What Sellers Need to Know Before Listing This Summer

The summer months can be the best time of year to list your home. But not all summers are the same. With a market that has shifted in favor of homebuyers in 2026, sellers need to reset expectations.

Selling this summer will look a little different than it has in recent years and may require a different strategy. By setting realistic expectations now, you can approach the process with confidence.

What’s Different Today? Buyers Have Leverage Again.

Today’s buyers are more cautious and selective. They have more negotiating power and are ready to use it. Home-price growth has cooled significantly since the peak of the pandemic, and with more inventory available now, bidding wars have become less common. In fact, nearly two-thirds of homebuyers paid below list price in 2025, with an average discount of 7.9% — the largest since 2012.[1]

Yet many sellers are still pricing like it’s the pandemic bidding-war era, listing too high or expecting premium offers. This can result in homes sitting on the market longer. To sell quickly and for top dollar, sellers must adapt to today’s market realities.

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Price for today’s market.

Overpricing your home can backfire quickly. Nearly 4 in 10 listings saw price reductions in 2025 — a result of unrealistic pricing expectations.[2]

Overpricing causes buyers to skip listings and miss the peak interest period. Continuous price reductions also raise a red flag for homebuyers, making it seem as if there is something wrong with the property. A well-priced home at the start will generate interest and create competition, helping you avoid the dreaded price cut.

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Invest in pre-listing presentation.

Your home may take longer to sell compared to those in recent years. In April, homes took roughly 43 days to go under contract — three days longer than a year ago — showing how buyer caution is slowing sales.[3]

Before listing your home, invest in thoughtful presentation and staging — both inside and out — to boost its move-in-ready appeal. A fresh coat of neutral paint, minor repairs, deep cleaning, decluttering, and updated landscaping can significantly strengthen your position with buyers. If your home could benefit from larger upgrades, you might consider using your home equity to fund improvements such as a bathroom refresh, new deck, or kitchen remodel. Just be sure to consult with your real estate agent before picking up the sledgehammer: Some projects deliver stronger returns than others, so you’ll want to choose wisely.

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Prepare to negotiate.

Concessions are becoming the new normal. In early 2025, sellers gave concessions to buyers in 44% of home sales, up from 39% a year earlier.[4] And for 2026, 39% of potential sellers say they anticipate having to offer concessions, up from 30% the year prior.[5]

Common negotiation tools include offering closing cost assistance, rate buydowns, inspection repairs, and flexible timelines. Adjusting your expectations and keeping an open mind can work in your favor for a smooth and speedy transaction — and may help you get more money for your sale.

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Sellers Who Adapt Win

This summer, sellers who price strategically, tackle key prep work, and — most importantly — set realistic expectations will be poised to close strong. Success comes from understanding the market and positioning your home accordingly.

Sources:

[1] Redfin, “Home Sellers Outnumber Buyers By a Record Margin, Upping Buyers’ Bargaining Power,” January 20, 2026.

[2 ] HousingWire, “The U.S. housing market in 2025: A year of normalization,” December 26, 2025.

[3] Redfin, “Pending Home Sales Hit Highest Level in Nearly 4 Years,” May 7, 2026.

[4] Redfin, “44% of Home Sellers Are Giving Concessions to Buyers—Just Shy of the Highest Level on Record,” April 21, 2025.

[5] Realtor.com, "Spring Seller Survey: Optimism Meets Reality in the 2026 Housing Market," April 14, 2026.