Why Some Homes Sell in 10 Days and Others Take 90

It’s the most common question I get: “How’s the market?”

The answer right now… it depends.

I could show a newly listed home on a Friday, that receives multiple offers by Monday. On the other hand, another home on the same street can sit on the market for three months with little activity.

So, what’s the difference?

The market has definitely changed. While this isn’t a frenzied anymore, it’s usually something else that’s holding a home back.

Pricing Is Still King

The biggest reason homes sit is simple: they’re priced too high.

Many sellers remember what their neighbor sold for in years past. Unfortunately, buyers today have more choices and are much more price-sensitive.

The challenge is that buyers see every home online. They compare properties side-by-side in seconds.

If your home is worth $700,000 but is listed at $779,000, buyers may not think, “Maybe we can negotiate.” Many will simply scroll to the next listing that has a better value proposition.

By the time a seller comes to the realization the price is too high, the home has already become stale in the eyes of many buyers.

Buyers Notice Condition More Than Ever

When inventory was extremely low, buyers overlooked a lot. Today, they don’t have to.

A home with worn carpet, outdated paint, deferred maintenance, or obvious repair issues is competing against properties that are move-in ready.

That doesn’t mean every seller needs a complete remodel. In fact, the absolute best returns come from simple improvements:

• Fresh paint
• Deep cleaning
• Decluttering
• Minor repairs
• Clean landscaping

The goal isn’t perfection. It’s removing distractions.

First Impressions Happen Online

Years ago, buyers would visit dozens of homes.

Today, they eliminate most properties before ever stepping through the front door.

Professional photography matters more than many sellers realize.

I’ve seen beautiful homes generate very little interest because the photos were dark, poorly framed, or failed to showcase the home’s best features.

On the flip side, a well-presented home can generate excitement before buyers even schedule a showing.

Your first showing often happens on someone’s phone.

The Market Has Become Smarter

Today’s buyers are incredibly informed.

Before viewing a home, many have already reviewed:

• Comparable sales
• Property history
• Neighborhood information
• School ratings
• Previous price reductions

They often know exactly where a home fits within the market.

That’s why “testing the market” these days with an aggressive price rarely works as well as sellers hope.

What the Fastest-Selling Homes Have in Common

The homes that sell quickly usually share four traits:

1. They are priced correctly from day one.
2. They show just as well in person as they do online.
3. They have no major deferred maintenance issues.
4. They create a sense of value compared to competing listings.

Notice that none of those factors involve luck.

The Bottom Line

The difference between selling in 10 days versus 90 days often comes down to preparation and strategy.

In today’s market, buyers are still buying. In fact, many are actively looking and just waiting for the right opportunity.

The homes that give buyers confidence and demonstrate value continue to sell. The homes that miss the mark on pricing or presentation often spend months chasing the market downward.

If you’re considering selling, the goal shouldn’t be to see how high you can price your home.

The goal should be to position it so buyers feel like they’re getting one of the best opportunities available.

That’s what creates showings, offers, and ultimately the best results.