What a 60-Day Market Means for Buyers and Sellers

Homes are taking longer to sell here in Southern California.

In many communities, listings that might have received multiple offers within days a few years ago are now spending 60 days or more on the market. For some homeowners, that can be unsettling. For buyers, it can feel like an opportunity. The reality is a bit more nuanced.

A longer average time on market does not necessarily mean the market is struggling. In many ways, it reflects a shift toward a more balanced environment where buyers and sellers have time to think, evaluate options, and negotiate thoughtfully.

The strategies that worked during the frenzy of 2021 and 2022 are not always the strategies that work today.

What a 60-Day Market Really Means

When homes begin taking longer to sell, several things typically happen.

Buyers gain more choices. Instead of feeling pressured to make a decision immediately, they can compare properties, neighborhoods, and monthly payment scenarios more carefully.

Sellers face increased competition. Every new listing becomes another option for buyers to consider, making pricing, presentation, and marketing more critical.

Negotiations become more common. Buyers may request repairs, closing cost assistance, or interest rate buydowns. Sellers who understand current market conditions are often better prepared for these conversations.

This is not necessarily a buyer’s market everywhere, nor is it a seller’s market everywhere. Real estate remains highly local. What matters most is understanding the conditions in your specific neighborhood and price range.

Advice for Sellers

One of the biggest mistakes sellers make in a slower market is assuming that yesterday’s pricing strategy will still work today.

Buyers are paying attention. They are comparing homes more carefully and often watching properties for weeks before deciding whether to make an offer.

That means pricing correctly from the beginning matters.

Many sellers discover that the first price reduction is the least expensive one. A home that enters the market at a realistic price often attracts stronger interest than one that starts too high and gradually works its way down.

Presentation is also critical. Professional photography, clean and inviting spaces, attention to deferred maintenance, and a strategic and specific marketing strategy can make a difference when buyers have multiple homes to choose from.

The goal is not simply to list a home. The goal is to position it as the best available option within its competitive set.

Advice for Buyers

For buyers, a market with longer listing times can create opportunities.

There is often more room for negotiation than there was a few years ago. Depending on the property, buyers may be able to negotiate repairs, seller credits, interest rate buydowns, or more favorable timelines.

However, buyers should avoid assuming every seller is desperate.

Well-priced homes in desirable neighborhoods can still attract strong interest and multiple offers. Waiting too long or submitting unrealistically low offers can sometimes result in missed opportunities.

The most successful buyers focus on value. They look beyond the list price and evaluate the total cost of ownership, condition of the property, neighborhood characteristics, and long-term suitability.

A good negotiation is not always about paying the lowest price. Often, it is about achieving the best overall terms.

Patience Has Returned to the Market

One of the most noticeable changes in today’s housing market is that people have time to think again.

Buyers can ask questions. Sellers can evaluate offers carefully. Negotiations are more deliberate and often more productive.

While headlines frequently focus on whether the market is hot or cold, most real estate decisions are ultimately personal. Job changes, growing families, retirement plans, school considerations, and lifestyle goals tend to matter more than market headlines.

Whether you’re planning to buy, sell, or simply stay informed, understanding the current market environment can help you make better decisions when the time is right.

The market has changed. That doesn’t mean opportunity has disappeared. It simply means strategy is the most critical element.