. It’s also when they still have a fear of losing the home, which can influence their decisions. If your home enters the market well positioned, with professional presentation and believable pricing, it builds momentum and trust, which leads to offers. If it enters over-ambitious or under-prepared, that same visibility can work against you. Once buyers start asking why it hasn’t sold, the market begins to control the story instead of you.
The Role of Skilled Communication
Selling well isn’t just about numbers. It’s about emotional clarity and understanding how buyers make decisions when they feel uncertain. A skilled agent does more than provide comps. They interpret data, read the emotional tone of the market, and communicate in a way that helps both sides make confident decisions. They create psychological safety and guide rather than lead with pressure.
The Bottom Line
Yes, inventory is higher, and buyers are back to comparing, not reacting. This doesn’t have to work against you. When your home is positioned thoughtfully, presented beautifully, and communicated clearly, it will sell — not because the market is easy, but because it’s aligned with how buyers make decisions. Success in this market is about creating engagement and momentum, not chasing numbers.
If you’re planning to sell in 2026, now is the time to start that conversation. Together, we can position your home so it connects with the right buyer shortly after it hits the market.
