If you have been sitting on the sidelines waiting for your moment in real estate, this is it.

The market has shifted and buyers finally have power again in Raleigh, Cary, and across the Triangle. It is not a crash. It is a rebalancing. And if you know how to play it, this shift can work in your favor.

I am Marti Hampton, and I have spent more than 30 years selling residential real estate in the Triangle. Real estate has been one of the strongest performing assets over the last 50 years. I believe it should be your first major investment. Your 401(k) is great, but it is not in the same league as owning your home once you are financially ready.

In this article, I will break down exactly how buyers can gain leverage again and how to negotiate like a pro in today’s market.

This article is part of our ongoing Triangle Market Intelligence series, where we share real-time insights on the Greater Raleigh market.

 

What Is Really Happening in the Triangle Housing Market

Since the COVID years and the “unicorn” buying frenzy, Raleigh and most of Cary have been solid seller’s markets. We are still undersupplied overall, but the dynamics are changing.

Here is what I am seeing in real time:

• Multiple offers are now down to about 10–15% of offers submitted.
• Roughly half the homes are priced incorrectly when they hit the market and end up reducing their price.
• Overpriced homes sit.
• Well priced, great homes are still selling in 10 days or less.

 

Why National Headlines Will Not Tell You the Truth About Raleigh

If you are reading national news and trying to understand the Raleigh housing market, you are wasting your time.

It is like checking the weather in Miami to decide what to wear in Raleigh. It does not work.

Our market is local and very specific. Neighborhood by neighborhood. Price range by price range. If you want to buy right in this market, you have to get out from behind the screen.

 

Do Your Homework in the Real World

You will not understand this market by scrolling listings on your phone.

If you want to buy with confidence, you need to:

• Isolate your price range and target areas.
• Physically walk through homes, not just look at photos.
• See what a “great home” looks like in your price point.
• Compare homes that sell quickly versus those that sit.

Until you do this, you will not feel comfortable making a strong offer. You may not even recognize a great home when it hits the market, and you will let it slip through your fingers.

Knowledge is leverage. The buyers who are winning right now are the ones who are informed and prepared.

For more support as you prepare to buy, explore our Buying in Raleigh guides.

 

Use Data To Create Leverage

Before you write an offer, you need facts. Here is the framework I use with buyers every day:

• Pull comparable sales from the last 90 days.
• Look at days on market for similar homes.
• Check the price reduction history on the property you like.
• Study what is selling and what is sitting.

If a property has been sitting 60 to 120 days, that seller is motivated. An offer below asking is not disrespectful. It is strategic. The worst they can say is no, and often you will get a counter.

When you have data, you negotiate from strength, not emotion.

 

Lean On Your Contingencies

Contingencies are your friend again. We are back in a market where buyers can protect themselves.

• Inspection contingency to investigate the home.
• Appraisal contingency when appropriate, to avoid overpaying.

Use what you find in the inspection to negotiate repairs or credits.

 

Understand North Carolina Due Diligence Money

If you are buying in North Carolina, you must understand the due diligence clause. Only a few states structure contracts this way.

• Due diligence money is paid upfront and usually nonrefundable.
• If you walk away for reasons other than a legitimate, undisclosed material fact, you lose it.
• It is one of the most important numbers in your offer.

You need an experienced agent who knows how to protect your interests and advise you on risk.

 

Negotiate More Than Just the Price

Most buyers obsess over price. Smart buyers negotiate the whole package.

You can negotiate:

• Closing cost credits.
• Home warranties.
• Repair credits instead of actual repairs.
• Flexible closing timelines.
• Seller paid rate buydowns.
• Personal property inclusions.

Motivated sellers will negotiate on multiple fronts.

 

Work With Someone Who Knows How To Negotiate

Not all agents know how to negotiate.

Some take orders. Some are afraid to push back. Some are focused on their next paycheck.

Your home is a major investment. Do not cut corners by choosing someone inexperienced because you feel obligated.

You want an agent who:

• Understands market psychology.
• Knows when to be aggressive or patient.
• Leads with data.
• Uses facts, not emotion.
• Has enough experience to stay calm when negotiations get tense.

 

A Real World Offer Scenario

1. Find the right listing: 100+ days on market and multiple price reductions.
2. Pull recent sold comps: Focus on actual sold prices.
3. Submit a strategic offer: Below asking, contingencies included.
4. Leverage the counteroffer: Negotiate from data.
5. Negotiate the entire package: Price, credits, repairs, timeline.

Agents who come prepared and are not afraid to negotiate are getting better deals.

 

What Triangle Home Sellers Need To Hear

• Price realistically from day one.
• Be willing to negotiate.
• Invest in professional marketing.

Our team invests heavily in marketing and strategy. Our listings still sell because they are positioned correctly and reach educated buyers who know they have options.

For a full breakdown of how we position homes to sell in any market, visit our Home Seller Strategy page.

If you’re curious what your home may be worth in today’s market, you can request a free, no-obligation home evaluation.

 

Ready To Use This Market Shift To Your Advantage?

If you are buying or selling in the Triangle, you need someone who understands this market, negotiates strategically, and has the experience to get you the best possible outcome.

Whether you are buying or selling in the Triangle, you deserve a strategy built around real data and expert negotiation. If you want clarity, direction, and a plan that puts you in the strongest position possible, my team and I can help.

I’m Marti Hampton, and I look forward to helping you make your best move in this market.

This article is part of Triangle Market Intelligence — our ongoing series delivering real-time insights on the Greater Raleigh housing market.