Why Some Sacramento Homes Aren’t Selling (And What Most Sellers Get Wrong About It)

If your home is sitting on the market — or you’re worried it might — the first emotion most sellers feel isn’t frustration.

It’s embarrassment.

You start wondering:

• Is something wrong with my house?
• Are buyers just not out there?
• Did I miss the window?

Here’s the truth most sellers don’t hear soon enough:

Homes don’t sit because the market is “bad.”
They sit because buyers are making faster, sharper decisions.

What the Market Data Actually Says

Sacramento market data shows:

• Days on market have increased compared to peak years
• Buyers are writing fewer offers
• Price sensitivity is significantly higher

But homes that are priced and positioned correctly are still selling.

Buyers didn’t disappear — they became decisive.

Why This Feels Different Than Past Markets

In hotter markets, sellers could:

• Overprice slightly
• Skip prep
• “Test” the market

That safety net is gone.

Today’s buyers compare:

• Condition
• Price per square foot
• Monthly payment impact
• Future resale risk

They don’t negotiate with overpriced homes.
They move on.

I had a seller ask me last month: "Why aren't we getting offers? The house next door sold in 2021 in three days." I pulled the listing. It was priced 18% higher than comparable active listings, with dated photos and no story. The house wasn't the problem. The positioning was.

The Most Common Seller Missteps

1. Pricing Based on Emotion

What your home means to you doesn’t translate to market value.

2. Over-Renovating Before Listing

Many sellers spend money buyers won’t pay back.

3. Underestimating Presentation

Online photos are the first showing.

In this market, strategy beats optimism.

What Actually Works Now

Successful sellers today focus on:

• Strategic pricing from day one
• Targeted marketing (not just MLS exposure)
• Constant communication and adjustment
• Understanding buyer psychology, not just comps

Selling isn’t harder — it’s more precise.

Your Smart Next Step

If you’re unsure whether to sell now or wait, guessing is expensive.

I created a Cost of Waiting Calculator to help you see:

• Holding costs
• Market shift impact
• Equity implications

👉 Use the CALCULATOR to understand your numbers before deciding.

FAQs

Should I wait until rates drop?

Rates matter, but pricing and positioning matter more.

Do homes still sell over asking?

Yes — but only when priced intentionally, not aspirationally.

What’s the biggest seller mistake right now?

Waiting too long to adjust strategy.