The number of homes coming to market continues to fall short of expectation, but agents who understand the gap are positioning themselves for opportunity. While vendor hesitancy persists, buyer demand remains firm — making the right listing strategy more important than ever.
1. The Data Doesn’t Lie: Supply Is Tight
Advertised listings are still tracking well below longterm norms. According to the Cotality dataset, capital city listings are almost 18 % below the fiveyear average for this time of year. Furthermore, national data shows advertised stock levels falling monthonmonth (4.8 % in September), and down 6.6 % yearonyear.
This combination of fewer listings and steady demand is creating an environment where sellers — and the agents who engage them — hold the advantage.
2. Buyer Demand Remains Resilient (Despite the Noise)
Even though media narratives suggest uncertainty, buyers are still active. Values across the country rose for the seventh consecutive month in August, with a 0.7 % national uplift. The takeaway? Demand is not dead — it’s simply being channelled into fewer available properties.
Agents who understand this dynamic are using it to frame stronger vendor conversations.
3. So What’s Causing the Listing Delay?
Several underlying factors are at work:
- Vendor uncertainty: People are waiting for a “clear moment” to list.
- Cashout constraints: Many sellers are locked in with lowrate mortgages and less inclined to trade out.
- Presentation fatigue: Some vendors feel their homes need more prepping before they step up.
That means the real opportunity lies in shifting the vendor mindset from “maybe later” to “why not now”.
4. What Smart Agents Are Doing Now
If you’re working with a hesitant vendor, these are the moves that separate the best from the rest:
- Position the campaign as a performance investment, not just a listing.
- Educate vendors on the reality of supply shortage and buyer competition.
- Ensure presentation and marketing readiness so when the vendor says “I might list”, you’re ready for “Let’s go”.
- Use funding or strategic tools like Vendor Paid Advertising or property prep finance to remove the friction of upfront spend. (Reach out for a referral if you need one).
5. The Opportunity is Now
The window is open. Not wide, but absolutely present. With listings below average and demand holding firm, sellers who act now — and agents who move them — are in a strong position.
If you’re waiting for the market to “heat up”, you might already be behind.