The Seller Expectation Gap: Why Today’s Market Isn’t 2021 Anymore

If you’re thinking of listing your home soon, chances are you’ve got high hopes—and you’re not alone. Most sellers are entering the market with confidence, anticipating multiple offers, bidding wars, and sales well over asking. But the reality? It’s telling a different story.

There’s a growing disconnect between what sellers expect and what’s actually happening in today’s housing market—and that gap could impact your success if you’re not prepared.

Let’s dive into what’s really going on, both nationwide and here in the Greater Milwaukee area.

High Hopes vs. Hard Numbers

The numbers are in, and they’re painting a clearer picture:

  • 72% of sellers expect to sell for over asking price.
    Reality? Only 42% of recent sellers actually did.

  • 77% of future sellers say they don’t believe they’ll need to drop their price.
    But 43% of past sellers did end up reducing their listing price.

  • 28% of homeowners expect 6+ offers.
    11% expect 10+.
    But in reality, only 15% received 6 or more…
    …and just 3% saw 10+ offers.
    In fact, 1 in 4 sellers only got a single offer.

Confidence is high. But the market? It’s humbling.

What’s Happening in the Greater Milwaukee Area

Locally, we’re seeing the same shift. Sellers are pricing homes like it’s still 2021—expecting lines out the door and waived contingencies. But the current landscape looks different:

  • Pre-approvals are down, which tells us buyer activity is cooling.

  • More listings are hitting the market, giving buyers more options and less urgency.

  • Open houses are strong, but offers are more thoughtful—not rushed.

  • Condos in particular are sitting longer than single-family homes.

Buyers are being more selective. Many are no longer desperate to grab any home—they’re searching for the right one, at the right price.

What We’re Seeing with Our Clients

Our team has noticed a clear shift in buyer behavior:

  • Offers that include inspection, radon, and even home sale contingencies—all of which would have been tough to get accepted in a hotter market—are now back on the table.

  • There’s more negotiation happening, not just on price but also on closing dates, repairs, and inclusions.

  • Buyers feel empowered again, while sellers need to be more strategic.

The takeaway? Sellers who listen to the market are the ones who win.

So What Should Sellers Do Now?

If you're thinking of listing soon, here’s what we recommend:

  • Price for today’s market, not yesterday’s. The first 7–10 days are critical—if buyers don’t bite, they’ll move on.

  • Prepare your home thoroughly. With more inventory, you need to stand out.

  • Be open to negotiation. The strongest buyers may still ask for contingencies—and that doesn’t mean they’re not serious.

  • Rely on data, not just gut feeling. We’ll run a full market analysis to help you price smart.

Final Thoughts

The real estate market is always changing—and today’s reality is a far cry from the frenzy of 2021. If you’re planning to sell, understanding these shifts is the key to a smoother, more successful experience.

Our team is here to help you make sense of the numbers, price with strategy, and market your home to attract serious, qualified buyers.

Thinking about listing in the next 6–12 months? Let’s chat. We’ll walk you through what’s happening locally and help you build a plan that reflects today’s market—because your success depends on it.

jennifer Sloan