Why 50% of Homes Are Selling Below Asking—and How Sacramento Sellers Can Avoid It


If you’ve been following national real estate news, you’ve probably noticed the headlines: about half of homes are closing for less than the asking price. At first glance, that can feel like a red flag for sellers. But here’s the thing—it doesn’t have to be.



The market has shifted from the bidding wars of the last few years to something much more balanced. And while that means strategy matters more than ever, sellers who understand today’s trends are still walking away with strong offers. Let’s take a closer look.


From Frenzy to “Normal”

Right now, about 50% of homes are selling under asking price, according to the latest data from Cotality. While that might seem discouraging, it’s actually a return to normal after a few unusual years.



Here’s how the numbers stack up:

  • 2018–2019: About 50–55% of homes sold below asking. That was standard for the market.
  • 2021–2022: Record-low interest rates and a flood of buyers flipped the script—only about 25% of homes sold under asking. Overpricing wasn’t a dealbreaker back then.
  • 2025: We’re back at roughly 50% under asking, which aligns with long-term trends.

So, no—this isn’t a “bad” market. It’s simply a more typical one. Sellers just need to adjust their expectations and approach accordingly.


Why This Matters If You’re Selling Your House

Here’s the bottom line: pricing is everything.


During the boom years, homes practically sold themselves—even with aggressive price tags. Now, buyers are more selective. They’ve got stricter budgets, more options, and less urgency. That means your listing price has to be on point from day one.


The first two weeks on the market are make-or-break. That’s when serious buyers are circling. Miss your price in that critical window, and your home risks getting overlooked. Once a listing goes stale, price cuts and longer days on market usually follow.



But don’t let that discourage you—because the flip side is just as true. About half of homes are still selling at or above asking. And those sellers are the ones who nail their pricing strategy from the start.


Tips for Properly Pricing Your Home

Want to keep your home out of the “price-cut” category? Here’s how:



1. Get a Comparative Market Analysis (CMA).

Skip the online guesswork. Zillow and other sites can’t capture the nuances of your neighborhood or the upgrades you’ve made. A CMA from a local realtor (like us!) gives you a precise picture of what homes like yours are actually selling for right now. The Sherri Patterson Team can create a customized CMA to help you understand your home’s true market value.



2. Don’t overprice “just to test it.”

Starting too high is the fastest way to scare off buyers and end up lowering your price later. Price competitively from the get-go.



3. Consider buyer psychology.

A fair, realistic price gets buyers excited—and excited buyers make stronger offers.



4. Factor in current market conditions.

Interest rates, inventory, and local demand matter. What worked in last year’s market won’t always work today.



5. Be flexible.

Sometimes, external factors (like economic shifts or interest rate hikes) can impact demand. Being open to adjusting your strategy will keep you competitive.




Sacramento’s housing market isn’t broken—it’s simply back to balance. And balance means sellers can still win if they approach the process with the right strategy. The difference between selling below asking and securing the price you want comes down to how you set—and adjust—your listing price.


If you’re thinking of selling, don’t trust an online estimate to guide one of the biggest financial decisions you’ll ever make. The Sherri Patterson Team is here to run the numbers, give you a personalized CMA, and help you build a pricing strategy that works in today’s market.