Winter 2026 brought some improvement in affordability, helped by mortgage rates easing from last year's levels, though affordability remains a constraint for many buyers. As we move into spring, the market dynamics shifting nationwide are creating unique opportunities for sellers who understand how to position themselves in this evolving landscape.
Understanding the Current Market Shift
The housing market is experiencing what economists call a reset rather than a correction. Nationwide, buyers are finally gaining negotiating power as inventory is higher than a year ago in many markets. In St. Louis County, buyers appear to have a bit more time and leverage than last year, with homes taking longer to sell on average, making pricing and presentation more important.
Recent data shows that 62 percent of buyers purchased homes below the original listing price in 2025, the highest proportion since 2019. The average discount for these homes was around 8 percent. This marks a significant shift from the seller's market that dominated from 2020 to 2022, when multiple offers and bidding wars were commonplace.
What Sellers Need to Know Now
The spring season brings traditional market momentum, but 2026's spring will look different. Mortgage rates are now just above 6 percent, after briefly topping 7 percent early in 2025, and buyer activity is increasing. Purchase applications have risen year over year, and more homeowners who previously felt locked in by low rates are beginning to make moves out of necessity.
For sellers in premium St. Louis County markets, this environment requires a refined approach. Homes priced correctly from the start are moving, while overpriced listings are sitting. Sellers who remember the 2021 market when any price seemed to work are finding today's buyers far more discerning.
Strategic Positioning for Success
Quality matters more in a balanced market. Homes that show well, photograph beautifully, and present move-in ready appeal are still commanding strong offers. Buyers who are negotiating more aggressively are also conducting more thorough inspections and requesting concessions, particularly for properties that need work.
Understanding your local micromarket becomes essential. While national headlines discuss housing trends broadly, the reality across St. Louis County neighborhoods can vary significantly. Some areas are seeing stronger demand than others, and pricing strategies must reflect these hyper-local conditions.
Spring Timing Considerations
Spring traditionally brings the highest buyer activity, and 2026 appears positioned to deliver a solid season. The combination of mortgage rates hovering just above 6 percent, stabilizing prices, and pent-up demand suggests active months ahead. NAR's January pending home sales report, scheduled for release February 19, will provide clearer insight into early spring momentum.
Sellers who list in late winter position themselves to capture early spring buyers who are serious and motivated. These buyers have often spent months preparing, improving credit scores, and saving for down payments. They represent quality prospects rather than casual browsers.
The Bottom Line
The Great Housing Reset creates opportunity for informed sellers willing to approach the market strategically rather than emotionally. Success in spring 2026 requires realistic pricing based on current comps, impeccable presentation, flexibility in negotiations, and patience to find the right buyer rather than any buyer. St. Louis County's luxury and upper-middle-class markets remain strong, but the playbook has evolved. Sellers who adapt to current conditions while maintaining confidence in their property's value will find motivated buyers ready to make moves this spring.
Sources:
- https://www.freddiemac.com/pmms
- https://www.morningstar.com/news/business-wire/20260202102066/redfin-reports-homebuyers-are-scoring-the-biggest-discounts-in-13-years
- https://www.redfin.com/county/1695/MO/St-Louis-County/housing-market
- https://www.reuters.com/business/us-existing-home-sales-drop-more-than-two-year-low-january-2026-02-12/
