58 Days on Market: How to Price and Negotiate Now

Realtor.com’s July 2025 trends point to a decisive turn: buyers now face the broadest selection since the pandemic era as active listings pushed above 1.1 million, a 24.8% annual increase. Time on market lengthened to 58 days, which signals less urgency and more room for deliberation. For the first time in several seasons, shoppers can compare multiple properties side by side rather than rushing into an offer on the only acceptable option. Sellers, meanwhile, are rediscovering the importance of presentation, pricing discipline, and timely responses as the pool of competing listings expands around them.

The national numbers mask a clear regional split. The South and West are cooling more quickly, with faster inventory growth and longer marketing times, while the Northeast and Midwest remain comparatively tighter. This means a universal playbook will underperform. In Phoenix or Austin, a buyer may encounter frequent price cuts and more negotiable sellers, while in Boston or Minneapolis, limited local supply can still spark competitive moments for well-prepared listings. Understanding which side of that divide your metro sits on will shape everything from your first offer to your final walk-through.

For buyers, the practical implication of more supply is leverage. Homes taking longer to sell creates opportunities to revisit terms that were often waived in the frenzy of 2021–2022. Inspection and financing contingencies are reappearing, and the conversation has shifted from “How much over list?” to “What is the right mix of price and protections?” This is not a mandate to over-negotiate. It is an invitation to construct offers that protect your investment, keep timelines predictable, and acknowledge the seller’s goals. Well-documented requests and clear communication tend to go further than sweeping demands.

The 58-day median is a compass rather than a rulebook. If a home sits near or beyond the median for your area, it may be receptive to price discussions or credits. Ask your agent to track the arc of each listing you like: the day count, the pattern of showings, the feedback from other buyers, and the timing of any price changes. When a property crosses a local threshold—say, drifting beyond the typical three-week decision window—an offer with modest concessions and clean documentation can land real savings without sacrificing due diligence.

In a cooler market, it is common to weigh a lower price against a seller credit for rate buydowns or closing costs. One path reduces your long-term basis; the other lowers your monthly cash outlay, especially if you intend to refinance when rates fall. The right answer depends on your time horizon, income stability, and tolerance for variability in future financing conditions. A careful side-by-side analysis of total cash to close and projected monthly payments clarifies which lever creates more value for your budget.

Where inventory has grown most noticeably, new-home builders often sweeten the deal with incentives such as closing credits, upgrades, or temporary rate buydowns. Buyers should compare the full, net cost of ownership between a spec home and a nearby resale, including HOA fees, maintenance expectations, and potential energy-efficiency savings. Resale sellers in those same metros can take a cue from the builders’ playbook by offering targeted concessions that deliver certainty to buyers without conceding large chunks of price.

For sellers, success starts with pricing to this market, not last spring’s. The combination of higher active inventory and longer marketing times punishes overreach. Study the most recent comparable sales but give equal weight to competing actives and pending listings, which illuminate where buyers are actually transacting this month. A list price that aligns with today’s value range, paired with crisp photos, modern staging, and a compelling property description, draws early traffic and improves the odds of receiving a strong first offer.

Plan for a longer runway. With the median time on market at 58 days, two months of carrying costs is a sensible baseline, and the marketing plan should match that horizon. A pre-listing inspection can uncover issues before they derail negotiations. A prepared menu of repair receipts or credit options keeps momentum if an inspection reveals surprises. If you reach a mid-campaign milestone without sufficient activity, consider a refresh: swap the lead image, adjust the headline, and update the description to emphasize value and lifestyle. These small recalibrations help maintain visibility without signaling distress.

Even in cooler conditions, motivated buyers still move quickly when they perceive value. Sellers who match that pace gain an edge. Set internal response standards for showings and feedback. Turn around counteroffers within a day when possible. Clarify your stance on common concessions in advance so your agent can negotiate decisively. In tighter Northeastern and Midwestern metros, where scarcity remains a factor, this responsiveness can be the differentiator that keeps a qualified buyer engaged and under contract.

The July data describes a market that is cooling and fragmenting rather than collapsing. Buyers benefit from wider choice, better information on fair value, and the return of protective contingencies. Sellers can still achieve excellent outcomes by pricing to the moment, planning for a longer marketing window, and communicating quickly and clearly. The key is alignment with local conditions. Track inventory flows and days on market in your specific ZIP code, tailor your negotiation strategy to the tempo of your region, and stay flexible as mortgage rates and buyer psychology evolve. Do that, and you will turn today’s shifting market dynamics into a measured advantage.