The market is shifting into a more “normal” rhythm

After a few years of extremes, the local market is settling down. Recent housing data and what many of us are seeing on the ground point to the same theme: buyers are moving more deliberately, and sellers are adjusting expectations.

This does not mean the market is “bad.” It means the pace is more measured. Homes are still selling, but the path to a successful sale often looks different than it did during the peak frenzy years.

Here’s what’s changing, why it matters, and how to win as a seller or buyer right now.

What “buyers gaining leverage” looks like in real life

In a leverage shift, buyers gain options. When buyers have options, they can negotiate.

Common signs of a more balanced market include:

• Homes taking longer to sell (buyers have time to think, compare, and revisit)

• Fewer bidding wars (multiple offers still happen, just not as automatically)

• More price adjustments (sellers testing a number, then responding to the market)

• Inspections and appraisal conditions returning (buyers feel less pressure to waive protections)

• More negotiation on repairs and credits (buyers ask, sellers decide what makes sense)

The big change is psychology. Buyers are less likely to rush. They are more likely to ask questions, schedule second showings, and negotiate based on condition and comparable sales.

What this means for sellers: “recalibrate” does not mean “give up”

If you are selling in this environment, your goal is not to chase the market. Your goal is to meet the market accurately and confidently.

1) Pricing strategy matters more than ever

In a fast market, homes can sell even when pricing is a little ambitious. In a measured market, buyers notice overpricing quickly, and they often move on.

A smart approach today:

• Price based on recent closed sales (not just active listings)

• Factor in condition (updated and move in ready still commands attention)

• Understand your micro location (neighborhood, school zones, condo vs single family, busy road, lot appeal)

Good pricing creates urgency. And urgency protects your net.

2) Condition and presentation create leverage for you

When buyers have choices, the best presented home usually wins.

High impact steps that help in a shifting market:

• Fresh paint in neutral tones where needed

• Lighting upgrades (bright, clean bulbs make a huge difference)

• Declutter and simplify furniture layouts

• Deep clean, especially kitchens, baths, baseboards, windows

• Address obvious repairs buyers will flag (leaks, stains, loose railings, stuck doors)

If a home needs work, that is fine. The key is owning the reality of condition through pricing and strategy.

3) Expect negotiation, plan for it

More negotiation does not mean you are losing. It means the market is functioning.

Instead of reacting emotionally to requests, evaluate them like a business decision:

• What repairs are safety related or loan related?

• What requests are reasonable vs excessive?

• Would a credit be easier than coordinating contractors?

• What keeps your timeline intact?

Sellers who plan ahead tend to net more, because they are not making rushed decisions under pressure.

4) Incentives can be a smart tool, not a last resort

Incentives are becoming more common, especially when buyers are rate sensitive.

Options sellers sometimes consider:

• Closing cost assistance (structured properly)

• Repair credits instead of doing the work

• Flexible settlement date

• Including certain items buyers value (when appropriate)

The goal is not to “give away” value. The goal is to remove friction and keep the deal moving.

What this means for buyers: more choices, more protection, better negotiating room

If you are buying in South Jersey right now, the biggest advantage is this: you can make decisions with less pressure.

Buyers can often:

• Take time to compare homes and neighborhoods

• Keep standard inspection protections

• Negotiate repairs, credits, or price adjustments

• Ask for closing cost help in the right situation

• Avoid overbidding when the data does not support it

That said, well priced homes in great condition can still move quickly. The leverage is real, but it is not automatic. The best strategy is to be prepared and decisive when the right home appears.

Buyer tip: Make sure your pre approval is solid, your lender is responsive, and you understand your comfort zone on monthly payment. In a more balanced market, preparation becomes a competitive advantage.

Why the shift feels different town to town

Even within Cherry Hill, Marlton, Mount Laurel, Voorhees, Merchantville, and Maple Shade, the market can behave differently block by block.

What tends to drive differences:

• Property type: condo, townhouse, single family, new construction

• Condition: renovated vs original, roof and mechanicals, layout and natural light

• Price point: entry level demand often stays strong, higher price points can require more precision

• Location factors: commute patterns, walkability, busy roads, proximity to shopping, parks, PATCO access in nearby areas

This is why broad headlines are helpful, but hyper local pricing and strategy win the day.

Seller checklist: how to position your home to win in a measured market

If you want a clean, confident sale, focus on these:

1. Start with the right list price based on recent closed sales

2. Make the first week count with strong photos, staging, and marketing

3. Fix what buyers will immediately notice (and what appraisers and inspectors will call out)

4. Be realistic about negotiation and decide in advance how you will handle common requests

5. Track showing feedback quickly so you can adjust before the listing goes stale

A shifting market rewards sellers who are proactive, not perfect.

Quick FAQs I’m hearing right now

Are prices dropping?
Not across the board. Many areas are seeing prices hold reasonably well, but buyers are less willing to overpay, especially for homes needing updates. Pricing has to match condition.

Should I wait to list?
Waiting can work for some homeowners, but timing is only one part of the equation. Preparation, pricing, and marketing usually matter more than trying to “time” the market.

Is it a good time to buy?
If you want more choice and negotiating room, this environment can be favorable. The right answer depends on your budget, timeline, and comfort with monthly payments.

Want a real pricing strategy for your specific neighborhood?

If you’re thinking about selling (or buying) in Cherry Hill, Marlton, Mount Laurel, Voorhees, Merchantville, Maple Shade, or anywhere in South Jersey, I can put together a quick, no pressure local market snapshot for your exact home type and neighborhood, including recent comparable sales and a pricing strategy that fits today’s market.

Reply to this newsletter or message me with:

• Your address (or neighborhood)

• Your ideal timing

• A quick note on updates or condition

And I’ll take it from there.