Selling a home isn’t just a financial decision—it’s personal. After years of memories, updates, and care, it’s natural to hope your home commands top dollar. But as we head into 2025, market conditions are evolving
According to a recent study in Realtor.com conducted in mid-March 2025, a staggering 81% of potential sellers thought they would achieve asking price or secure a higher offer. Now the statistic is between 72% and 81% (depending on the segment surveyed).
In Northern California’s East Bay, the market cooled during the first week of April 2025 as new global economic headlines emerged. While buyers began tapping the brakes, many sellers continued to cling to the price they believed their home should command. The disconnect between those expectations and current market realities left many feeling surprised—and in some cases, disappointed.
Agent Laura Barbara here at the Khrista Jarvis Team says, "Over the years I've worked with so many sellers, and it's totally natural for them to expect top dollar for their home—especially when they’re emotionally invested. After all, you’ve put in so much thought around design, you've invested money with repairs and upgrades, and celebrated holidays here. You hear about your friend up the street with the sport court selling for way over asking, or there's a bidding war for a home with a floor plan like yours. I have to tell my clients in a gentle but firm way that their expectations don't match the current dynamics."
Let’s break down what’s driving the disconnect—and how you can balance smart strategy with realistic optimism.
WHAT DO MOST HOME SELLERS EXPECT IN 2025?
According to recent surveys from Realtor.com and Zillow, homeowners entering the market this year often share four similar mindsets, and the talk track goes something like this:
1. “I just know our home is worth more than what the comps are showing—it has so many upgrades.”
2. “We’re expecting to get multiple offers—maybe even five or six if the right buyers come through.”
3. “I think it’ll sell fast. Homes like ours don’t stay on the market long, especially around here.”
4. “I don’t think we’ll need to offer any concessions. Buyers should be willing to take it as-is.”
Of course these mindsets can vary depending on region, home type, and price point. For instance, homes in desirable regions with great schools, like ours in the Tri-Valley, do lead to higher expectations—but luxury properties in slower markets can sit longer or require price adjustments. Typically in a high price-point market, there’s a smaller pool of qualified buyers, and buyers tend to be more selective. (There are the exceptions of course—and we have plenty of examples of those.)
WHY ARE SELLERS SO CONFIDENT? WHAT DRIVES HOME SELLER EXPECTATIONS?
A few key factors are shaping these mindsets:
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Emotional Connection
It’s hard to put a price on memories. Years of home improvements, personal milestones, and the overall pride of ownership can lead to an inflated sense of value. From raising children in the living room to investing in custom touches over time, sellers often see their home through a deeply personal lens—one that doesn’t always align with what buyers or the market see.
This emotional attachment can make it difficult to accept pricing feedback, negotiate objectively, or recognize that certain updates may not add as much value as expected. While that connection is valid and meaningful, separating sentiment from strategy is key to a successful sale.
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Recent Real Estate Headlines
From stories of homes selling in days to bidding wars pushing offers sky-high, the media (and maybe your neighbor’s story) may be influencing what you expect from your own sale. Media hype can definitely lead sellers to believe that every home, and especially theirs will generate immediate interest and spark a bidding war—regardless of price point, condition, or market trends. When the reality doesn’t match the narrative, disappointment sets in.
3. Online Valuation Tools
Zillow, Redfin, and other platforms make it easy to get a quick estimate—but these numbers don’t always reflect current buyer behavior, neighborhood nuances, or the condition of the home.
4. Social Proof
When a friend, coworker, or neighbor shares a success story, it’s natural to think you’ll experience the same. But real estate is hyperlocal and ever-changing.
OFTEN OUR SELLERS GET IT RIGHT
Confidence isn’t a bad thing—and in some cases, it’s well-placed. When a home is priced right, well-prepared, and marketed effectively, it can still sell quickly and attract strong offers.
That's because some homes and locations truly warrant premium pricing, especially if they’re move-in ready and align with buyer demand (think: renovated kitchens, great school districts, outdoor space). Sellers who invest in staging, deep cleaning, and professional photography often see excellent results. These are things we strongly stand behind at the Khrista Jarvis Team.
Here's the key ... pair confidence with strategy.
5 COMMON MISTAKES TO AVOID WHEN SELLING YOUR HOME
Even in a relatively strong market, sellers can miss the mark. Here are some of the most frequent mistakes we see:
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Overpricing based on emotion, not market data.
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Skipping staging, assuming buyers “can see the potential.”
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Expecting a fast sale without putting in the prep work.
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Refusing to negotiate or offer concessions when needed.
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Ignoring shifts in buyer behavior—like the growing demand for home offices or energy efficiency.
HOW TO ALIGN EXPECTATIONS WITH REALITY
To set yourself up for a smooth, profitable sale, it’s important to combine optimism with data and also professional guidance.
Here’s how:
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Partner with a trusted local real estate expert to understand your neighborhood and market trends.
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Use pricing strategies that create buyer urgency—rather than scaring them off!
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Prepare your home to impress both online and in person. Professional staging drives a higher price per square foot.
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Stay flexible on terms and timing, especially if market conditions evolve mid-sale.
A well-informed approach doesn’t just avoid disappointment—it helps maximize your results.
FINAL THOUGHTS ON REALISTIC EXPECTATIONS
If you're thinking about selling your home of course it's a big step, and it's natural to feel hopeful about your potential sale price. It's important to remember buyers will evaluate your home based on how it compares to others on the market, what’s in demand, and how it’s priced relative to current conditions. Even a gorgeous remodel or ideal location doesn’t always guarantee a higher offer if it doesn’t align with what today’s buyers are looking for.
That’s where a trusted real estate expert comes in. Instead of relying on online tools like Zillow’s Zestimate—which often miss key details—an experienced agent can give you a clearer, data-driven picture using recent comparable sales, buyer trends, and neighborhood-specific insight. With that knowledge, you’ll be able to set a smart price and attract the right offers—without letting emotion lead the way.
Until then, if you're curious about moving out of the area, give our Move Meter tool a try. Start by typing in your current town and the city or zip code you're considering relocating to. The Move Meter calculates an index score for a recommended move based on categories like affordability, lifestyle, price per square foot and so on. Click on each lower tab to see how the two locations compare.
We also recommend Niche.com for a more in-depth look. It also provides letter-grade rankings on crime, public schools, housing and more.
If selling really is on your radar this year, let’s chat about your goals and how to approach the process with clarity and confidence, feel free to contact us here.
PEOPLE ALSO ASK (FAQ’s)
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Why is it important to detach emotionally before listing?
Emotional attachment can cloud judgment when pricing or negotiating. Viewing your home as a product helps you make decisions that are strategic, not sentimental.
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What influences how much my home is worth?
Your home’s value depends on recent sales of similar homes (comps), local demand, condition, upgrades, location, and overall presentation. Timing and interest rates also play a role.
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Do I need to renovate before I sell?
Not always. Focus on minor updates that provide strong ROI—like paint, lighting, and curb appeal. A real estate expert can help you decide which improvements matter most.
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What if my neighbor got way over asking?
Their sale may have benefitted from different timing, staging, or buyer demand. Every home and sale is unique, so comparing directly can be misleading.
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Is staging really necessary?
Yes—staging helps buyers visualize themselves in the home. It can make rooms feel larger, more modern, and more appealing. Even small touches make a difference.
