Expectations and impatience undermine summer market

The market is quiet right now.

For many in real estate, this summer has felt slower than expected – listings sitting, buyers hesitating, and an overwhelming sense of “holding.” And if we are being honest, we may not have hit the bottom yet. 

What we are seeing is not just a lull. It’s a race to the bottom, and it’s largely driven by two forces: unrealistic expectations and growing impatience.

That combination is not just hurting individual deals. It is reshaping the entire market landscape, from pricing to consumer confidence to agent performance. 

If we want to weather this slowdown and come out stronger, we need to confront these challenges head-on.

The problem with expectations

Whether it is in business or life, we all set expectations. We imagine how something should go, what results we think we will get, and when we expect it to happen. When reality falls short of those imagined outcomes, frustration sets in. That frustration clouds judgment. It creates doubt. And it often causes people to make decisions that are reactive rather than strategic.

This is exactly what we are seeing in today’s market.

Sellers are coming to the table with high hopes. Some believe their homes should sell quickly. Others believe they should still get last year’s prices. 

When those expectations are not met – whether after a week, a few showings, or no offers – emotions take over. They lower their price out of frustration. They lose confidence in the process. And in some cases, they start pointing fingers.

But here is the truth: the market is not reacting to emotion. It is reacting to data.

When one seller drops their price just to make something happen, it puts pressure on other listings in the area to follow suit. This creates a domino effect that drives values lower, not because the homes are worth less, but because the decisions are being made from a place of fear instead of strategy.

This is why expectation-setting is such a critical skill for agents. And not just for our clients – for ourselves as well.

As professionals, we cannot afford to base our confidence on outcomes we cannot control. What we can control is how we prepare our clients for the reality of today’s market. That means clearly explaining how long things may take. Showing the hard data. Defining success beyond just “sold in a week.” 

It also means checking our own emotional reactions at the door.

If we do not lead with clarity, we leave space for confusion. And confusion almost always leads to regret.

The cost of impatience

The second major driver of this race to the bottom is impatience. And it is everywhere right now.

Homeowners want fast results. Agents want fast deals. Consumers want answers now.

But this is not a market that moves on our schedule. This is a market that demands patience, process, and a long-game mentality.

What is happening today is a cautionary tale. Sellers list high. They wait a few days. Nothing happens. They panic. They reduce their price – sometimes by a little, sometimes by a lot. Then other listings nearby adjust. Then buyers wait, assuming more price drops are coming. And just like that, the floor drops out.

Impatience leads to poor pricing decisions. Poor pricing decisions lead to a lack of urgency from buyers. That lack of urgency leads to fewer showings, longer days on market, and ultimately more reductions.

It is a vicious cycle. And once it starts, it can spiral fast.

This is where leadership matters most. As agents, we need to bring strategy back into the conversation. That means slowing things down, not speeding them up. It means asking better questions before a sign even goes in the ground.

Two questions, specifically:

1. Motivation to Move: Is this a need or a want?
2. Establish Timelines: When do they need to be in/out?

If a seller does not need to move, and they do not have a firm timeline, then maybe now is not the right time to list. Or maybe it is – but only if they are aligned with today’s pricing realities. 

Without that alignment, we are just setting them – and ourselves – up for disappointment.

A strategic pause

Yes, it is summer. People are taking vacations. They are enjoying the weather. They are hitting pause. But this market is already slow, and when we combine that with seasonal distractions, it becomes even more difficult to generate momentum.

So the question becomes: what should we be doing right now?

For some, it is tempting to sit back and wait for things to change. For others, it is tempting to push harder – more listings, more reductions, more advertising, more pressure.

But there is another way –

Now is the time to work ON your business — not just IN it.

Use this slower period to review your systems. Reconnect with your database. Evaluate your marketing. Refine your pricing strategies. Have deeper conversations with your clients and your community. 

Be the calm in the storm, not another voice adding to the chaos.

Because here’s the upside: what goes down must come back up!

There is an opportunity in every market, especially the ones that feel tough. When prices are low, savvy investors buy. When competitors retreat, leaders step forward. And when others are scrambling, you have the chance to show up with stability and purpose.

The road ahead

We do not know exactly when the market will shift. But we do know that it will shift. It always does.

In the meantime, we are not powerless. We can set expectations early and often. We can guide our clients with confidence and empathy. We can be patient when others are reactive. And we can prepare – because when the market does turn, it will favour those of us who used this time wisely.

This summer may feel slow. The headlines may feel heavy. But this moment holds value – if we are willing to approach it with discipline, clarity and a long-term mindset.

The race to the bottom is real. But you do not have to participate.

Stand tall. Stay strategic. And get ready, because better days are coming!