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Why Homes Aren’t Selling in Tacoma Right Now And What Sellers Can Do About It
If it feels like you are seeing for sale signs staying up longer, you’re not imagining it.
Many homes are still selling quickly, but others are sitting for weeks….and for some, those weeks turn to months, just sitting on the market with little activity, and definitely not getting the result the seller had hoped for.
So what’s changed? A couple things…
The Tacoma and Greater Pierce County real estate market has changed. If you know even just one person who purchased a home five years ago, you’ve probably heard countless stories of how many homes they got outbid on, or sold before they could even get an appointment to view the home. Everything was moving fast, buyers often settled for homes that were not ideal and maybe even needed repairs. Well fast forward five years and buyers today are taking their time with a very different set of expectations often leaving sellers incredibly frustrated, specifically if they are looking at today’s market through 2021 lenses.
Let’s talk about what sellers need to know and how to avoid becoming the next stale listing.
📉 Buyers Have Become More Selective
Over the last few years, nearly every home that hit the market was being aggressively competed on by multiple buyers. Multiple offer situations were the norm.
That’s no longer the case for every home.
Today’s buyers are:
- Watching interest rates carefully
- Comparing homes more critically
- Taking longer to make decisions
- Expecting homes to feel “move-in ready”
The Simple Fact:
👉 Buyers have options again.
What does this mean for sellers? It means overpriced homes sit and get stale. It means poor presentation will get poor results. Homes needing significant amounts of work that are not priced accordingly are sitting on market and frustrating sellers who are just ready to move on, but feel stuck.
💰 Pricing Matters More Than Ever
One of the biggest reasons homes aren’t selling right now in Tacoma is simple:
They’re priced too high.
Many sellers are still pricing based on:
- Peak 2021–2022 values
- Neighbor expectations
- Online estimates
Something sellers and sometime even Realtors miss when pricing, is considering the fact that buyers are not just sensitive to the price tag on the home- they’re MOST concerned with the monthly payment.
Food for thought:
If you’re looking to sell a home that you’ve owned for some years now, consider taking a step back for a moment and ask yourself, “Would I be willing to pay nearly double the mortgage payment to live here, or is there another home I’d choose for that payment?”
When interest rates are higher, even a small difference in purchase price can make a home unaffordable for a buyer.
👉 “Testing The Market” is never a strategic move, but in today’s market this is definitely not a smart move for sellers who actually want or need to sell their home. If you’re not really interested in selling anytime soon, than go with the “Test The Market” theory.
🛠️ Condition Is Playing a Bigger Role
Today’s buyers are stretching their budgets and often just don’t have the appetite or resources to take on major repairs or renovation projects.
Homes that need:
- Roof work
- Plumbing repairs
- Paint and flooring replacement
- Electrical repairs
- Major kitchen or bath renovations
see significantly less buyer interest unless priced for their condition. That DOES NOT mean sellers need to fully renovate before listing. But it DOES mean presentation and preparation matter more than they did during the peak frenzy years. Buyers need to feel like they’ll be able to comfortably live in a home while budgeting for future repairs and maintenance.
📸 Marketing Quality Makes a Huge Difference
This is one area many sellers underestimate.
Most buyers today start their search online.
If your listing has:
- dark photos
- poor staging
- limited marketing exposure
- weak listing descriptions
buyers may keep scrolling and never even schedule a tour. I can’t tell you how many times, I’ve toured a home that shows way better in person, but my buyers had no interest in seeing it, until I shared with them that I’ve personally toured it and the photos are not doing it justice. This is important to keep in mind because even the best Realtors can’t tour every home with bad photos hoping it’s better in real life.
In today’s market, strong marketing isn’t optional or something that’s just nice to have. It’s a must! Great marketing isn’t only for luxury or high priced homes. Even homes in As-Is condition benefit from strong marketing with great photos and video. No matter what the condition of the home, it is important to stand out as the clear winner of comparable homes in similar neighborhoods.
Professional photography, strategic pricing, staging guidance, and targeted exposure all play a major role in generating activity. You may want to take a quick second and re-read the previous sentence and take note of the phrase “staging guidance.” Guidance is the key word in this phrase. I’m not here to tell you that every home needs to be professionally staged, but I will tell you, staged homes move faster in this market and typically for higher prices. When it comes to staging, you’ll want to have an open and honest conversation with your Realtor to determine how to best present your home to attract the right buyers.
🏡 Tacoma Buyers Are Looking for Value
Buyers today are asking:
👉 “Is this home worth the monthly payment?” Note: Again, they’re not asking if it is worth the list price…they’re thinking about the monthly payment. How affordable is this home in relation to what they are getting?
That means they’re paying closer attention to:
- home condition
- location
- layout
- updates
- long-term value
Homes that feel overpriced compared to nearby competition are often the ones sitting the longest.
Again, now is not the time to be aspirational with pricing.
⚠️ The Risk of Sitting Too Long
When I’m working with buyers, and they see a home that has been on market for a while, these are the questions I frequently hear:
- “What do you think is wrong with it?”
- “Why do you think it hasn’t sold?”
- “How much do you think they’ll reduce the price?” , or
- ” Do you think they’ll take an offer of…….?” (fill in the blank with a super lowball number that is going to magically turn the offer into confetti, and I’m not talking about confetti cupcakes or the celebratory kind. I mean the kind that goes in the recycle bin)
The first weekend on the market is critical. This is when all eyes are on your home. Basically like a launch party or new movie screening. Every week after that, views decrease, both online and in-person.
💡 What Sellers Can Do Instead
The good news?
Homes ARE still selling in Tacoma every day.
The sellers having the most success right now are the ones who:
- price strategically
- prepare their homes properly
- understand current buyer expectations
- market aggressively from day one
If your home is already on the market and not selling as quickly as you anticipated, don’t panic. Markets shift, and sometimes a small adjustment can make a big difference. Share your concerns with your agent and ask them to review things like pricing compared to recent competition, online showing activity, buyer feedback, photography quality, and whether your home is reaching the right audience. A thoughtful reevaluation can often uncover opportunities to improve results without starting over.
🔑 Thinking About Selling Your Tacoma Home?
Every home and every situation is different but if you’re wondering:
- what your home could realistically sell for
- what improvements are actually worth doing
- how to avoid sitting on the market
📲 Let’s connect. Reach out to schedule an appointment or request information.
FREQUENTLY ASKED QUESTIONS
Why are homes sitting longer in Tacoma right now?
Higher interest rates and increased inventory have made buyers more selective, causing overpriced or poorly prepared homes to stay on the market longer.
Are Tacoma home prices dropping?
Some homes are seeing price reductions, especially if they were initially overpriced. However, well-priced homes that present well are still selling.
How long are homes sitting on the market?
View The Median Days On Market – Tacoma NWMLS
Should I lower my price if my home isn’t selling?
Possibly. Pricing is one of the biggest factors affecting buyer activity in today’s market, but not the only reason homes aren’t selling in the Tacoma area.
How to Sell Your Home Fast in Lakewood WA | Lakewood WA Realtor
