Selling in a higher interest-rate market
Buyers are doing more math than they used to. That changes how listings need to be presented and priced.
What's different
- Buyers run their monthly affordability before an offer, not after
- Listings sit longer when priced against last year's comparables
- Negotiation rounds are slower ??? buyers walk away faster from anchor prices
The three things to get right
- Price to market, not to ego. The data on what's actually transacting matters more than what's listed
- Have your renovation receipts ready. Buyers discount aggressively when condition is unclear
- Be flexible on completion timing. A buyer who needs 5 months for a bridging loan is worth more than one who needs to walk
The market hasn't broken ??? it's just become honest. The transactions still happen. They just take more thought.