By Mindi Landry, REALTOR® & Sherry Powers, REALTOR®
The Southern California real estate market — including Murrieta, Temecula, and surrounding areas — is entering a more balanced and softening phase. Prices are plateauing or dipping slightly in many segments, buyer demand is more selective, and homes are sitting longer on market than during the previous seller-driven years.
In this environment, how you prepare and price your home is more critical than ever if you want to attract serious buyers and achieve the best possible outcome.
The Reality of a Softening Market
- Home values in many SoCal neighborhoods are showing signs of flattening or moderate decline.
- Buyers now have more inventory to choose from, and are taking time to compare properties.
- Multiple offers are less common unless the home is exceptional and correctly priced.
- Buyers are highly attuned to value and condition. Homes with deferred maintenance are penalized heavily in this climate.
Why Preparation Is Now Non-Negotiable
In a softening market, buyers are reluctant to take on properties that “need work.”
To ensure strong showing performance:
- Address deferred maintenance before listing — roof, HVAC, paint, windows.
- Declutter and stage for maximum appeal.
- Consider modest cosmetic upgrades — refreshed kitchen cabinets, updated lighting, and flooring yield excellent results.
- Highlight energy efficiency upgrades, smart home features, and lifestyle amenities like outdoor spaces.
First impressions matter more than ever. You must position your property as move-in ready.
Pricing Accurately in Today’s Conditions
Perhaps the single biggest mistake sellers are making in today’s market is pricing based on last year’s comps or emotion, rather than current realities.
Key principles:
- Price to reflect current market data, not peak market pricing.
- Understand that buyer affordability is being squeezed by interest rates and inflation.
- Overpricing will lead to extended days on market → price reductions → buyer perceptions of “problem property.”
- Your best chance to capture attention is in the first 2–3 weeks on the market — price right out of the gate.
Strategic Advantages of Proper Preparation & Pricing
| Preparation / Pricing Strategy | Outcome |
| Addressing deferred maintenance | Higher perceived value, better offers |
| Strategic cosmetic updates | Faster sale, increased appeal |
| Accurate pricing | Shorter time on market, stronger negotiating position |
| Overpricing | Extended days on market, eventual price drops |
What We’re Advising Clients Right Now
As local experts, we are counseling our Murrieta and Riverside County clients to:
- Invest wisely in pre-listing prep.
- Obtain updated CMA (Comparative Market Analysis) just before going live.
- Price competitively and realistically to reflect current buyer sentiment.
- Be prepared to negotiate — flexibility is key in this cycle.
