Buying in Central Texas During a Market Shift: What Smart Buyers and Sellers Are Doing Differently
What Buyers Are Doing Differently
More time, more options
For the first time in years, buyers have plenty of room to breathe. With inventory up, they can tour more homes before deciding. Most homes are vacant right now, and buyers tend to feel more at ease touring versus lived-in homes (where it can feel like you’re intruding). Staging matters - it can soften a home, cover flaws like dated windows or missing outlet covers, and help buyers imagine how to live in it- but smart buyers look past the boldly neutral color pallette and textured throws to focus on the real value.
Negotiating power is back
On average, San Marcos homes are closing about 7% below list price. Once under contract, buyers aren’t afraid to walk away during the option period if their inspection turns up issues- they know more homes are out there. So it’s easier to negotiate again during the option period. I’ve seen deals where buyers negotiated for seller concessions to buy down interest rates, cover repairs, or throw in appliances. These extras can make a big difference in affordability.
Clearing up misconceptions
Many people assume we’re already in a buyer’s market, but technically we’re not quite there yet. We’re hovering at 6 - 6.5 months of inventory- a balanced market- and won’t hit “true buyer’s market” status until we cross the 7 months threshold. Still, buyers have more leverage and certainly more options than they’ve had in years.
My advice to nervous buyers
Don’t try to “time the market.” The best strategy is to buy the market we have, not the one you wish for. History shows that buyers who get in the market- even those who stepped in at uncertain moments (whether in 2008, 2019, or even 2022 when prices were peaking)- built equity over time. Real estate grows wealth- the sooner you plant the tree, the sooner it grows.
What Sellers Are Doing Differently
Smarter pricing strategies
Savvy sellers know closed-to-list price ratios are coming in lower than before. If I were listing today, I’d study the comps, pad for the average discount, and adjust quickly:
No showings = overpriced by ~15%
Showings but no offers = overpriced by ~8%
Showings and offers = priced right
Some sellers even flip the script- proactively submitting a counter offer to an interested buyer or underpricing strategically to spark a bidding war.
Copying the builders
Builders are motivated sellers because holding unsold inventory costs them. They slash prices, pay closing costs, cover rate buy-downs, and offer upgrade credits. Here in San Marcos, especially in neighborhoods like La Cima, Trace, and Kissing Tree, resale sellers are competing directly with new construction- and smart sellers will use the same playbook.
The biggest mistake
Trying to hold firm on an aspirational price. Buyers will tour every home in their price range- they know the best value. No amount of staging or drone video footage will sell an overpriced listing.
Market pricing vs. aspirational pricing
I walk sellers through recent local comps: “This home down the street with a tile roof sold for X, and the one with the same floorplan and same upgrades but a shingle roof sold for Y - that difference is what a tile roof is worth in your neighbrohood.” Same for updated kitchens, vaulted ceilings, or upgraded appliances. The market reality sets the list price, not wishful thinking.
Prep that pays off
Making it easy for buyers to see your home is key. Vacant homes show easiest, but at minimum: declutter, make the photos shine, freshen up curb appeal, and ensure there’s a virtual tour to text and email to anyone who expresses interest. Buyers today expect easy access and polished presentation.
Big Picture: How to Win in a Shifting Market
Smart buyers and sellers both recognize this is a different game than last year:
Smart buyers look for win-win deals: rate buy-downs, repairs, flexible timelines. They focus on the overall package, not just the price.
Smart sellers price strategically, adjust quickly, use builder-style incentives to market and stage their home to stand out.
Everyone should aim for goodwill in the deal. Too often, negotiations go off the rails over $600 when the purchase price is $400K+. Keeping perspective helps everyone win.
👉 Thinking about making a move? Let’s talk strategy. Whether you’re buying, selling, or just weighing your options, I’ll help you run the numbers and figure out the smartest play for today’s market.
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