Selling With Intent in a Slower Market

Why timing, preparation, and deal structure matter more than speed

A slower market is often described as something sellers need to survive.

But that framing misses an important distinction. If you’re a seller who needs speed, a slower market can feel frustrating. If you’re a seller who can afford to be deliberate, it can actually restore a level of control that disappears in faster cycles.

Right now (December 2025), that distinction matters. As reported by Greater Vancouver REALTORS, sales volume remains subdued, inventory is elevated, and buyers are taking their time. CBC’s recent coverage points to 2025 shaping up as one of the slowest sales years this century with less activity, but still not a frozen market.

In other words: fewer impulsive decisions, more considered ones.

For the right seller, that can be an advantage.

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Fewer Buyers Often Means More Serious Ones

It’s true: there are fewer buyers active right now. But what often gets overlooked is who leaves the market first when conditions slow. Speculative buyers, casual lookers, and “maybe someday” shoppers tend to step back. What remains are buyers with clearer intent.

What makes this market particularly unique is the combination of forces at play:

• The interest rates have come down, but not to the ultra-low levels of a few years ago

• Listing prices have been adjusting to levels that feel more workable relative to today’s borrowing costs

• Ongoing economic and political uncertainty has made many households cautious about major decisions. Job security, the cost of goods, and broader instability all factor in

Against that backdrop, buyers who are choosing to move now are doing so deliberately. They tend to understand both the risks and the opportunities: that quality homes can be found at more reasonable prices, and that the likelihood of a sudden bidding war is lower than in recent years.

Their seriousness shows up in practical ways:

• stronger pre-approvals and clearer financing plans

• more thoughtful questions about condition, strata health, and long-term ownership costs

• negotiations that are measured and analytical, rather than emotional or reactive

For sellers, this matters. One aligned buyer, on price and terms, can outperform a chaotic multi-offer scenario, particularly if certainty, and deal quality matter more than speed.

Selling In A Slower Market Shifts Leverage From Momentum To Mechanics

In fast markets, leverage usually comes from urgency: multiple offers, compressed timelines, limited conditions. You may remember, or even experienced, the FRENZIED buying and selling that went on during the Covid-19 pandemic. It was a time where conditions were not even limited; many people would put in offers with no conditions, well over asking just to be considered.

In slower markets, leverage often comes from how a deal is put together. When buyers have more choice, price is only one part of the conversation. Timing, conditions, and certainty start to matter again, and that’s where deliberate sellers can regain ground.

Timing Becomes Negotiable Again

Extended completion dates, flexible possession, or timelines that align with your next move are far easier to discuss when the market isn’t racing ahead of everyone.

For sellers planning a local move, like Kits, Fairview, the West End, or nearby neighbourhoods, this flexibility can meaningfully reduce stress and risk.

“Subject To Seller Finding A Home” Becomes Viable

In hotter "seller" markets, this clause is often dismissed out of hand. A buyer would be very reluctant to allow for a seller benefit subject like this in a market where inventory is low, making it difficult for the seller to fulfill the subject. However, in slower conditions, it becomes a legitimate strategy, especially when paired with realistic pricing, clear communication, and a serious buyer.

When using a subject like this, you’re not refusing to sell; you’re acknowledging that the sale and the purchase are connected.

For many homeowners, that single clause is the difference between considering a sale and actually listing.

Deal Quality Starts To Rival Deal Price

The strongest offer isn’t always the highest number.

In slower markets, sellers often benefit more from:

• clean financing

• workable subject timelines

• buyers who can actually close on schedule

Certainty becomes valuable again—and deliberate sellers may be happy to trade the highest dollar offer with one that is clean, suits their timeline, and has the highest chance of actually closing without drama. I've experienced this type of agreement first hand - the seller accepted a slightly lower offer in favour of timing and financial certainty.

Time becomes an asset, not a liability

This is where slower markets quietly reward preparation. When buyers have choice, details matter more. Layout, light, condition, staging, and how a home actually lives day-to-day become deciding factors, not afterthoughts.

For sellers, that means having time to:

• address small issues buyers tend to over-interpret

• clarify how the home is best used (family flow, work-from-home, outdoor connection)

• price the home to invite engagement, not resistance

Importantly, preparation doesn’t mean over-renovating. In slower markets, big, unfocused projects can work against sellers. What tends to perform better is reducing doubt and making it easy for the right buyer to say yes.

Targeting The Right Buyer Matters More Than Ever

In very active markets, almost everyone is a buyer. In slower ones, buyers self-select and sellers benefit from choosing who they’re speaking to.

A home positioned for:

• an end-user prioritizing livability and light

• a renovation buyer looking for long-term upside

• or a buyer focused on stability and low friction

should NOT be marketed the same way.

When pricing, presentation, and messaging all align with a specific buyer type, sellers stop competing on urgency and start competing on fit—and fit is powerful when buyers are selective.

Selling And Buying In The Same Market Can Reduce Risk

Most sellers are also future buyers. Selling in a slower market often means buying in one too: more inventory to choose from, more time to evaluate buildings and neighbourhoods, and less pressure to make rushed decisions.

For homeowners staying local, this balance can matter more than short-term price movements. It’s not just about what you sell for, but what you’re able to buy next.

Slow Doesn’t Mean Weak. It Means Intentional

A slower market isn’t a reason to panic. It’s a different environment, one that rewards:

• realistic expectations

• thoughtful preparation

• targeted marketing

• and well-structured deals

If you’re open to selling if the right opportunity presents itself, today’s market can actually offer more control than you might expect because you have room to think, plan, and negotiate a deal that supports your next step, not just the sale itself.

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