We’ve officially stepped into the 2026 spring housing market, and there’s definitely a sense of optimism from sellers right now. I’m seeing it in conversations every day, people are feeling good about their position, and for good reason.
According to Realtor.com’s latest Spring Seller Survey, most sellers are heading into this season with high expectations. And while that optimism isn’t necessarily wrong, there’s a bit of a disconnect between what sellers are expecting and what the market is actually delivering. That’s where strategy really comes in.
When it comes to pricing, expectations are strong. Nationally, 83% of sellers expect to get their full asking price or more. About 46% expect to land right at list price, while 37% believe they’ll go above it. Only a small percentage anticipate accepting less. On the surface, that sounds like a very favorable environment for sellers—and in some cases, it is.
But here’s the reality I always walk my clients through: the outcome is heavily influenced by how you enter the market. Pricing isn’t just about what you hope to get, it’s about how buyers respond in those first few days. When a home is priced too high, it tends to sit. And once it sits, buyers start to question it. That often leads to price reductions, and it becomes much harder to recover from that than it is to simply position it correctly from the start.
This is where local data matters more than national headlines. In our San Diego market, what buyers are willing to pay—and how quickly they move, is going to vary depending on location, price point, and presentation. Understanding how homes are actually performing here is what allows us to price with intention, not guesswork.
Timing is another area where expectations and reality are fairly close, but still worth understanding. Nationally, most sellers expect their home to go under contract within a few months, with many hoping for an even quicker turnaround. The current median days on market sits around 57 days, which means those expectations aren’t unrealistic, but they do depend on how well the home is positioned.
In our local market, well-prepared and well-priced homes are still moving, but buyers are more selective than they were a couple of years ago. They have options, and they’re paying attention to value. That doesn’t mean homes aren’t selling, it just means the strategy behind the sale matters more than ever.
Another shift I’m seeing, and the data supports this, is around concessions. More sellers are going into transactions expecting some level of negotiation. That could look like helping with closing costs, offering a home warranty, or addressing items that come up during inspections. It’s simply part of a more balanced market, and the sellers who understand that upfront tend to have smoother transactions.
Preparation is also playing a bigger role. The sellers who are getting the best results right now are the ones who take the time to understand their competition, make thoughtful improvements, and present their home well from day one. It doesn’t have to be overwhelming, but it does need to be intentional.
At the end of the day, the optimism sellers are feeling this spring is well-founded. There are still great opportunities in this market. The difference is that success isn’t coming from timing alone, it’s coming from strategy. When you combine the right pricing, strong presentation, and a clear understanding of how buyers are behaving right now, you put yourself in a position to win.
Spring has always been one of the strongest times of year to sell. With the right approach, it still is.
