September 17, 2026, EDITION

The balance between buyers and sellers is shifting. Sellers significantly outnumbered buyers in August, giving active house hunters greater negotiating power when it comes to price, terms, and other parts of an offer.

Sellers are responding with more competitive pricing. Asking prices have moved lower compared with last year, while homes continue to sell at a healthy pace. For sellers, that reinforces the importance of entering the market with a price that reflects what buyers are willing to pay today.

Fall buyers shouldn’t overlook the total cost of homeownership. Home insurance costs have continued to rise, making it important to consider expenses beyond the purchase price and mortgage payment when setting a comfortable home-buying budget.

Negotiation is becoming a bigger part of the home-buying conversation. With more sellers competing for active buyers, some shoppers may have greater flexibility to discuss price, closing timelines, repairs, or other terms that matter to them.

That doesn’t mean every home is sitting on the market. Homes have continued to sell at or ahead of last year’s pace, showing that properties that are priced and presented well can still attract motivated buyers.

For sellers, the first impression now includes the price tag. Today’s buyers can compare more properties before making a decision, so a strong launch can be especially important. Starting too high may make it harder to capture attention during those critical first weeks.

DID YOU KNOW?…The median price per square foot recently fell to its lowest level since January. It’s another indication that pricing pressure has gradually been moving in buyers’ favor.

Mortgage rates have moved higher recently as inflation and rising Treasury yields continue to put pressure on borrowing costs. Stronger economic data and higher energy prices have also made the near-term path for rates less certain. For buyers, this makes it especially important to consider the entire transaction rather than focusing on the mortgage rate alone. A home’s asking price, potential seller negotiations, taxes, insurance, and financing structure can all influence the overall cost of homeownership. Remember, mortgage rates can be extremely volatile, so check with your mortgage professional for the most up-to-the-minute information.

A seller’s asking price isn’t the only part of an offer that can be negotiated. Depending on the property and your local market, closing dates, repairs, included items, or other terms may also be part of the conversation. Work with your real estate professional to determine where you have room to negotiate without weakening your offer.

Today’s buyers have more leverage, but that doesn’t mean you have to give away the farm. Focus first on the terms that matter most to you. Price, timing, repairs, and other details can all be part of the negotiation, and knowing your priorities ahead of time can make it easier to evaluate an offer.