The Market Has Shifted. Your Comps Should Too.
Underwriting a deal with six-month-old comps today is like using a map from 2022. You’re already lost before you start. The market has shifted fast, and investors who don’t recalibrate are pricing into a version of reality that no longer exists.
According to data from the August 2025 S&P Cotality Case-Shiller Index, nine out of 20 major metros have seen home prices decline. In some cases, identical units in the same building have sold at prices 20 to 30 percent apart within months of each other. The only difference? Timing.
This isn’t a crash. But it is a recalibration, driven by high interest rates, cautious buyers, and shrinking liquidity. Deals that penciled earlier this year may no longer clear the same margins today. If your valuation is based on outdated comps, your risk exposure grows fast.
What’s Driving the Decline?
Unlike 2008, today’s correction isn’t about widespread defaults. It’s a mix of affordability ceilings, economic uncertainty, and pricing psychology.
Rates for investment properties are still elevated (often between 7.5% and 9.5%), and that’s tightening buyer budgets. Inflation and rate volatility have made buyers more selective, especially in suburban and secondary markets. And many sellers are still anchored to 2021 pricing, creating a disconnect that’s slowing transaction volume.
Homes that once sold in a weekend now sit for 40 days. Multiple-offer situations are giving way to price reductions. And buyers are increasingly hunting for value, not stretch pricing.
In this kind of market, recent comps (ideally within the last 30 to 60 days) are essential. They reflect today’s demand, not last quarter’s optimism.
Q4 Brings a Seasonal Chill… and a Liquidity Gap
Winter is always a slower season in real estate, but this year it’s paired with softer fundamentals. As Q4 continues, buyers are moving cautiously. Properties priced even slightly above the new norm are sitting, and more investors are choosing to “wait it out,” even as holding costs mount.
This creates a comp vacuum. Fewer transactions mean thinner data, and that makes pricing riskier. If you’re using comps from early 2024 to justify today’s resale or refinance expectations, you’re likely misaligned with the market.
Smarter Underwriting Starts with Fresh Data
As an investor, your edge is in identifying opportunities and avoiding downside. That means your underwriting needs to reflect real-time market behavior, not stale averages.
Look closely at recent sales. Track how long properties are sitting. Adjust exit prices based on what’s actually closing, not what’s listed. The more you align with today’s demand curve, the better positioned you are to protect margins, reduce exposure, and exit cleanly.
This is especially important in short-duration strategies like fix-and-flip or bridge-to-sale. Timing matters. Pricing matters more.
The Bottom Line: Adapt to What’s Ahead
Many newer investors entered the industry during a bull cycle and haven’t had to operate in a softening market. But success in 2026 will depend on your ability to adapt, not just to interest rates, but to buyer psychology, pricing trends, and liquidity shifts.
Pulling recent comps, refreshing valuations often, and stress-testing your exit strategy isn’t just prudent. It’s what separates performing deals from problem assets.
Because in this market, the deals that close are the ones that are priced right, timed right, and underwritten with eyes wide open.
INVESTOR TAKEAWAYS
Comps that are even a few months old may not reflect current buyer demand, pricing pressure, or market sentiment. When markets soften, relying on stale data inflates ARV expectations and increases the risk of overpaying or missing your exit price.
In a shifting or cooling market, comps should ideally be pulled from the last 30 to 60 days. These reflect current buyer behavior, price reductions, and actual contract prices, making them far more reliable than older sales, especially in volatile or seasonally slow periods.
Price softening often results from elevated interest rates, affordability ceilings, cautious buyers, and sellers anchored to outdated price expectations. These dynamics slow transaction volume and widen the gap between list prices and actual closing prices.
During slower seasons (especially late Q4 and winter) fewer transactions occur, which creates thinner comp data. With limited sales to benchmark against, investors must use extra caution, adjust ARV expectations conservatively, and stress-test exit strategies more rigorously.
Monitoring real-time sales, analyzing days on market, tracking price reductions, and updating valuations frequently all help align underwriting with current conditions. Avoid basing decisions on list prices or historic averages: today’s closed comps tell the real story.
