The Psychology of
PRICING
When mortgage rates started to climb in late 2022, the market entered an adjustment period. Some buyers pulled out, leaving more inventory and less competition for those who remained. It also put downward pressure on pricing, causing price growth to slow down or, in some cases, even reverse course. But market conditions only play a small role in what’s happening on the ground in today’s housing market. According to agents, psychology – particularly on the side of sellers – is playing an increasingly important part, too. Often, it’s even a major barrier to selling a home successfully.
