Why Your Old Home-Selling Strategy Won't Work Anymore in 2025

By Nick Kellar

Nick Kellar is a dedicated real estate consultant, investor, and community steward serving Baltimore and the surrounding areas.

Selling a home in 2025 isn’t the same as selling in 2022, 2023, or even last spring. The market has shifted, and the old playbook no longer works. Sticking to outdated strategies could cost you time, money, and momentum.

Recently, I’ve worked with several sellers who discovered this firsthand. One priced in line with recent neighborhood sales, only to get little interest and two underwhelming offers. After 10 days, they pulled their home off the market entirely. Another accepted an inspection request for a new HVAC system, even though the existing one worked fine. The buyers still walked away within 48 hours.

What’s happening in the market? Active listings are up 29% year-over-year, the highest since 2019. Pending contracts are down 1.6%, showing weaker buyer activity, despite interest rates sitting at a 10-month low. Meanwhile, cancellations have jumped: one in seven contracts fell apart this year, the highest since 2017.

In this environment, here are the strategies I recommend for sellers right now:

1. Face the market you’re in. The past is behind us. Inventory is outpacing demand, homes are sitting longer, and competition is fierce. Pricing, interest rates, and buyer demand have all changed, your approach must change too.

2. Price smart from day one. Your home’s price is your invitation to buyers. If it’s too high, you might not get any RSVPs. It’s crucial to price your home correctly from day one. A good agent can help you analyze recent sales in your area to set a competitive price. Remember, the right positioning can save you weeks or even months of frustration.

3. Stay flexible and alert. With cancellation rates climbing, 15% of contracts are being canceled, the highest since 2017, you must be vigilant about your home’s condition and pricing. Work with an agent who has a proven track record of keeping deals together.

4. Make your marketing count. Marketing matters more than ever. With so many homes for sale, how will yours stand out? Granite countertops won’t sell your home alone. With more listings on the market, you need a story that connects your property with the right buyer. That means using demographics, lifestyle appeal, and creative promotion to make your home stand out.

5. Negotiate creatively. In this market, be prepared to negotiate. From seller credits to rate buy-downs, the right terms can bridge the gap between a buyer’s budget and your bottom line. Focus on creating win-win deals rather than holding firm and losing momentum.

Markets evolve, and sellers who evolve with them come out ahead. Playing offense is energizing; playing catch-up is exhausting. In 2025 and beyond, those who shift from assumption to adaptation will be the ones who win.

If you’re thinking about selling, now is the time to create a tailored game plan for this market, not last year’s. You can reach me at (443) 375-2224 or nick@storyline-homes.com. The right move isn’t always obvious, but it’s always out there. Let’s find yours.