The Danger of Trying to Time the Market: A Cautionary Tale

As a realtor, I’ve seen my fair share of hesitation and second-guessing when it comes to selling a property. While it’s natural to want to make the most out of a sale, sometimes waiting too long can backfire in ways you wouldn’t expect. One example from this past summer really stands out and serves as a cautionary tale for anyone considering selling their home.

This summer, a potential client approached me about selling their duplex. The property wasn’t owner- occupied. There was two tenants but the property was not generating any rental income, and they were essentially just managing debt. From the start, I worked with them to create a strong pricing strategy and had everything ready to list. However, they kept going back and forth on whether to move forward.

Their hesitation was largely tied to timing the market. Concerns over fluctuating interest rates, the seasonality of real estate sales, and even the upcoming election left them paralyzed. I met with them two more times to revisit their options and discuss the listing, but they could never fully commit to taking the leap.

Fast forward to the fall, and something unexpected happened: a property just two houses down—an identical duplex—hit the market. The listing price? Less than what my client had paid for their property during the pandemic!

When I reviewed the new listing, I noticed that the condition of both properties was virtually the same. The difference? The new seller had purchased their property for much less, avoiding the pandemic-era frenzy of low-interest rates and skyrocketing prices. This lower purchase price allowed them to list at a competitive rate, leaving my client in a difficult position.

Unfortunately, multifamily properties in San Antonio can be tricky to comp due to their scarcity. My client’s hesitation now meant they couldn’t list at the higher price they initially wanted because this new comp effectively set a ceiling for what the market would bear. Even worse, this comp will likely influence appraisals for at least a year, making it nearly impossible to justify a higher price.

This entire situation could have been avoided had my client listed earlier. With unique and scarce properties, it’s not uncommon for sellers to start at a higher price and let the market decide its value. Buyers looking for these properties often understand their uniqueness and scarcity and are willing to pay accordingly. But by waiting, my client lost the opportunity to let the market work in their favor.

This experience underscores an important lesson: trying to time the market can be a risky game. When you have a plan and an exit strategy, it’s essential to move forward with confidence. The market is unpredictable, and waiting for the “perfect” moment can often lead to missed opportunities.

If you’re considering selling your home, especially a unique property like a duplex, make sure you’re working with a trusted real estate professional who can guide you through the process. Selling is about having a strategy—not a crystal ball. Don’t let hesitation cost you in the long run.

Ready to create a plan for your next move? Let’s talk and make sure your exit strategy works for you.