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Christy Crouch is a true real estate expert. She’s helped home buyers and home sellers in Virginia for the past 35 years and has a wealth of knowledge. Virginia home sellers must adapt to the changing real estate market, which directly impacts home sales, property values, and selling strategies. Discover what’s really happening in the housing market and how to have a successful home sale in Virginia.
Having been in the real estate industry since 1991, I’ve seen a lot of different market conditions. In my eyes, the post-Covid years have taken the win for the most unprecedented years. However, since late 2023, things have been shifting. Recently, we’ve been in somewhat of a recovery phase from the heightened, frenzied seller’s market where we saw homes sell within hours with multiple offers in many cases well over asking price. Those were great times for sellers and obviously super challenging for buyers. The process of selling a home is evolving, and there are key advantages for Virginia home sellers today, such as the rise of cash buyers and the option to receive a cash offer for a faster, simpler transaction. The obstacle we face as Realtors now is helping sellers understand and accept we’re no longer in that frenzied market. Home sellers in Virginia, and throughout the country, need to be wise with pricing and strategy to achieve a successful sale today.
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Pricing Strategies Based on Expert Forecasts
The days are gone when you can throw any home on the market at any price and expect it to sell. In today’s market, it takes more.
As I type this, the average days on market for home sellers in Virginia is 78. And the average list-to-sales price ratio is 96.1%, which means most homes sell close to list price or below. Understanding your property’s market value is crucial for setting the right price and ensuring a successful sale.
This is vastly different from the Pandemic era, where we saw average time on market in many cases less than a week, with an average list-to-sales price ratio well above 100%, meaning most homes sold for more than their list prices.
Three pricing options for home sellers:
- Pricing above the market and other homes for sale
- Pricing right at the same as the market and other homes for sale
- Pricing more competitively than the market and the competing homes
In addition to these traditional pricing strategies, home sellers in Virginia can also consider requesting a no obligation cash offer or a fast cash offer. Agents can help you determine your property’s fair market value and connect you with cash buyers who are ready to pay cash for your home. Exploring these alternatives can help sellers make an informed decision about the best way to sell their home.
A seller must decide at what price to list and how to spend their time. Based on my experience in selling homes, the first 30 days a home is on the market is when it gets the most interest and activity. After that no matter what advertising is done to promote the home, the harder it is to sell.
All buyers flock toward new listings and ask the same question when a home sits on the market. I recently had an agent ask me why I feel one of our listings has been on the market so long and not sold. And, inevitably, it’s the price. The seller has to sell but owes a certain amount and cannot bring money to the table to sell it, it’s priced above the market and other similar homes. Therefore, the house continues to sit.
If sellers can stomach it and are able, then it’s best to price as competitively as possible from the very beginning. It’s completely in the seller’s court as to whether they accept an offer when presented. I always tell our sellers I’d rather see them turn down offers by being priced right rather than never getting one by being priced too high.
When To List Your Home for Sale in 2026
Many sellers are asking when the best time is to list their home. Initially, most think the springtime is the perfect time. And let’s all agree that homes look great with nice green grass, fresh mulch, blooming flowers, and sunny, warm weather with longer days to view them.
The caveat is that this is what everyone does, and therefore, the market tends to become inundated with inventory during the spring season.
It’s simple logic that if you want to get the most money in the least amount of time, then it’s better to be one of the few homes for buyers to choose from rather than one of many.
We are telling all our sellers to get a jump start on the spring market and list as soon as you can. Listing early can help you sell quickly and increase your chances of a quick sale, as there is less competition and motivated buyers are looking to move fast. Obviously, in some markets, winter poses somewhat of an issue. In fact, as I type this, we are now snowed in for the 5th day from the snow, sleet, and ice that plummeted our area last weekend.
However, snow melts, and life goes on, and homes sell! We’ve sold 9 homes this year despite it being January. The point is, homes sell all year, and less is more for sellers, competition-wise, earlier in the year. With the right strategy, you can sell your Virginia home fast and move on to your next chapter.
Preparing A Home To Stand Out In Changing Conditions
So the question is, how do you prepare your home to stand out and make buyers choose it over the competition?
There are three main factors that sell a home: price, condition, and location.
We only have control over the first two; therefore, it’s imperative you do what you can as a seller to make price and condition as attractive to potential home buyers as possible. Some home sellers in Virginia choose to avoid repairs and sell their home as is, even if it needs extensive repairs or is considered a distressed property. We talked about price, now let’s talk about condition.
Look At Your Home Through The Eyes Of A Buyer
If you can take a few minutes to tour your home as if you were a buyer, it will help. Start outside, look at the curb appeal, the front, the back, the yard, the decks, and the porches before you ever step inside the house. What do you see?
If you see any chipping or peeling paint, then scrape and repaint it. If you see mildew, mold, or debris, clean it up. If you see decks and porches that aren’t structurally sound, fix them.
Now walk through the inside of your house and view it through the eyes of the buyer.
Prepare your home for selling by doing all the things you can easily and affordably do. Understanding how many showings it takes to sell a house can help you better prepare and set expectations. The better the home shows, the more likely buyers will choose it.
Declutter, clean up, paint, clean carpets, remove dated throw rugs, curtains, update light fixtures, replace bulbs, replace air filters. Get your home ready for buyers to see it! Make sure to provide all the necessary details about your property and prepare it for open houses, as this can attract more potential buyers and help your home stand out. It’s not rocket science, but it takes work! When you list your home, yes, it’s your Realtor’s job to sell it, but you’re in this with them, and it’s a team effort. Once you receive an offer, be ready to start packing, as the process can move quickly.
Home Inspections Are Back
Yes, the days of buyers removing home inspection contingencies to win the house are disappearing or have already disappeared. We are now seeing home inspection contingencies on most contracts.
As a seller, if you are aware of anything not safe, operating, or structurally sound, fix it ahead of time. Furthermore, ensure there are no leaks or hazardous materials in the home. These are deal breakers and could cause every buyer to walk away from your otherwise lovely home. Homeowners seeking a smooth transaction should address these issues early in the selling process to ensure a hassle-free and efficient sale.
Once under contract, you now have the homebuyer, their agent, the inspector, and contractors involved. We all know humanity loves to make mountains out of molehills, and that’s the last thing a seller wants to face. Do the right thing and get your home appropriately ready to sell, and it’ll be less headache and likely less expense for you in the end.
As a seller, it’s important to understand and accept the market shift in order to get your home sold and not have it just sit month after month.
Work With a Trustworthy Agent
As the home selling market in Virginia has changed, it is essential to work with an experienced real estate agent you can trust. Homes aren’t selling themselves anymore, and agents need to have a firm strategy in place for selling your home (see why your house isn’t selling). In addition, it’s critical that your agent price your home correctly based on today’s market and not the housing market of several years ago.
Real estate investors can also buy houses or buy homes quickly, often providing a guaranteed cash offer and a streamlined process for sellers who want to avoid the traditional route. A knowledgeable agent can help you avoid unnecessary fees, closing costs, and upfront costs, so you keep more money from your sale.
Additionally, listing your property on the MLS or using an MLS listing increases your home’s exposure, and agents can expertly guide you through the MLS process. Agents can also help you select a convenient closing date and ensure a smooth final closing, making the transaction as stress free as possible.
Virginia’s real estate markets are diverse, and top agents have expertise in areas like Richmond, Virginia Beach, Northern Virginia, and the Blue Ridge Mountains. Working with the right agent provides a fast and convenient way to sell, resulting in a stress free experience and potentially more money in your pocket.
