I’ve held off writing something like this for a while — not because I didn’t sense it happening, but because I didn’t have the hard data to back it up. My gut told me something was shifting in the market, and this week, the national reports finally confirmed it: sellers’ expectations and actual outcomes are farther apart than many realize.

Here’s what the data shows:

Those numbers tell a pretty clear story: reality is not matching expectations. That doesn’t mean homes aren’t selling — they are — but it does mean pricing strategy matters more than ever.

And here’s another layer that often gets misunderstood: You’ll hear that homes are selling for “100% of list price.” Sounds great, right? But that number doesn’t tell you the full picture. It doesn’t account for seller-paid closing costs, repairs agreed to during inspections, or price reductions that happened before the home ever went under contract. In other words, just because a home closes at 100% of list doesn’t mean the seller walked away with 100% of what they hoped for.

Locally here in Tulsa, we’re seeing a similar pattern. Homes that come out of the gate priced too aggressively are sitting longer — often with a few price drops along the way. Meanwhile, well-priced homes with strong marketing are still seeing steady interest and quick closings.

If you or someone you know is thinking of selling this year, the best gift you can give yourself is realistic expectations. The right pricing strategy early on can mean fewer headaches, faster results, and more money in your pocket at closing.

Have questions about your specific situation? I’d be glad to help.