The Market Has Shifted — But Not Everything Is Losing Value
Let’s start with a corny Colorado analogy.
The real estate market right now feels a lot like fly fishing.
If your fly (price and property condition) isn’t right, you’re not getting any bites. Heck, you’re not even getting nibbles, and in real estate, nibbles are showings!
It can feel like there aren’t any fish in the river, even though you’re seeing surface swirls and rises all around you. But when your fly matches the hatch? Boom. The fish strike, and deals get done.
Fish are still being landed. Maybe not as many as in the past three years, but there are still plenty out there.
So, what’s my point?
It’s not a good market or a bad market. It’s simply today’s market.
We’re seeing conversations about negotiating leverage that were almost nonexistent over the past several years. The old “buy it, or someone else will” mentality has largely faded. Buyers and sellers are finding common ground, provided both sides approach negotiations with reasonable expectations.
Inventory and days on market have noticeably increased, and prices have softened in many areas. Yet we’re still seeing the occasional property attract multiple offers and even sell above asking price. It all comes back to pricing, condition, and presentation.
Meanwhile, Realtors are dusting off an old saying: “A bird in the hand is worth two in the bush.” And in today’s market, that couldn’t be more appropriate. A solid offer from a qualified buyer deserves serious consideration.
If you’ve followed our newsletters over the past couple of years, our advice has remained pretty consistent: Updates and remodeling matter. Buyers continue to place a premium on properties that are move-in ready.
But this year, we’re seeing another factor become a significant negotiating point: the roof.
Why? Insurance.
With increasing hail and storm-related claims, insurance companies are becoming much more selective about the properties they’re willing to insure. Some carriers are scrutinizing asphalt shingle roofs as young as 10–15 years old, requesting aerial or drone inspections, increasing premiums, or requiring replacement—even when a roof appears to be functioning properly.
This is creating another opportunity for buyers to negotiate, and another potential hurdle for sellers trying to get a transaction across the finish line.
So, my advice for sellers has evolved:
A newer roof, fresh paint, a deep clean, and thoughtful updates can make a significant difference.
Of course, not every seller has the cash available to tackle these improvements before listing. The good news? We’re seeing more contractors willing to consider payment at closing, coordinated through the title company, when a seller has sufficient equity but limited cash on hand.
It’s not an option in every situation, but it’s worth exploring.
The takeaway? Buyers are still buying, and sellers are still selling. But in today’s market, the details matter, expectations need to be realistic, and a little preparation can go a long way.
And just like fly fishing, success isn’t always about casting more often. Sometimes, it’s simply about choosing the right fly.
