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Why higher mortgage rates, cautious buyers, and unrealistic seller expectations are changing the real estate market—and how homeowners can still sell successfully.
By Scot Campbell | Licensed Real Estate Broker & Luxury Property Specialist
The housing market has reached an interesting turning point. Buyers are hesitant to purchase homes at today’s higher mortgage interest rates, while sellers are reluctant to accept prices below their expectations.
The result? A housing market that has slowed considerably, with both buyers and sellers waiting for the other side to make the first move.
In a November 12, 2026, USA TODAY article titled “The Housing Market Is in ‘a Standoff.’ Here’s How to Sell Your Home,” journalist Daniel de Visé examines this growing disconnect and shares advice from leading real estate economists on how homeowners can successfully navigate today’s market.
These national trends are particularly relevant to homeowners in Huntington Beach, Newport Beach, Seal Beach, Sunset Beach, and throughout Coastal Orange County.
Why Are Buyers and Sellers at a Standoff?
According to the USA TODAY article, newly pending home listings declined 17% nationally in October, reaching the lowest October level since 2018, based on Zillow data.
One major reason is mortgage interest rates, which have remained above 7% since late September.
Many existing homeowners have mortgage rates closer to 3% or 4%. Selling their current home and purchasing another means exchanging an exceptionally low interest rate for a substantially higher one. Meanwhile, buyers are struggling with affordability.
This combination has created an unusual situation: Sellers don’t want to lower their prices, and buyers can’t afford to pay what sellers are asking.
How Does This Affect Huntington Beach and Coastal Orange County?
Here in Coastal Orange County, we’re experiencing many of these same pressures.
Recent Orange County housing reports have shown declining buyer demand, increasing inventory, and longer marketing times. In October, active inventory was approximately 10% higher than a year earlier, and about 44% of homes had experienced an asking-price reduction.
For Huntington Beach homeowners, this represents an important shift from the exceptionally competitive housing market we experienced just a few years ago.
However, there’s an important distinction.
A slower housing market does not necessarily mean a collapsing housing market.
Many Coastal Orange County homeowners have substantial equity, and desirable properties in locations such as Huntington Harbour, Seacliff, Downtown Huntington Beach, and Newport Beach continue to offer lifestyle advantages that buyers value.
What has changed is the level of competition among sellers and the importance of realistic pricing.
Here are Four Strategies for Selling Successfully in Today’s Market :
1. Price Your Home for Today’s Buyers—Not Yesterday’s Market
One of the strongest messages in the USA TODAY article is that sellers must adjust their expectations.
A home that might have attracted multiple offers in 2021 or 2022 may not generate the same enthusiasm today.
Buyers now have more choices, and they’re carefully comparing properties before making offers.
In Huntington Beach, this means understanding the current competition within your specific neighborhood.
For example, a waterfront home in Huntington Harbour competes with other properties offering similar boating amenities, views, and dockage.
A home in Seacliff competes with properties offering comparable floor plans, condition, lot sizes, and proximity to the beach.
The key is to price your home correctly from day one rather than chase the market downward through repeated price reductions.
2. Make Your Property Move-In Ready
Today’s buyers are already dealing with higher monthly mortgage payments. The last thing many want is to spend additional money immediately after purchasing a home.
USA TODAY’s experts recommend focusing on practical improvements before listing.
Fresh paint, landscaping, thorough cleaning, decluttering, and addressing obvious maintenance issues can substantially improve a home’s appeal.
For Coastal Orange County properties, presentation is particularly important.
Buyers purchasing near the ocean often have high expectations for condition, outdoor living spaces, and the overall coastal lifestyle.
Fortunately, sellers don’t necessarily need expensive renovations.
Often, relatively modest improvements combined with professional photography, video, and effective marketing can make a meaningful difference.
3. Be Prepared to Negotiate
Another significant change in today’s housing market is the return of meaningful negotiations.
During the pandemic housing boom, sellers frequently received offers with few contingencies and limited requests for repairs.
Today, buyers are more cautious.
They may request repairs, closing-cost assistance, or even contributions toward temporarily reducing their mortgage interest rate.
In some cases, providing a reasonable concession can be more financially beneficial than allowing a property to sit on the market for several additional months.
The goal isn’t simply to receive an acceptable offer.
It’s to successfully close the transaction.
4. Be Patient—but Understand the Difference Between Patience and Overpricing
Some homes naturally require longer marketing periods. This is especially true for unique luxury properties, waterfront homes, custom residences, and properties with unusual features.
Finding the right buyer can take time.
However, there’s an important difference between patiently marketing a property priced correctly and waiting indefinitely for a buyer willing to pay more than current market conditions support.
Successful sellers understand that distinction… strategic pricing within 0-3 percent of market value is critical… Understand this… Buyers do not submit offers on overpriced homes.
Buyers looking to get the best price on a home have their own strategy, they “wait” to make offers on over-priced homes until the home has been on the market for months, and then they submit a “low ball” offer… usually just after the price has been reduced to where it should have been listed from the beginning.
On the other hand, when buyers see a property that is “priced reasonably” they know that they cannot follow the “wait” strategy, instead they submit a good offer because they do not want to risk losing the home to another qualified buyer.
So, as a seller who wants to get Top Dollar, your intention should be to price correctly from the beginning to encourage qualified buyers when the home is new to the market.
My Perspective: Today’s Market Rewards Preparation and Experience
Having spent more than 30 years helping homeowners buy and sell real estate throughout Coastal Orange County, I’ve experienced numerous housing market cycles.
One thing has remained consistent:
Homes that are properly priced, beautifully presented, and aggressively marketed have a significant advantage over competing properties.
Today’s market isn’t necessarily bad for sellers. It’s simply different.
Buyers are more selective, negotiations are more important, and sellers need a thoughtful strategy based on current market conditions rather than past expectations.
For homeowners considering selling in Huntington Beach or the surrounding coastal communities, understanding your property’s current market value is the best place to begin.
Thinking About Selling Your Coastal Orange County Home?
Before making any decisions, let’s discuss your home’s value, the competing properties in your neighborhood, and the marketing strategy most likely to achieve your goals.
With more than 3,500 properties brokered throughout my career, I can help you make informed decisions based on real market experience.
Scot Campbell
Licensed Real Estate Broker | Luxury Property Specialist
Coldwell Banker – Campbell Realtors
Huntington Beach, California
Your home deserves more than a listing. It deserves a strategy.
Article acknowledgment: This blog was inspired by and summarizes key reporting from Daniel de Visé’s November 12, 2026, USA TODAY article, “The Housing Market Is in ‘a Standoff.’ Here’s How to Sell Your Home”. National figures and expert observations are attributed to the original reporting. Coastal Orange County commentary and selling recommendations reflect Scot Campbell’s local real estate perspective.
