Resetting Seller Price Expectations After 90 Days on the Market

A home sitting on the market for an extended period is rarely just a matter of bad luck, it’s usually a sign that something isn’t quite connecting with buyers. More often than not, that disconnect comes down to pricing, even if the property itself is well-presented and well-marketed.

Dean Gabriels, principal and founder of ABC International Real Estate, explains that sellers need to view the market as an active participant in the process, not a passive backdrop. Buyer behaviour, he says, is one of the most accurate indicators of whether a property is correctly positioned.

“When there’s little to no movement in terms of offers, it’s not random,” Gabriels notes. “It’s the market responding to how the property is priced.”

One of the challenges with properties that remain available for too long is the perception they create. As days on market accumulate, buyers begin to approach the listing with more caution. Instead of urgency, there’s hesitation and that shift in mindset can lead to weaker offers or, in some cases, no offers at all.

To properly understand what’s happening, Gabriels encourages a closer look at buyer engagement. The number of showings, online interest, and direct feedback all paint a picture. If people are coming through the door but not putting pen to paper, the price may just be slightly ambitious. If interest is slow across the board, it could indicate that the property is priced well outside of buyer expectations.

Rather than relying on instinct or emotion, Gabriels advises grounding discussions in verifiable data. Looking at comparable sales, current competition, and neighbourhood trends provides a clearer, more objective perspective. This approach helps shift the conversation away from personal attachment and toward measurable reality.

It’s also worth recognising that the market doesn’t stand still. Economic factors like interest rate changes, along with shifts in supply and demand, can quickly alter what buyers are prepared to pay. A price that felt justified at launch may no longer hold the same weight a few weeks or months later.

That’s why timing is so important when it comes to making adjustments. Acting decisively can breathe new life into a listing, drawing in fresh interest and potentially sparking competition. Waiting too long, on the other hand, can make it harder to reverse the perception that something isn’t quite right.

Gabriels stresses that these conversations should always be handled with care and professionalism. The goal isn’t to criticise, but to recalibrate. Aligning a seller’s expectations with what the market is indicating is a crucial step toward achieving a successful outcome.

He also points out that correctly priced properties tend to perform very differently. They attract more attention, create a sense of urgency, and often lead to stronger negotiating positions. In contrast, properties that overshoot the market are frequently ignored, regardless of their quality.

In the end, adaptability is what separates successful sales from stagnant listings. Sellers who are willing to respond to market signals and adjust accordingly, place themselves in a far stronger position.

“Experience plays a big role in guiding these decisions,” says Gabriels. “When handled strategically, a price adjustment isn’t a setback, it’s often the move that gets the sale across the line.”