Selling isn’t about finding the perfect price.
It’s about choosing the right moment.
In a stable market, timing barely matters. In a shifting one, timing is the strategy. List too late and the cost isn’t just price — it’s carrying costs, missed opportunities, and tax leakage.
Here’s what actually matters before you list.
Inventory Moves Before Prices
Prices are sticky. Inventory isn’t.
When listings rise faster than sales, buyers gain leverage long before prices drop.
Watch for:
-
Months of inventory trending up
-
Listings growing faster than sales
-
More price cuts nearby
Waiting for last year’s price usually costs more than it saves.
Days on Market Tells the Truth
Prices look backward. Days on market looks ahead.
Rising DOM usually means:
-
Buyers are more selective
-
Financing is tightening
-
Sellers are stuck on old comps
When DOM climbs, the clean sale window is already narrowing.
Expectations Matter More Than Rates
Markets don’t move on rates. They move on where buyers think rates are going.
Pay attention to:
-
Central bank guidance
-
Bond yields, not headlines
-
Lender behaviour on approvals
Confidence breaks before affordability does.
The Buyer Pool Is Changing
Strong markets have end-users, move-ups, and investors.
As conditions tighten, investors disappear first.
When buyers are purchasing out of necessity instead of opportunity, pricing power fades — especially in investor-heavy areas.
Tax Planning Starts Before the Listing
Thinking about tax after the sale is usually too late.
Before listing, map:
-
Principal residence exposure
-
Calendar-year timing
-
Capital loss offsets
-
How the sale stacks with income
Same price, different timing can mean very different after-tax outcomes.
Exit Structure Beats Perfect Timing
No one sells the exact top. That’s not the goal.
Better strategy:
-
Sell non-core assets first
-
Stagger sales to manage tax brackets
-
Pay down bad debt before reinvesting
-
Align the sale with a refinance or restructure
The goal isn’t winning the market. It’s exiting on your terms.
Bottom Line
In changing markets, waiting for certainty means reacting late.
The best sellers don’t predict. They notice. Inventory, buyer behaviour, financing, and tax exposure tell the story early.
When the risk-reward shifts, clarity beats hope — every time.
Written by the team at BBM