If it feels like the housing market has shifted, that’s because it has. About half of all homes in today’s market are selling for below their original asking price. For many sellers in Jamul, Rancho San Diego, La Mesa, and the surrounding East County communities, this comes as a shock. The last few years created expectations of bidding wars, weekend sellouts, and record-high offers. Homes sold quickly and often for tens of thousands over list price.

But the days of runaway appreciation are behind us. What we are seeing now is not a crash. It is a normalization.

Understanding this shift is the key to selling successfully today. Sellers who recognize the change, adapt their pricing strategy, and present their home with intention are the ones who continue to win in the current market.

This guide breaks down what is happening, why the change is actually healthy, and how you can position your home to stand out even in a more balanced environment.

The Market Today Looks Very Different From the Last Few Years

When interest rates were at record lows, buyer demand heavily outpaced supply. Homes sold instantly. Many sellers assumed this kind of frenzied activity was the “new normal.”

But markets always cycle. The environment we are experiencing now is more aligned with what a typical, healthy market looks like.

What has changed?

• Buyers have more homes to choose from
• Interest rates affect purchasing power
• Days on market are lengthening
• Competition is more localized
• Pricing is now a strategic science, not guesswork
• Buyers expect value, not just availability

The shift back to normalcy means sellers must be more thoughtful. The homes that succeed in today’s market are the ones priced correctly, marketed strategically, and presented beautifully from day one.

Why About Half of Homes Are Selling Under Asking Price

To understand why so many homes are selling for less than what sellers hoped for, you need to look at buyer behavior.

1. Buyers are more selective

During the boom, buyers rushed into anything they could get. Today they compare, analyze, and scrutinize. Homes that are overpriced or poorly presented are skipped instantly.

2. Inventory has increased

More homes for sale means more options for buyers. Your home is no longer competing with two or three others. It may be competing with 20 or 30.

3. Interest rates affect what buyers can afford

Even a small uptick in rates reduces buying power. Buyers today must think about long-term payments, not just the purchase price.

4. The emotional panic of the pandemic market has faded

People were making decisions quickly and aggressively. Today’s buyers move with far more caution.

5. Sellers are still pricing with yesterday’s market in mind

This is one of the biggest reasons homes sell below asking price. Sellers price too high based on outdated expectations, then drop the price later, sometimes multiple times.

When a home hits the market overpriced, buyers ignore it. When it sits, buyers assume something is wrong. When the price finally drops, buyers offer even less than they would have originally.

This is why smart pricing is everything.

The Sellers Who Win Are the Sellers Who Adapt

Even though the market has changed, great results are still possible. Homes are selling every single day in Jamul, Rancho San Diego, La Mesa, and the surrounding communities. Strong prices are still being achieved. But the sellers who win share three common traits.

1. They price smart from day one

Pricing is not about pushing the limit. It is about positioning.

Correct pricing:

• Attracts more buyers
• Creates urgency
• Generates stronger offers
• Reduces the need for price reductions
• Helps the home sell faster
• Protects your net profit

Overpricing is the fastest way to lose money in the current market. Underpricing is rare but can also backfire when not done strategically.

The right list price is based on current data, not sentimental value or last year’s market peak.

2. They make their home stand out

Buyers today compare dozens of listings online before they ever schedule a showing. Homes that look dark, cluttered, outdated, or poorly photographed get passed over immediately.

To stand out, a home must be:

• Clean
• Bright
• Well-staged
• Professionally photographed
• Presented with a strong lifestyle message

Small improvements like updated lighting, fresh paint, curb appeal enhancements, and neutral décor can separate your home from others instantly.

Presentation influences perceived value. And perceived value affects your final price.

3. They stay flexible when buyers ask for give-and-take

Negotiation in today’s market is more collaborative than combative. Buyers often ask for concessions, repairs, credits, or flexible timelines. Sellers who adapt and approach negotiations with realism instead of ego tend to achieve smoother closings and better outcomes.

Flexibility doesn’t mean giving away the house. It means working within the framework of a balanced market where buyers and sellers have more equal footing.

What a Balanced Market Really Means for Sellers

A balanced market is not a negative market. It is simply a fair one.

Here is what sellers can expect:

More conversations, fewer bidding wars

Buyers want to understand value and negotiate terms.

Longer days on market

Homes may take weeks instead of days to sell. This is normal.

More emphasis on condition

Buyers gravitate toward well-maintained, move-in ready homes.

Greater financial scrutiny

Inspections, appraisals, and repair requests matter again.

The return of give-and-take

Concessions and negotiation flexibility are common.

Sellers who expect the same conditions they saw a few years ago often feel frustrated. Sellers who embrace the current reality tend to outperform the competition.

Smart Pricing Is the Key to Staying Ahead

Many sellers assume they should “test the market.” List high. See what happens. Adjust later.

But today’s buyers are paying close attention. When a home sits too long, buyers wonder:

• Why hasn’t it sold?
• What is wrong with it?
• Is the seller unrealistic?
• Can I offer less?

By the time the price is reduced, the home has lost momentum. Homes that linger on the market eventually receive lower offers than similar homes priced correctly from the start.

This is why serious sellers work with agents who know how to analyze:

• Local inventory
• Pending sales
• Buyer demand
• Comparable homes
• Micro-neighborhood pricing trends
• Seasonal timing
• Interest rate behavior

A strong pricing strategy is a seller’s biggest competitive advantage.

Presentation Has Become a Deal Maker

When buyers scroll through listings online, they are making snap judgments. If your photos are dark, rooms feel cramped, or décor is distracting, buyers move on to the next home instantly.

To compete, homes must:

• Show well in photos
• Highlight their best features
• Feel warm, spacious, and welcoming
• Convey lifestyle more than square footage
• Look polished, not personal

The goal is not to create a magazine-perfect home. The goal is to help buyers imagine themselves living there. That emotional connection is what leads to higher offers.

Strategic Marketing Is Non-Negotiable

Today’s buyers are everywhere:

• Zillow
• Redfin
• Realtor.com
• Social media
• Google
• Relocation networks
• Local community groups
• Agent-to-agent referrals
• Email databases
• Video platforms like YouTube

If your home is only visible on one or two platforms, you are missing buyers. And missing buyers means missing offers.

A strong marketing plan includes:

• Professional photography
• Drone shots
• Listing videos
• Search-optimized descriptions
• Paid social media advertising
• Digital campaigns
• Local outreach
• Agent networking
• Targeted market exposure

When your home reaches the right eyeballs, you get the right price.

Flexibility Can Get You the Finish Line

In a balanced market, negotiation feels different than it did in the peak years. Buyers expect clear communication, reasonable accommodations, and flexibility from sellers.

Flexibility might include:

• Repair negotiations
• Credit for closing costs
• Adjusted timelines
• Minor updates
• Allowing buyer access for measurements
• Being open to discussions

Flexibility does not weaken your position. It strengthens your chances of closing smoothly and securing a solid offer.

You Do Not Have to Navigate This Market Alone

The market we have today is not the one we had a few years ago. Selling now requires strategy, awareness of shifting trends, strong pricing skill, polished presentation, and negotiation expertise.

The sellers who recognize this reality early are the ones who succeed.

If you are thinking about selling in Jamul, Rancho San Diego, La Mesa, or anywhere in East County San Diego, I am here to make the process easier, clearer, and more profitable for you.

Let’s talk through what is working right now, what buyers are responding to, and how to position your home so you do not leave money on the table.