Every so often I hear from homeowners who are trying to understand why their property is not selling. They listed it with high hopes, watched the first few days of showings roll in, and then… nothing. The excitement fades, the showings slow down, and the anxiety starts to build. Friends and family starts asking why isn’t your house selling.
Just today, I had one of those conversations. Prasad and Sara, homeowners in Bellevue, Washington, reached out because they had listed their home on March 1. It had been five weeks and they had not received a single offer. They told me showings were steady in the first week, but now they are lucky to get one or two per week. Feedback has been polite. Buyers like the home, but they are continuing to look.
That might seem confusing to a seller, especially if they believe they priced it fairly and presented it well. But here is where the conversation got interesting. I asked them a simple question: What is the average time on market right now for homes in your area and in your price range? Their answer? Their neighbors had sold quickly, some with multiple offers, just a year ago. That might sound promising, but it misses the point. A lot can change in a year. The real estate market is fluid. Like the stock market, what happened last year or even last quarter has limited bearing on what is happening right now.
The Market Has Changed: Have Your Expectations Changed?
The biggest trap I see sellers fall into is comparing their home to another property that sold in a completely different market. A home might have sold in 48 hours last year, but if interest rates have doubled, inventory has increased, or buyer confidence has dropped, the rules of the game have shifted. What worked before may no longer apply.
This is where I asked Prasad and Sara to do something practical. I encouraged them to meet with their real estate agent and ask four very direct questions:
- What is happening in the current real estate market?
Not generally, but in their neighborhood, price point, and home type. - What is the actual value of our home right now?
Not last year’s value, not the neighbor’s sale price, but today’s number based on comparable listings and active buyer behavior. - What should we do to get this home sold as quickly as possible?
Does it need price improvement? Staging? New photography? What actions will make a real difference? - What is the marketing strategy, and how can we support it?
Open houses, digital ads, video tours, etc. What is being done and what results are being seen?
I also told them to ask one final, very specific question: Where should we price this home to get it sold in the next seven days? Not a range. Not a hopeful maybe. A number.
Pricing Is Not About What You Want, It’s About What Buyers Will Pay
Over my 25 years in real estate, I’ve learned that homes typically fail to sell for one of three reasons:
- The home’s condition does not match the buyer’s expectations.
If the photos look amazing but the home feels tired in person, you will lose momentum. - The marketing is not reaching the right buyers.
A great property can go unnoticed if the strategy behind it is weak or unfocused. - The price is simply too high.
This is the most common reason by far. And it is often the hardest one for sellers to hear.
The market does not care how much you paid, how much you owe, or how much you need to net. The market listens to the buyers. If they are not making offers, that tells you everything you need to know. Whether you agree with it or not, the market is speaking.
What Sellers Can Do Today
If your home is sitting on the market and you feel stuck, here is what I recommend:
- Stop comparing your experience to that of your neighbors unless their sale closed in the last 30 days.
- Have a real, numbers-based conversation with your real estate agent about the current market.
- Ask your agent to walk you through the listings that are actually selling and compare them honestly to your home.
- Evaluate whether your home is showing at its best, if not, fix what you can.
- Adjust your price to where the buyers are, not where you hoped they would be.
- Stay open and responsive. The longer you delay a reality check, the more stale your listing becomes.
Back to Prasad and Sara
They have now scheduled a meeting with their real estate agent and are going in much better prepared. They are ready to ask tough questions and more importantly, they are ready to hear the answers. Their mindset has shifted from frustration to strategy. And that is the most important move any seller can make when a home is not selling, trade emotion for action.
UPDATE: To read the continuation of Prasad and Sara’s story click here about what happened next.
Your Next Step
If your home has been sitting and you are not sure what to do next, ask for help. You can drop your question below or reach out to me directly. I may even answer it in a future blog post. I have spent the last 25 years helping people navigate every kind of real estate market, and I would be happy to serve as your trusted, unbiased resource. Whether you need a second opinion, a strategy session, or a connection to a vetted agent in your area, I am here for you.
