A Seller's Strongest Negotiating Position in Fairfield County, CT Starts Before the First Showing

The Fairfield County, Connecticut housing market heading into fall 2026 doesn’t fit neatly into a single headline. Some homes are drawing multiple offers above asking. Others, in the same county and sometimes in the same town, are sitting.

According to Kristin Egmont, a Coldwell Banker Realty agent based in Trumbull who has been licensed and active since 2003, understanding that split is the most important thing a seller can do before listing this fall.

“Buyers will still compete for a home that’s well prepared and priced correctly, but they’re not automatically competing for everything,” Egmont said. “A house can attract multiple offers where another is going to sit because the price doesn’t reflect its condition or the work that needs to be done.”

A Market That Depends on the House

Egmont describes the current market as softening, with conditions varying widely by town, price point, and property type. In Westport, she says, competition remains strong and homes are still going over asking. In Trumbull, she recently worked with buyers who had spent two years searching for the right home, found it at $1.3 million, and then paused because of where interest rates had moved.

At the same time, a home she listed in the $700,000 range, well positioned and priced correctly, received multiple offers.

“Things are definitely softening, not to the extent of the national headlines, but Connecticut is starting to feel it a little bit,” she said. “A strong market doesn’t eliminate the need for a strategy. Sellers hear hot market and sometimes assume that means any price will work.”

Buyers are also negotiating more than they did a few years ago. “Inspections are real, inspection negotiations are real, they’re still happening,” Egmont said. Buyers are looking past the kitchen to the age of the roof, the condition of the mechanicals, and any deferred maintenance that could become their expense after closing.

Who Is Doing Well, and Who Is Struggling

Egmont draws a clear line between the sellers getting strong results and the ones who find the process frustrating.

“The sellers who are doing well understand where their home fits in the market,” she said. “They prepare, they price it against the right competition, and they make it easier for buyers to see. The sellers who struggle often price their home based on what they need to net, what they spent on renovations, or the highest sale they heard about in the neighborhood.”

“Those things matter personally,” she added, “but they don’t necessarily establish market value.”

She points to a current listing that received an above-asking offer after two weeks on the market. Even so, the sellers wondered why there weren’t multiple offers, comparing it to a sale from earlier in the year.

“Price is a moment in time,” Egmont said. “It was the summer, it was a different market, it was a different house, it was a different price point. There are so many variables that go into a house getting multiple offers.”

Egmont notes that the Fairfield County August report showed single-family homes selling at an average of 103 percent of asking price. She is careful about how sellers read that figure. “That doesn’t mean every seller receives an above asking offer,” she said.

Getting the Launch Right the First Time

For Egmont, the most valuable moment in any sale is the one before a buyer ever walks through the door.

“I tell sellers your strongest negotiating position starts before your first showing,” she said. “The preparation, the pricing, and the launch all work together. If we miss that initial opportunity, we can spend the next several weeks trying to regain buyers’ attention.”

That doesn’t mean a full renovation. Egmont works with sellers on repairs, staging, lighting, and photography, focusing on the items most likely to make a buyer hesitate. She recently staged a vacant Trumbull listing with an unusual layout so buyers could see how each room could be used and where their furniture would go.

“People buy based on emotion,” she said. “A beautiful presentation gets them interested, but the condition and the value help them move forward.”

More on how Egmont prepares and launches a listing is available on her seller process page.

About The Expert: Kristin Egmont is a licensed real estate agent with Coldwell Banker Realty, serving buyers and sellers across Fairfield and New Haven Counties, Connecticut. With more than 20 years of local market experience, she is known for her strategic approach, professional marketing, and hands-on client service. Learn more at kristinegmont.com.

This article is based on information provided by the expert source cited above. It is intended for general informational purposes only and does not constitute legal, financial, or real estate advice. Readers should conduct their own research and consult qualified professionals before making any real estate or financial decisions.