THE GREAT DISCONNECT

Navigating This Erratic Market

July 02, 2025

WELCOME

Happy 4th of July, everyone! I hope your holiday weekend is full of whatever you love the most, whether it’s family, friends, or fireworks. (Or keeping all your fingers.)

Before we kick off a few days of vacay, I want to share my thoughts on what’s going on with the current market. Today’s topic is the state of the business, plus how I’m putting aside my hubris for humility and trying to get some deals done. Happy reading and happier Independence Day!

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STORY TIME WITH GLENNDA

Remember that old book about how men were from Mars and women were from Venus? The same thing applies now to buyers and sellers, except it’s sellers who are from Fantasyland and buyers who are from Amazon. The two entities are so far apart, they may as well be from different planets.

Y’all, let me be crystal clear: this market is like a bad date. One side is dreaming about a fairy tale, and the other has already swiped left.

Lately, all I’ve seen is that buyers want a deal. They want perfection. They want a pool, a finished basement, a walk-in closet bigger than their last apartment, and they want it $100K under list price. And sellers? Oh, my stars; they still think we’re living in 2021, sipping free money through a 3% straw.

I’ve had listings sit with zero showings for over a month. I’ve had sellers turn down offers that were only $5K off their inflated asking price, like that $5K was oxygen and they simply could not live without it. (Spoiler alert: it’s not and they could.)

Here’s what I can say about it all:

Lesson #1: If nobody’s looking, your price ain’t working.
Lesson #2: A fantasy list price is NOT a discount when you drop it. You’re just entering reality late, and with less leverage to boot.

Buyers Are Shopping Like It’s Prime Day

Online shopping changed everything, not just for clothes and air fryers, but for houses, too. Buyers are trained to “save it to cart” and wait for the price to drop. Hell, it’s a strategy I use. I’ll load up my cart and abandon it, knowing full well that within a few hours, I’ll get a “Forgetting Something?” email in my inbox… along with a discount code. This is what buyers are now waiting for with homes.

There’s zero urgency because the market is saturated with options. Why overpay for House A when House B will pop up next week, and it’s likely cuter, cheaper, and sports a brand-new roof?

My mortgage lenders tell me they have 70+ buyers pre-approved and sitting on the fence. These folks—they’re watching. They’re waiting. They’re scrolling like it’s Zillow roulette. These buyers are picky AF and they are unwilling to make a compromise, largely because we’re seeing the advent of the buyers’ market, at least here in Atlanta, where there’s no sense of scarcity or of demand. (Your mileage may vary, depending on where you are in the US.)

But in my market, unless the buyers are totally in love and thus far, nobody is, they’re not moving.

The Myth of “Just One More Week”

Let me paint this picture: a house starts at $1.05M, despite my best advice. A year later, in this market? It’s down to $900K. If we had started at $900K a year ago—like I urged—we’d have gotten $950K, thanks to multiple offers. But now? We’re looking at $850K, maybe. That’s not price reduction, oh, no. That’s value evaporation.

What’s going on right now is what I call the “hope hangover.” Sellers hope one more open house, one more looker, one more magical buyer will appear. Guess what? Hope is not a strategy. Meanwhile, the only thing appearing is dust on the damn sign.

Real Talk: Are You a Motivated Seller or a Market Zombie?

Look, if your seller’s house is languishing on the market and they’re saying, “I’m not gonna take less,” then what are we even doing here? They don’t need a Realtor; they need a time machine.

Right now, I’ve got 18 active listings from $245K to $2.1M, and some of them have seen one showing in 53 days. That’s not strategy; that’s straight-up denial.

The Vibe Has Shifted

This ain’t 2022. Inventory is up. Competition is fierce. Buyers are cautious. And sellers? Y’all need to stop watching HGTV and start looking at what’s actually closing.

You either price to sell, or you price to sit. In this market, sitting equals bleeding equity. (I am so thankful for the June that I’ve had because during Q1, I was on a beans and rice budget.)

So here’s what I’m doing today and I urge y’all to do the same: I’m calling every agent who’s listed or sold nearby. I’m asking, “What would YOU price this at to move it?” Because I’m not too proud to get dirty and to get this market good and navigated. Frankly, the current environment demands hustle and humility, not delusion.

glenndabaker

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GLENNDA’S GURU

Welcome, Sharran Srivatsaa!

I could not be happier to bring you more of my conversation with Sharran Srivatsaa! Sharran is the President of Real, which is the fastest growing publicly-traded real estate brokerage in the world. He is the epitome of a “deal guy” and he’s considered the Navy SEAL of coaches, so I’m thrilled to share more of our conversation. (BTW, if y’all aren’t tuning into his 5AM Club every day, you’re missing that daily call to greatness.) So, welcome, Sharran!

Thanks again, Sharran!

GLENNDAISM

Today’s Words of Wisdom

❝

Market chaos isn’t a curse; it’s a call to action.”

Glennda Baker

GLENNDA BAKER & ASSOCIATES

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