Quarterly Market Advisory Brief

For homeowners whose property previously failed to sell

Q1 2026

 

This advisory brief is prepared quarterly for homeowners who previously attempted to sell but chose not to relist.

It outlines how current market conditions, buyer behavior, and strategy considerations are shifting — and what actually matters if you consider selling again.

This is not a sales pitch or a valuation.
It’s designed to provide clarity.

 

What We Saw in Q4 — And What It Signals for Q1

The fourth quarter clarified an important reality: this is not a weak market, but a segmented one. Different price points and property types are behaving very differently, and those differences are becoming more pronounced heading into Q1.

In Q4, buyer preference for turn-key and well-presented homes remained strong. Entry-level and mid-range properties — particularly well-located three-bedroom, two-bath homes around 1,500 square feet — continued to perform well. I am working with buyers in this market segment who are routinely submitting one of multiple offers. Buyers in this segment tend to be needs-based rather than discretionary, which creates consistent demand. These homes often tolerated minor pricing imperfections and, in some cases, still attracted multiple offers.

By contrast, the luxury segment showed more hesitation. Buyers at higher price points are active but selective. They are not compelled to buy and are far less forgiving when pricing does not clearly reflect condition, location, or required work. In this segment, homes needing improvements required either a compelling offset (views, location, uniqueness) or pricing that fully acknowledged the investment required.

Another clear Q4 shift was how buyers negotiate. Rather than submitting offers below perceived market value, many buyers waited. When pricing adjusted to align with buyer perception, that’s when offers were written. Sellers who expected buyers to “bring offers” often waited too long, allowing listings to lose momentum before corrections were made.

As we move into Q1, these patterns are likely to continue. Momentum at launch, correct initial pricing, and clarity of presentation matter more than ever. Homes that enter the market aligned with buyer expectations are selling. Homes that hesitate or rely on post-launch adjustments are the ones struggling.

 

A Note on Early-Year Timing

One historical pattern worth noting is how January and February often function in markets like ours.

Unlike regions with harsh winters, buyer activity here does not pause seasonally. Serious buyers tend to re-engage immediately after the holidays, monitoring inventory closely as they prepare for the year ahead.

At the same time, many sellers delay listing due to the belief that spring is the “best” time to sell — a mindset rooted in more seasonal markets. The result is often a temporary imbalance early in the year: buyer attention returns while inventory remains relatively constrained.

When a home is well-prepared, clearly positioned, and priced correctly, this early-year window can be advantageous — not because demand is artificially higher, but because competition is often lighter.

That said, this window does not reward hesitation or overpricing. Homes that launch without clarity quickly lose any early advantage once spring inventory increases.

In short, early-year timing can work — but only when strategy, preparation, and pricing are aligned from day one.

 

Why Previously Unsuccessful Homes Struggle Right Now

Homes that failed to sell recently didn’t do so because buyers disappeared. They struggled because they fell on the wrong side of current buyer behavior:

  • Pricing assumed buyers would negotiate rather than wait

  • Initial presentation failed to communicate “turn-key” or “straightforward cosmetic opportunity”

  • Homes needing work lacked a compensating factor such as price, location, or views

  • Momentum was not created early, and price corrections came too late

  • Listings became stale before aligning with buyer perception

  • Lack of upfront inspections and reports increased friction and uncertainty

In this environment, buyers are patient, informed, and selective. When uncertainty exists, they move on.WHAT ACTUALLY WORKS RIGHT NOW

Correcting pricing strategy before launch, not after

  1. Repositioning the home so buyers immediately understand its value

  2. Creating early momentum rather than “testing the market”

  3. Eliminating uncertainty through preparation and clarity

  4. Aligning launch timing with buyer attention cycles

 

What Actually Works Heading Into Q1

Homes that are performing well heading into the new year tend to share these characteristics:

  • Pricing reflects current buyer perception from the start

  • Presentation clearly communicates either “turn-key” or “easy cosmetic path”

  • Homes needing work are offset by price, location, or uniqueness

  • Momentum is created early rather than hoped for later

  • Inspections, disclosures, and reports are available upfront

  • Buyers are given enough information to confidently say yes

We are also seeing a higher number of escrows fall apart when uncertainty surfaces late. Eliminating friction early is increasingly important.

 

Decision Clarity

If you’re weighing whether to wait, relist, or do nothing for now, these questions usually bring clarity:

  • Am I gaining anything by waiting — or delaying a decision I’m likely to make anyway?

  • Do I have a strong, evidence-based reason to believe the market will materially improve for my specific property?

  • Can the opposite case be made just as convincingly?

  • If I plan to buy a replacement property, does waiting actually help me?

  • What is the value of being done with this decision and moving forward?

  • Five years from now, will I regret acting — or regret waiting?

  • Am I open to reviewing a different plan if it clearly addresses what didn’t work before?

Clarity comes from understanding trade-offs, not predicting the market perfectly.

If you want to talk through how these patterns apply to your specific situation, I’m happy to walk through that privately.

You can reach me directly at 805-769-4144.

 

Prepared by Ian Chandler
Home & Ranch Sotheby’s International Realty