What I'm Seeing at Showings: The Real Story Behind the Market Stats

If you only look at the spreadsheets and the monthly market reports, you get a decent overview of what real estate is doing. You see the average sale price, the days on market, and the total inventory. But numbers, while important, are often a lagging indicator. They tell you what happened thirty days ago.

To understand what is happening right now—this week, this afternoon—you have to actually be in the homes. You have to stand in the kitchen while a young couple discusses where the high chair will go. You have to watch the body language of a potential buyer as they walk down the basement stairs.

Being in homes week after week gives you a perspective you simply cannot get from a graph. Showings tell the real story. They reveal how buyers are truly feeling, what they are reacting to, and where hesitation or confidence is showing up.

Lately, there has been a noticeable shift. It isn’t a bad shift, nor is it a crash. It is simply a different energy than the frantic pace we became accustomed to over the last few years. The market is taking a breath, and the dynamics are changing in real-time.

Here is what I am seeing on the ground in Cochrane, and how I am helping my clients navigate this new environment.

The Vibe Shift: Relaxed but Selective

The first thing you notice is the pace. For a long time, showings felt like races. Buyers would run through a home, terrified that if they didn't make an offer by the time they reached the back door, they would lose out.

That energy has largely evaporated. Buyers today are far more relaxed, but they are also significantly more selective. There is far less urgency and far more intention.

When we walk through homes now, buyers aren't rushing. They are taking their time. They are opening linen closets to check depth. They are standing in the living room, testing the acoustics. They are looking out the windows to check the sightlines to the neighbours. They are truly picturing how they would live in the space.

This slower pace shouldn't be mistaken for a lack of interest. In fact, it’s the opposite. It means they aren't just reacting to fear of missing out; they are making calculated, thoughtful decisions. They want to be sure. When they do write an offer, it’s because they genuinely want the house, not just because they want a house.

The Return of the "Second Showing"

This is perhaps the biggest change I’ve noticed recently: the second showing is back.

During the peak of the market frenzy, second showings were a luxury nobody could afford. If you went home to "sleep on it," the house was sold before you woke up. Now, we are seeing buyers come back for another look.

They might return a day or two later, often bringing reinforcements. We see them walking through with a parent, a partner who couldn't make the first trip, or even a contractor to look at potential renovations.

For sellers, this can be nerve-wracking, but it shouldn't be. A second showing is a very healthy sign. It demonstrates confidence, not hesitation. It means the buyer is moving from an emotional reaction to a logical assessment. Usually, offers that come after a second showing are stronger and stickier—meaning the buyer isn't going to get cold feet during the inspection condition because they’ve already done their due diligence.

Presentation Is Everything

Even in a more balanced market, certain homes still fly off the shelf.

When a home is priced accurately, cleaned deeply, and thoughtfully prepared, buyers notice immediately. These listings still feel "busy." We see multiple showings booked back-to-back, we get strong feedback immediately, and genuine interest is very much alive.

Momentum still exists, but it is reserved for the homes where the fundamentals are right. If a seller cuts corners on presentation or tries to "test the market" with a high price, the silence is immediate. Buyers are savvy. They know value when they see it, and they are rewarding the sellers who put in the effort.

The Comparison Game

With inventory levels rising slightly, buyers finally have the luxury of choice. This means they are comparing everything.

In the past, a buyer might have looked at one house and said, "It has three bedrooms, that's enough." Now, they are mentally stacking homes against each other. They are comparing layout flow, natural light, storage capacity, the condition of the carpets, and even how the home smells.

Small details that may have been overlooked two years ago now carry significant weight. If there are three similar homes on the market, the one with the freshly painted trim and the tidy garage is the one that gets the offer.

Deferred Maintenance is a Sticking Point

This is a trend that is becoming harder to ignore. Items like older roofs, tired flooring, original bathrooms from the 90s, or unfinished basements are coming up frequently in conversations.

It’s important to note that buyers aren't necessarily walking away from homes with these issues. However, they are factoring them into the price and their expectations. The cost of renovations and materials is high right now, and many buyers are maxing out their budget just to get into the home. They don't have a lot of extra cash flow to replace a furnace in month one.

Sellers need to be aware that deferred maintenance will likely be reflected in the offer price, or it will become a major point of negotiation after the home inspection.

Advice for Clients in This Market

Navigating this shift requires a different mindset than we used in 2023 or 2024. Here is the specific advice I am giving to my clients right now.

To Buyers: Strategy Beats Speed

Use the time you have been given. You do not need to rush, and you certainly do not need to panic. However, you need to stay ready.

The best homes—the ones that are priced right and look great—still move quickly. If you are serious about buying, have your financing pre-approved, know your comfort level with monthly payments, and have your decision-makers aligned. When the right opportunity shows up, you want to be in a position to act confidently, not frantically.

To Sellers: The Market Will Talk to You

Pricing and preparation matter more than ever. We don't dictate the price; the market does.

The market will absolutely tell us if a home is positioned correctly. If we launch a listing and get consistent showings and inquiries, we know we are in the pocket. If a home sits for two weeks with zero activity, it isn't because something is "wrong" with the market. It’s because buyers have options and clarity, and they have decided the value isn't there at that price point. Be open to feedback and be willing to adjust.

To Everyone: Discussion is Good

Strategy beats speed every time. This isn’t about being the first person through the door. It’s about being thoughtful, informed, and realistic. The strongest outcomes I am seeing come from clients who are open to conversation, honest feedback, and making small adjustments along the way.

What This Feels Like (Honestly)

If I had to describe the current market feeling in one word, it would be: Human.

It feels more human than it has in a long time. There is finally room for discussion. There is room for second thoughts and second showings. There is room to negotiate respectfully and thoughtfully without feeling like you are in a boxing match.

For many people, this feels like a massive relief after years of high-pressure decisions. While it requires a bit more patience from sellers, it often leads to better long-term satisfaction for everyone involved.

The rules of the last few years don't apply the same way anymore. Buyers don't need to overextend just to "win." Sellers don't need to fear that longer time on the market means their home is stigmatized.

What matters most right now is good guidance, clear expectations, and a strategy that fits today’s market—not yesterday’s headlines.

If you are considering a move this year, even casually, my advice is simple: start the conversation early. The more clarity you have up front, the smoother the experience tends to be.