For most of the last five years, sellers in London and St. Thomas could list, wait a week and choose from several offers. That isn't the market right now. LSTAR's September 2026 release reported 5.9 months of inventory, just below August's record 6.3, and a sales-to-new-listings ratio of 34.7%, and LSTAR's chair said the market continued to show signs of a buyers' market.
Thinking of Listing This Fall?
I will show you the solds and the active listings you'd be competing with, and the price that puts your home ahead of them
548 490 4577What do the numbers mean?
Months of inventory is how long it would take to sell every current listing at the current pace of sales. The sales-to-new-listings ratio compares the homes that sold in a month with the homes that came on. Below about 45%, listings build up faster than buyers absorb them. In September, 561 homes sold across LSTAR's area, up 5.3% from a year earlier, and the MLS® HPI composite benchmark was $552,500, down 1.5% since June.
How should I price in a buyers' market?
Price for the homes you're competing with today, not the ones that sold in spring. Sold prices lag; a sale from four months ago happened in a market with fewer listings. Buyers compare your home with what is for sale this week, so the active listings near you matter as much as the solds. I look at both, and at which listings are sitting, because a house that has been on the market for 60 days tells you what buyers won't pay.
Overpricing costs more now than in a busy market. A new listing gets most of its attention in its first two weeks. If the price misses, buyers wait for the reduction, and every week on the market is visible to them.
Does preparation still matter?
More than ever. When a buyer can see eight similar homes in one weekend, the one that is clean, bright, repaired and well photographed is the one they remember. The inexpensive work still pays best: paint, deep cleaning, lighting, small repairs and a tidy yard. A pre-listing inspection is worth considering too, because it takes a buyer's biggest negotiating tool off the table.
Should I accept a conditional offer?
Expect conditions, and judge them rather than reject them. Buyers have room to ask for financing and inspection conditions, and some will ask for a condition on the sale of their own home. Weigh the deposit, how long the conditions run and whether the buyer's lender has already reviewed the file. With a sale-of-home condition, insist on an escape clause, so you can keep marketing and give the buyer a short window to firm up if another offer arrives.
What else can I negotiate besides price?
The closing date, appliances, or a credit for a known repair. In a slower market, these are often where deals come together. A buyer who needs a 30-day close may pay more for one, and a seller who can be flexible on timing gets more offers to choose from.
Frequently asked questions
Should I wait until spring to sell?
Spring brings more buyers, but also more listings. If your home is ready and priced against today's competition, fall and winter buyers tend to be serious ones. Waiting makes the most sense if the home needs work you can do over the winter.
How much will buyers negotiate off my price?
There's no fixed number. It depends on how your price compares with recent sales and current listings. A well-priced home still sells close to its asking price; the large discounts tend to go to homes that started too high.
When should I lower my price?
Look at the feedback first. Showings without offers usually point to price or condition. No showings usually point to price or photos. If nothing has changed after two to three weeks, an adjustment usually costs less than another month on the market.
