09/03/2026
🏠 **AGENT STATE OF MIND | THE MARKET HAS SPOKEN**
I came across this article today and think it is worth every agent taking a few minutes to read.
**“The Game Is Over: Sellers Are Facing Reality on Pricing and Backing Off Unrealistic Demands.”**
And while the headline may sound a little dramatic, the message is absolutely relevant to what we're experiencing right here in **Middle Tennessee.**
📊 **THE MARKET HAS CHANGED — OUR CONVERSATIONS NEED TO CHANGE WITH IT.**
According to the latest Middle Tennessee numbers:
🔹 Active inventory is approximately **10% higher than last year**
🔹 Months of supply has climbed to roughly **5.6 months**
🔹 Median sales price is essentially **flat year-over-year at $450,000**
🔹 Buyers have more choices and considerably more negotiating power
🔹 Homes that are positioned and priced correctly are still selling
This isn't necessarily a bad market.
**It's a strategy market.**
One of the most important points in the Realtor.com article is that sellers are beginning to understand that pricing a home based upon yesterday's market simply doesn't work in today's environment.
And THAT creates an opportunity for great agents.
Our job isn't to tell a seller what they *want* to hear.
Our job is to give them the information they **need** to hear so they can make the best possible decision.
💡 **Three conversations I believe every listing agent should be having right now:**
1️⃣ **PRICE FOR TODAY — NOT YESTERDAY.**
The first few weeks on the market are incredibly valuable. Don't waste them chasing an unrealistic number.
2️⃣ **COMPETE AGAINST WHAT BUYERS CAN BUY TODAY.**
Your seller isn't just competing against the house that sold down the street three months ago. They're competing against every comparable property a buyer can choose from **right now.**
3️⃣ **SELL THE PAYMENT — NOT JUST THE PRICE.**
Instead of automatically reaching for another price reduction, look at the buyer's actual obstacle. Would seller-paid closing costs, concessions or a rate-buydown create more purchasing power than another reduction?
Here's the opportunity I see:
**Agents who understand the numbers, communicate them confidently and help sellers adapt are going to win listings AND get those listings sold.**
Don't be afraid of this market.
**KNOW this market.**
That's where your value as a professional REALTOR® becomes incredibly powerful.
Take a few minutes and read the article below. Then ask yourself:
👉 **What are you changing in your listing presentation and seller conversations because of today's market?**
Drop your thoughts below. I'd love to get a conversation going inside **Agent State of Mind.**
— **Ed Klem**
Broker | Coldwell Banker Southern Realty
🔵 **Guiding Agents. Growing Businesses. Raising the Standard.**
