Pricing Reality Hits: Broker Says Many Homes Are Listed, But Not Truly “For Sale”

Written by:

Steve Marcinuk

Date:

03 Dec 2025

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A veteran real estate professional in the Pacific Northwest is challenging sellers to confront an uncomfortable truth about their pricing strategies, arguing that many properties are merely “on the market” rather than genuinely “for sale.”

Ellen Bohn, managing partner at The Agency Camano Island, says this distinction has become essential as conditions have moved away from the seller-dominant market of recent years. She emphasizes that pricing remains the defining factor and that guiding sellers through relevant comparables is key to ensuring a listing is positioned to genuinely compete, rather than simply appear on the market without a real path to sell.

According to Bohn, who has been in real estate since 1996, this psychological shift in pricing strategy reflects broader changes in buyer behavior and market dynamics that many sellers haven’t yet acknowledged.

The New Market Reality

Bohn describes current conditions as notably out of balance, with a mix of economic pressures causing buyers to hesitate. She points to elevated interest rates, high home prices, and broader concerns around the economy and job stability as the main sources of uncertainty. In her view, once these pressures begin to ease, the market is likely to regain momentum.

This dynamic has produced what she sees as a “pause button” effect, with many buyers holding back to see how conditions unfold rather than actively pursuing homes. As a result, overpriced listings tend to sit on the market, while properties positioned with realistic and competitive pricing continue to attract movement.

Creative Deal Structures Emerge

The shifted market dynamics have also altered how deals come together, Bohn notes. She explains that in softer conditions, sellers are generally more willing to contribute toward closing expenses, offer interest-rate buydowns, or provide other financial support to help a transaction move forward.

This marks a clear departure from the competitive climate of recent years, when multiple offers and limited concessions were common. Now, she adds, lenders are pushing for more flexible approaches within regulatory limits to expand options for buyers.

The tools available include various first-time home buyer programs and more flexible lending approaches, but they require sellers to participate in solutions rather than simply waiting for buyers to meet their terms.

Strategic Timing Advice

Despite current challenges, Bohn believes there are advantages for buyers who are prepared to act. She advises that those in a position to purchase may benefit from doing so now, before conditions shift back toward a seller’s market characterized by rising prices and renewed competition.

This perspective suggests that current conditions may represent a temporary window rather than a permanent shift, making pricing strategy even more critical for sellers who want to capitalize on available buyers before competition increases.

Market Cycle Recognition

Bohn’s assessment draws on her long experience navigating different market cycles, giving her a broader view of how today’s conditions align with historical trends. She points to elevated interest rates, high home prices, and wider economic and employment concerns as the main forces driving current instability.

She says these factors have effectively slowed the market as buyers wait for more clarity. In her view, once this uncertainty begins to fade, activity is likely to accelerate again, with buyers returning and the market shifting back toward stronger seller advantage.

The Pricing Education Challenge

Central to Bohn’s approach is a focus on guiding sellers through relevant market comparables. This process involves helping them grasp not only the list prices of similar homes, but also the actual closing prices and the timelines those properties required to secure a buyer.

Her aim is to ensure sellers can develop a pricing and marketing plan that positions their home to genuinely compete, rather than simply appear on the market without a clear strategy to sell.

Looking Forward

Bohn’s framework suggests that successful agents in the current market must serve as both market analysts and psychologists, helping sellers navigate the emotional challenge of adjusting expectations while positioning properties to actually transact rather than simply occupy listing inventory.

Whether this “for sale versus on market” distinction becomes a broader industry talking point may depend on how long current market conditions persist and how effectively other agents adopt similar educational approaches with their seller clients.