Author: David R. Maldonado

As someone who thrives on negotiation and putting clients first, I pay close attention to market shifts that give buyers a stronger hand. Right now, about 21% of active listings have had price cuts, with inventory reaching over 1.16 million homes—just about 9% below pre-pandemic levels. Buyer activity remains measured, with homes under contract down approximately 4% year-over-year for the second month in a row. This clearly reflects how higher mortgage costs are still weighing on affordability. The national median list price currently sits around $419,000, down 1% both month-over-month and year-over-year—a trend that’s continued for 11 months. Price per square foot has also slipped by 2% compared to last year. Sellers are staying in the game, with about 6% of listings delisted, holding steady from last year, but more are open to negotiating and adjusting their prices. The big question ahead is whether these price cuts will translate into more deals, or if we’ll continue to see growing supply and softer demand. For those looking to make a move in DC or Maryland, understanding these trends is key—especially if you want to win the negotiation.

As someone who’s proud to serve Maryland buyers and sellers—especially those who want to win the offer—I'm always tuned into what makes a community stand out. A 2022 study spotlighted seven of Maryland’s small towns (all with under 5,000 residents) among the South’s best places to live: Brookmont, Kensington, Chevy Chase View, Derwood, Chevy Chase Village, Martin’s Additions, and Chevy Chase Town. Home values in these spots range from Derwood’s $546.3K to Chevy Chase Village’s $1.9M, with Brookmont topping $1M and Kensington around $800K. What really sets several of these Maryland gems apart is their blend of that close-knit village feel, quick Metro access, access to parks, and strong schools. Chevy Chase Village even averaged zero violent crimes per year—no small feat. The study did mention that some housing figures lagged behind today’s reality, so if you’re eyeing these communities, up-to-date, local guidance will make all the difference. As a realtor and Army veteran, I bring both negotiation grit and a client-first approach to every move—let’s make your Maryland home search a winning mission.

One out of every five home listings saw price cuts in late Q3—a clear sign that many sellers were willing to stay in the market and recalibrate their expectations. While just under 6% of homes were delisted, most sellers chose to adjust rather than exit, which is something I always keep in mind when guiding clients through negotiations. During this period, the 30-year fixed mortgage rate, according to recent data, jumped from the high-6% range to over 7% by mid-month, then climbed even higher. Inventory grew past 1.16 million active homes, and with the median listing price slipping about 1% from the previous month to $419,300, buyers found a bit more room to negotiate. New listings edged down by around 2% to roughly 395,000, and higher borrowing costs made many buyers more cautious, even with increased leverage. As we move into early Q4, the question is whether these tougher conditions will lead to deeper discounts, more repeated price cuts, and longer selling times across the country. As someone who thrives on strategic negotiation, I keep a close watch on these shifts to position my clients for success.

Indigenous Peoples’ Day celebrates, recognizes, and honors the beautiful traditions and cultures of the Indigenous People
We take a stand for and support the indigenous people on this day.
We should also offer our support to those who invest and uplift the indigenous communities.

I’ve seen firsthand how waiting to buy a home can become more expensive than most people expect. With higher borrowing costs, holding off on your purchase might mean facing even steeper monthly payments later—especially if financing conditions don’t improve. Right now, home prices aren’t dropping fast enough to truly offset those rising rates, so waiting for a better deal doesn’t always guarantee a lower overall cost. The good news: there are still opportunities to negotiate, especially in areas where inventory has picked up and sellers are competing for fewer offers. My background as an Army officer and negotiator means I’m always thinking about the full picture—not just interest rates, but how price and negotiation leverage can work in your favor. These days, the smartest move is to consider the entire cost equation before deciding whether to make an offer or wait.

Negotiation is the heart of every successful home sale, and the latest numbers show just how much leverage buyers are gaining. In the rolling three-month period ending Mid-Q3, nearly 45% of US home sales included seller concessions—the highest share for this time of year since at least 2020. That’s up from about 43% a year ago. With more inventory on the market and less competition, buyers are finding more ways to shape a deal to their advantage. Concessions aren’t just about knocking down the price—they can also mean sellers pitching in for repairs, covering closing costs, or even helping with mortgage-rate buydowns. These flexible deal structures are becoming the new normal, giving buyers more entry points and options than ever before. In fact, around 16% of homes sold in Mid-Q3 featured both a price cut and a concession, further reducing upfront costs. As someone who brings a mission-driven approach to negotiation, I see these trends as opportunities for my clients to get creative and win big in today’s evolving market.