When it comes to finding good real estate deals, one strategy that many experienced investors rely on is tracking how long a property has been on the market. Generally, the longer a home sits unsold, the more motivated the seller may become to negotiate.
The concept is simple: compare a property’s days on the market to the local average. For example, in some areas, homes might be under contract within the first month of its listing while in other neighborhoods the average could be well over two months. By paying attention to properties that have been listed for significantly longer than the local average, savvy buyers can identify potential opportunities for negotiation.
Here are where the current averages by counties
| County | Number of Active Listings | Average Number of Days |
| Brunswick County | 1,868 | 111 |
| New Hanover | 939 | 110 |
| Onslow | 986 | 105 |
| Pender | 342 | 102 |
A common approach is to look for homes that have been on the market for at least two or three times the local average. This method increases the likelihood of finding a seller who may be more open to price reductions or other concessions. JFB agents can help you locate these properties
Once you find a home that fits the criteria, the next step is to assess its condition and understand why it hasn’t sold. Sometimes, the issue is as simple as poor marketing—bad photos, an inaccurate listing description, or a listing agent who hasn’t put in the effort to present the property well. Other times, there may be underlying issues with the property itself, like the need for significant repairs or renovations.
When it’s time to make an offer, patience and persistence are key. Buyers may start with an offer that aligns with their financial goals and renovation plans. If the seller is truly motivated, they may be willing to negotiate over time. It’s not unusual for the negotiation process to take a few days, with offers and counteroffers going back and forth.
Of course, not every offer will be accepted. Sellers may hold firm on their price, especially if they’re not under pressure to sell. But for buyers who are strategic, patient, and prepared to walk away, the “days on market” approach can be an effective way to secure properties at a price that works for them.
This strategy doesn’t guarantee success every time, but it’s one that many real estate investors have found valuable. By focusing on properties that have been on the market for longer than average, buyers can increase their chances of finding motivated sellers and, ultimately, better deals.
To learn more about this approach talk to a JFB agent today at 910 202-4813.