When people talk about the property market, the conversation almost always comes back to supply and demand.

Too many buyers.
Not enough homes.
Too many homes.
Not enough buyers.

It's the explanation that's rolled out time and time again.

But from where we're sitting, speaking to buyers and sellers every day across Sawbridgeworth, Bishop's Stortford and beyond, the biggest challenge in today's market isn't actually supply and demand at all.

It's the gap between what buyers are willing to pay and what sellers believe their homes are worth.

And right now, that gap feels wider than it has for some time.

Two People Looking at the Same House... But Living in Different Markets

One of the most fascinating things about today's market is that buyers and sellers are often looking at the exact same property through completely different lenses.

Many buyers are still carrying the fear of a property market correction.

They've read the headlines.
They've seen stories about interest rates.
They've heard predictions of falling prices.

As a result, some are approaching every negotiation expecting a bargain.

Not necessarily because they can't afford more, but because they believe a better deal is always just around the corner.

On the other side of the table sits the seller.

Many sellers are still anchored to the market of 2021 and early 2022.

The market where mortgage rates were incredibly low.
The market where demand dramatically outstripped supply.
The market where homes regularly sold within days and buyers competed aggressively.

They remember the sale three doors down that achieved a record price.

They remember the stories of best and final offers.

And understandably, they wonder why their home shouldn't achieve something similar.

The reality is that neither side is necessarily wrong.

They're simply looking at different points in history and treating them as if they're happening today.

The Market Isn't Broken

The interesting thing is that when you strip away the headlines, the property market is actually performing remarkably well.

So far in 2026, more than 520,000 homes have sold subject to contract across the UK, running around 1.7% ahead of the same point in 2024.

That's not a market in crisis.

That's a market that's still functioning.

People are still moving.

Families are growing.
Downsizers are making plans.
Job relocations are happening.
Relationships are beginning and ending.

Life hasn't stopped.

What has changed is that buyers have become more selective.

More Choice Changes Everything

The bigger story this year has been supply.

Last week alone, more than 31,000 new homes came onto the market, pushing total available stock across the UK to almost 747,000 homes.

That's a huge amount of choice.

And when buyers have choice, behaviour changes.

They compare more properties.
They negotiate harder.
They become less willing to compromise.
They quickly move past homes that don't represent value.

This is why pricing strategy matters more today than it has for several years.

The days of simply putting a property on the market and expecting multiple offers within a weekend are largely behind us.

The Statistics Tell The Story

The numbers paint a clear picture.

Over the last month:

• 13.4% of homes on the market reduced their asking price.

• Only 14.6% of available stock secured a buyer.

• Less than 55% of homes leaving estate agents' books went on to exchange and complete.

Those figures aren't telling us that buyers have disappeared.

They're telling us that buyers are becoming more selective.

The homes that are priced correctly are selling.

The homes that aren't are simply helping neighbouring properties look like better value.

Mortgage News Is Improving

There is another positive story quietly developing in the background.

The mortgage market appears to be finding its feet again.

After a period of uncertainty earlier this year, product availability has climbed back above 7,000 mortgage products for the first time since March.

More importantly, mortgage rates have started easing.

Average fixed rates have fallen for two consecutive months, dropping from around 5.76% in April to approximately 5.56% today.

That may not sound like a huge movement, but for buyers stretching affordability, it matters.

Even modest reductions in rates can increase purchasing power and improve confidence.

No, we're not returning to the ultra-low mortgage rates of a few years ago.

But the market is stabilising.

And stability is often exactly what buyers need.

What This Means for Sellers

If you're considering a move in today's market, the lesson is relatively simple.

Price for the market you're selling in.

Not the market you remember.

The sellers achieving the best results today are the ones who understand their competition, launch strategically and create value from day one.

The sellers struggling are often those chasing a number that reflected a very different market.

The irony?

The best-priced homes often end up achieving stronger results because they generate interest, competition and momentum.

If you're wondering what the right valuation for you is, click here.

What This Means for Buyers

For buyers, the opportunity is choice.

There are more homes available than there have been for years.

But waiting endlessly for a dramatic market crash may prove costly.

The reality is that prices are holding up remarkably well.

Average agreed prices remain resilient and buyer demand continues to support the market.

The perfect home rarely appears at the perfect time, at the perfect price, with the perfect mortgage rate.

At some point, every buyer has to stop trying to time the market and start focusing on finding the right home.

For some incredible properties, click here.

The Bottom Line

The property market isn't broken.

Buyers are still buying.

Sellers are still selling.

The real challenge isn't supply and demand.

It's perception.

Too many buyers are negotiating against a crash that hasn't arrived.

Too many sellers are pricing against a boom that has already passed.

The successful moves happen when both sides meet in the market that actually exists today.

And that's where good estate agents add the most value.

Not by finding buyers or sellers.

But by helping both sides see the market clearly enough to make confident decisions.

Because ultimately, homes don't sell in yesterday's market or tomorrow's market.

They sell in today's.

*Stats from Chris Watkin and Simon Gates