Sales Are Down 8.4%: Why Pricing Right is Your Secret Weapon Right Now

The National Association of Realtors just dropped their January 2026 existing-home sales report, and the headline isn't exactly sunshine and rainbows: sales are down 8.4% from December.

The median home price? $396,800. Inventory? Still tight at 3.7 months of supply.

But here's the plot twist nobody saw coming: housing affordability is actually the best it's been since early 2022.

So what's the deal? If affordability is improving, why are sales dropping?

Simple. Buyers are picky as hell right now.

They have more choices than they did a year ago, mortgage rates have stabilized (finally), and they're not desperate enough to overpay for your home just because you slapped a "For Sale" sign in the yard.

Translation: If your home isn't priced right, it's not selling.

The Market Just Changed the Rules

Let's be real: this isn't 2021 anymore. You can't price your home $50,000 over market value, sit back, and wait for bidding wars to erupt. Those days are gone.

In January 2026, buyers have options. They're doing their homework. They're comparing listings like it's a full-time job. And if your price doesn't match the value you're offering, they're scrolling past your listing faster than you can say "overpriced."

Here's what the data tells us:

• Sales volume is down 8.4%. Fewer homes are changing hands, which means competition is fierce for the buyers who are looking.

• Median prices are holding steady at $396,800. The market isn't crashing, but it's not exploding either. It's stabilizing.

• Supply is low at 3.7 months. This is still technically a seller's market (anything under 6 months of inventory is), but it's not the feeding frenzy of years past.

The bottom line? Pricing right is now the most important decision you'll make when selling your home.

Why "Testing the Market" Will Cost You Thousands

I hear this all the time: "Let's list high and see what happens. We can always drop the price later."

Bad idea. Terrible, actually.

Here's what really happens when you overprice your home:

Week 1-2: Your listing gets some traffic because it's new. But buyers notice the price is high. They move on.

Week 3-4: Traffic slows. Your listing starts to feel "stale" online. Buyers wonder what's wrong with it.

Week 5-6: You drop the price. But now you've missed the critical first two weeks when buyer interest is highest. You've also trained the market to wait for another price drop.

Week 7+: You're chasing the market down, getting lowball offers, and wondering why your neighbor's house sold in 10 days while yours has been sitting for two months.

The truth? Homes priced right from Day 1 sell faster, get better offers, and net more money. Period.

In a market where sales are down 8.4%, you can't afford to waste time "testing" anything. You need to be the best-looking house at the best price from the moment you go live.

The Secret Weapon: Commission Savings + Premium Marketing

Here's where things get interesting.

Most agents charge a 3% listing commission. That's just how it's always been done, right?

Wrong.

At Stephen Powell Real Estate, we charge 2% instead of 3%.

That's a 33% savings on your listing commission.

Let's do the math on a $396,800 home (the median price):

• Traditional 3% commission: $11,904

• Our 2% commission: $7,936

• Your savings: $3,968

Now here's where it gets really good: You can use that $3,968 in commission savings to price your home more competitively.

Think about it. If your home is worth $396,800, but you want to undercut the competition slightly to generate buzz, you could list at $393,000. You'll still net the same amount (or more) because you're not hemorrhaging thousands in unnecessary commission fees.

You get to sell faster AND keep more money in your pocket.

But wait: there's more. (I know, I sound like an infomercial, but stick with me.)

Premium Marketing That Makes Your Home the Obvious Choice

Here's the dirty secret about "discount" agents: they usually cut your commission and cut the marketing. You save money, sure, but your home gets potato-quality photos and a prayer.

Not here.

When you list with Stephen Powell, you get premium marketing that makes your home impossible to ignore:

3D Matterport Virtual Tours

Not a slideshow. Not a photo carousel. A real 3D scan that lets buyers walk through your home from their couch. We talked about this before: anything less is just lazy marketing.

Professional Drone Photography

Aerial shots that show off your property, your neighborhood, and your lot size. Homes with drone photography sell 68% faster. That's not a typo.

Single Property Website

Your home gets its own dedicated website. Not just an MLS listing. A full-blown marketing site that screams "premium property." Buyers eat this stuff up.

Professional Photography

Because 95% of buyers are judging your home from their phone, and you need photos that stop the scroll.

Here's the kicker: You get all of this while saving 33% on commission.

So while your neighbor is paying $11,904 to their traditional agent and getting basic MLS photos, you're paying $7,936 and getting the marketing treatment reserved for luxury listings.

The Easy Exit Clause: Peace of Mind in Uncertain Times

Let's address the elephant in the room: what if the market shifts? What if your situation changes? What if you just don't vibe with your agent?

Traditional listing agreements lock you in for 6 months. If things aren't working, too bad. You're stuck.

Not with us.

Our Easy Exit Listing Agreement means you can walk away anytime if you're not happy. No questions asked. No drama. We've written about why this matters, but the short version is this: you deserve flexibility, especially in a market where sales are down 8.4%.

Pricing Right in 2026: A Real-World Example

Let's say you have a home worth $400,000. Here's how the math works out:

Scenario A: Traditional 3% Agent

• List price: $400,000

• Commission: $12,000 (3%)

• Your net (before closing costs): $388,000

Scenario B: Stephen Powell (2% Commission)

• List price: $395,000 (slightly lower to generate buzz)

• Commission: $7,900 (2%)

• Your net (before closing costs): $387,100

Wait: that's almost the same net, right? Exactly.

But here's what's different:

• Your home is priced $5,000 lower than the competition, which means it shows up first in buyer searches sorted by price.

• It gets more showings because it's the "best deal" in the neighborhood.

• It sells faster because buyers see the value immediately.

• You avoid price drops, stale listing syndrome, and the stress of a home sitting on the market.

You make the same money. You sell faster. You stress less.

That's the power of pricing right + commission savings + premium marketing.

What to Do Right Now

If you're thinking about selling your home in 2026, here's your game plan:

1. Accept the New Reality

Sales are down. Buyers are picky. You can't overprice and hope for the best.

2. Price Aggressively from Day 1

Don't "test the market." Be the best-priced home with the best marketing, and watch what happens.

3. Work with an Agent Who Gives You an Edge

Save 33% on commission. Get premium marketing. Keep your flexibility with an Easy Exit clause.

4. Move Fast

The homes that are selling right now are the ones that are priced right and marketed like a dream. Don't wait for the market to get worse (or better). Nail the fundamentals and you'll sell.

The Bottom Line

The January 2026 NAR report is a wake-up call: the days of lazy pricing are over.

If you want to sell your home in this market, you need to be smart, strategic, and willing to price right from the start.

At Stephen Powell Real Estate, we give you the tools to do exactly that:

✅ 33% savings on listing commission (2% instead of 3%) ✅ Premium marketing that makes buyers stop and stare (3D tours, drones, single property websites) ✅ Flexibility with our Easy Exit Listing Agreement ✅ 21 years of experience helping sellers navigate tough markets

Ready to talk strategy? Let's chat about your home, your goals, and how to price it right so it actually sells. Visit StephenPowell.com or give us a call.

Because in a market where sales are down 8.4%, pricing right isn't just important( it's everything.)