Selling a Home in North County San Diego This Fall: What's Changed and What Still Works

by Eddie Lagunas

I'll say it the way I've been saying it to my clients lately: things aren't flying off the shelf like they used to.

My wife and I have been taking on more listings here in North County this fall, and they're moving slower than what we got used to over the last few years. That's not a reason to panic. It's a reason to be smart about how you sell.

I've been in real estate since 1999, and I started out on the lending side. So here's what I'm seeing right now, what the numbers actually say, and what I'd tell you if we were sitting down over coffee to talk about selling your home.

What the Numbers Say About the San Diego County Market Right Now

The Greater San Diego Association of REALTORS® publishes a monthly report using San Diego MLS data. Here's what September 2026 looked like countywide compared to September 2025:

Pending sales (homes going under contract) were 1,700, down 15.9%.
New listings were 3,004, up 2.0%.
Median sales price was $910,000, up 1.7%.
Sellers received, on average, 97.5% of their original list price.
Homes took an average of 39 days from listing to an accepted offer. Condos and townhomes took 44.

Put simply: prices are holding, more homes are coming on the market, and fewer buyers are signing contracts.

It's not just us. The National Association of REALTORS® (NAR) reported that August and September were the two slowest months for home sales nationally this year. NAR's Chief Economist, Lawrence Yun, put it plainly: "Home sellers need to be realistic about local market conditions, which could require price discounts and other incentives to attract buyers."

A big part of the reason is mortgage rates. Freddie Mac's weekly survey had the average 30-year fixed rate at 7.40% as of October 15, 2026. A year earlier, it was 6.27%. That jump changes what a lot of buyers can afford.

Why Buyers Are Moving Slower (My Take)

Rates are part of it. But from the conversations I'm having, I think a lot of people are also waiting to see how the election shakes out before they make a big move. I want to be clear that's my read from talking with buyers. It's not something I can point to on a chart.

Whatever the reason, the buyers who are out there are careful. They're coming back for second showings. They're bringing their parents. They're running the numbers twice. That's not a bad thing. It just means your home has to make sense to someone who's being cautious.

Homes Are Still Selling, Just Not on Autopilot

Here's the part the headlines skip. Homes are still selling. Keeping Current Matters, using NAR's current pace, points out that close to 4 million homes are on track to sell nationally this year. That works out to roughly 11,000 a day. Right here in San Diego County, 1,737 homes closed in September alone.

People still get new jobs, have babies, retire, downsize, and move closer to family. Those life changes don't wait for the perfect market. The buyers are there. They're just pickier.

What Actually Works When the Market Slows Down

Price it for today's buyer, not last year's

This is the big one. When a home sits, buyers start wondering what's wrong with it. Then the seller cuts the price, and cuts it again, and often ends up below where they'd have landed by pricing it right on day one. The first couple of weeks on the market are when you get the most attention. Don't waste them.

Make a great first impression

Fresh paint, a deep clean, tidy landscaping, and good photos still matter more than people think. Fix the small stuff an inspector would flag. When buyers have more homes to choose from, they notice the one that's ready to move into.

Be open to helping with the buyer's monthly payment

Because of my lending background, this is where I spend a lot of time with sellers. Today's buyers shop by monthly payment, not just price. Sometimes a credit toward closing costs or a rate buydown does more for a buyer than a price cut. I'll go deeper on that in an upcoming post.

Know your numbers before you list

Before your home hits the market, you should know what you'd walk away with at a few different prices, and where you're going next. That makes every decision during negotiations a lot calmer.

Should You Just Wait to Sell?

If you don't need to move, waiting is a fair choice. But if your life is pointing you toward a move, waiting has costs too: another year of upkeep, property taxes, and putting your next chapter on hold. Nobody can promise you the market will be better next spring. What I can promise is an honest look at what your home would sell for right now, and a plan built around your timeline.

Let's Talk About Your Home

If you live in Vista, Oceanside, Carlsbad, San Marcos, Escondido, Fallbrook, or Bonsall and you're wondering what your home would realistically sell for in this market, give me a call or text at 760-521-4880. No pressure and no pitch. Just a straight answer from someone who's been doing this a long time.

Eddie Lagunas, Broker Associate, eXp Realty | DRE #01273510 | 760-521-4880