Trying to time the market involves more luck than skill. Spring tends to be the busiest time of year with the most active buyers, but it also brings the most sellers. The second half of the year is typically slower, though you’ll face less competition from other homes on the market. We’re fortunate in Southern California – our mild weather keeps the market moving year-round. What matters more than timing is aligning your plans with realistic pricing and buyer expectations. Properly priced homes sell in most market conditions.

Pricing is one of the biggest drivers of how a home performs. Overpricing often causes a home to sit, which usually leads to price reductions. Extended time on the market can make a home appear stale and attract lower offers. Pricing too low can leave money on the table, although in the Conejo Valley an underpriced listing will often attract multiple offers and get bid up. The goal is finding a price point that attracts serious, ready-to-go buyers who have been waiting for a home like yours.

Not necessarily. Some touchups and improvements can pay off such as fresh paint, light flooring refreshes, or minor fixture updates, while larger remodels rarely return more than they cost. If a home is very dated, it can sometimes make more sense to sell it as-is and appeal to investors or HGTV type buyers. I break down common seller expenses and trade-offs on my Cost To Sell page.

Days on market vary by price range, condition, neighborhood, and time of year. In recent years, homes have averaged roughly 25–35 days on the market during the busy spring season and closer to 60–65 days toward the end of the year. A well-priced and well-presented home in today’s Conejo Valley market typically sells faster than a comparable home that’s overpriced or under-prepared.

There’s no universal answer, but often the first strong offer ends up being the best one. If the buyer is well-qualified, doesn’t need to sell another home first, and the terms are solid and reasonably close to your asking price, it’s worth serious consideration. Holding out for something better can increase the risk of your home sitting longer or running into changing market conditions.

In today’s market, not that much. Interest rates have been bouncing in the 6-7% range for the last several years. Most buyers have given up hoping for a dramatic drop in rates, and small rate fluctuations don’t really move the market much. A careful pricing strategy and understanding of buyer motivation matter more than rate headlines. Many buyers in this market are still active, even with higher rates, when homes are priced right.

Today’s buyer is much more cautious than years past. And with increasing inventory of available homes, buyers have more options and a stronger negotiating position. That’s why the condition and price of the home are vital to strengthening your negotiating power. No two homes are exactly alike. Making your home stand out evens the playing field and can lead to better terms.

Staging is definitely not necessary, but it does help buyers visualize living in the space, which can improve perceived value. Especially in competitive price ranges, a clean, strategically furnished home can reduce objections and support stronger offers. Full staging costs about $4k-$8k for 2 months. I cover those costs and others on my Cost To Sell page.