The Inventory Problem in Real Estate

There’s more inventory on the market today than at this time last year, but it doesn’t necessarily mean buyers have more options. The challenge for realtors? Helping clients understand why a lot of that inventory isn’t moving — and how to navigate a market filled with stale listings.

Here’s what you need to know to have confident, informed conversations with your buyers and sellers about the current state of housing supply.

1️⃣ Explain the Difference Between “New” and “Stale” Listings

Many of your clients might see the rise in housing inventory as a green light to start shopping for homes — but that’s only part of the story.

🔑 Tip for Realtors: Break down the difference between new listings and stale listings. Homes sitting on the market for more than 60 days are at their highest levels since 2019, meaning a lot of what’s out there may be overpriced or need significant work.

🗨️ Script for Buyers:
“While it looks like there are more homes for sale, many of these listings have been sitting for over two months. The homes that are moving quickly tend to be well-priced and in great condition. Let’s focus on those opportunities to get you the best deal.”

2️⃣ Talk to Sellers About Fair Pricing

Overpriced homes are the primary reason why inventory is sitting unsold. As a realtor, it’s your job to help sellers understand the importance of competitive pricing.

🔑 Tip for Realtors: Use market data to show sellers that homes priced appropriately are flying off the market — while overpriced homes are lingering for months.

🗨️ Script for Sellers:
“If your home is priced right and in good condition, you can still sell quickly. The homes that are sitting on the market for months are typically overpriced. Let’s take a look at similar sales to make sure your home is positioned to sell.”

3️⃣ Help Buyers Prepare for Higher Costs

Even though inventory is rising, mortgage rates and home prices remain elevated. That means buyers need to be prepared for higher monthly payments and closing costs.

🔑 Tip for Realtors: Focus on helping buyers understand the long-term benefits of homeownership, even at higher price points. Highlight ways they can negotiate with sellers in a shifting market.

🗨️ Script for Buyers:
“With rates and prices where they are, it’s important to think long-term. This market is giving buyers more negotiating power than we’ve seen in years. Let’s talk about ways to make your offer stand out.”

4️⃣ Leverage Accountability Coaching to Stay on Top of Market Trends

Understanding the nuances of today’s housing market takes time and consistency. Many agents struggle to stay consistent when managing market updates, client conversations, and their own business goals.

That’s where accountability coaching comes in. I help solo agents stay consistent, stay informed, and stay ahead.

🖥️ Join my Solo Agent Accountability Program to learn how to track your numbers, improve your client conversations, and close more deals — even in a tricky market.

Conclusion: Be the Agent Who Leads the Conversation

The agents who win in this market are the ones who educate their clients on how to navigate challenges — whether it’s pricing, stale inventory, or rising costs. Stay proactive, and help your clients understand the bigger picture.