How to Buy a Home Under Asking Price in 2026

Can you still buy a home below asking price in 2026? Yes — if you know what signals to look for.
Most buyers assume they must pay the list price (or more). Smart buyers know that the list price is just a starting point.

In this episode, I explain how experienced buyers negotiate homes under asking price, even in higher-priced neighborhoods and even with mortgage rates around 6%.

If you’re planning to buy a home in today’s market, understanding these negotiation signals could save you tens of thousands of dollars.

I break down the real indicators that tell you when a seller may accept a lower offer — and how to structure that offer so it actually gets accepted.

🔎 In This Episode, I Cover:

• Why list price is not the same as real market value
• The 30–45 day rule that often creates negotiation leverage
• How price reductions and relisted homes reveal seller motivation
• Why poor listing marketing can create hidden buying opportunities
• Seasonal windows where buyers gain negotiating power
• Why unique or niche properties often sell below list price
• The most common mistake buyers make when offering under asking
• How to structure a strong offer with better terms instead of price
• A real client example of buying below asking price

The smartest buyers don’t anchor to the list price.
 They anchor to market value and seller motivation.

🎯 If you're planning to buy and want to understand what you can actually afford, schedule a strategy call here:
 👉 https://www.fairway.com/lo/ella-gurfinkel-188161

A strong negotiation strategy can save you more money than waiting for interest rates to drop

What is #AskElla SHOW?

Hi, I'm Ella Gurfinkel, your host of the AskElla Show and senior loan officer at Fairway Independent Mortgage. On my podcast, I cut through the noise to bring you honest conversations about real estate, mortgages, and financial planning.

I interview industry experts to tackle everything from homebuying basics to complex topics like reverse mortgages, trusts, and market trends. With decades of experience, I'm passionate about dispelling myths and providing clear, actionable advice.

Whether you're buying your first home, refinancing, or planning for retirement, I'm here to help you make informed decisions. Join me for straightforward talk about real estate and beyond!

How to score your dream home under the asking price in expensive neighborhoods. Don't let realtors fool you. Well, I'm about to blow that myth to pieces and show you exactly how to get your dream home under asking price even in 2026. Stick around because what I'm about to share will save you tens of thousands of dollars.

Hi there. I'm Ella Gerfingle, senior loan officer with 30 years of experience and over 2,000 families served over my lifetime. And I'm here to give you the brutal truth about real estate that most agents won't tell you because they want you to pay full price. But I work for you, not them. Listen, everybody's been fed this BS that in expensive neighborhoods you have to pay asking price or above. That's complete fear porn, and I'm sick of people falling for it. The truth is, even with the mortgage rates averaging 6.3 in 2026, time will tell, there are still massive opportunities to get under asking price if you know what to look for. So, here's what nobody tells you. The list price is marketing, not value. Listing agents forget this. Sellers struggle to accept it and buyers treat it like gospel. That's the root of most bad advice around under ask offers. Let me give you the real signal that a listing will accept under asking price. Signal number one, days on the market. In prime neighborhoods, competitively priced homes fly off the market in 10 to 20 days. If you see a home sitting 30 to 45 days or longer, that's your opportunity knocking. The seller is getting nervous and nervous sellers make deals. Signal number two, price cuts and games. Look for recent price cuts, multiple reductions, or what we call phantom price cuts where they relist the property to hide the history. This screams frustrated but stubborn seller and that's the leverage for you. Signal number three, marketing mismatches. If you're looking at a $3 million home with crappy photos or a three sentence description, that is a red flag that screams opportunity. It usually means the listing agent has lost momentum or the seller is difficult to work with. Both work in your favor. Signal number four, seasonality matters. Homes in South Florida sitting on the market during summer, prime for negotiation. It's all about understanding your local market cycles. Signal number five, the weird stuff. Awkward layouts, dated interiors, niche features like indoor shooting ranges or oversized recording studios. These limit your buyer pool. The more specific the home, the more likely the seller is to entertain a reasonable bird in hand. So, let's talk about the real opportunities versus false hope. Real opportunities are flaws you can solve. Dated kitchen, aging roof, cosmetic issues. These create upside if the numbers make sense. But deal breakers are elements you cannot change. bad location, noise issues, commercial problems nearby. Those are permanent, so don't waste your time. Why do these listings linger even in strong neighborhoods? Well, it's simple. They're overpriced for their condition. Even in the most desirable locations, today's buyers are rational. At today's rates, we're not willing to overpay for compromised properties. Sellers who think they can price high and negotiate down usually learn the hard way that this suppresses demand rather than creates leverage. Here is the success rate reality. In markets like Phoenix, roughly 15 to 20% of luxury sales close 3 to 7% under ask. It's common provided your offer is professional. The key is anchoring to market value, not list price. Now, the balancing act. How to go under asking without killing the deal. This isn't about bargain hunting. It's about clever positioning. An offer 5 to 10% below asking is reasonable, especially with favorable terms like flexible closing, no contingencies, or all cash. But going 20% or more below, that's extreme. and will alienate the sellers entirely. Here's my rule. If you are asking for less money, offer more certainty. My positioning strategy focuses on demonstrating my buyer seriousness and qualifications. Sellers consider lower prices when they believe the deal is solid and will close without the drama. I position it as a trade-off. You may receive a lower price, but you gain a clean offer with flexible terms and a committed buyer. Look, some sellers will not negotiate below ask, and that's fine. Good luck to them. I hope they get everything they want, but it won't be from my borrowers if the price isn't supported by the market. You and your agent should not be afraid to walk away. Walking away is often the strongest and only leverage you have as a buyer. Let me give you an example. I have a client under contract right now. The home they snagged was on the market for 1.5 mil for about six months. Apparently, there was another offer that was a lowball and the sellers were not too keen on it. The vibe was presumably that the sellers are not in a hurry to sell, but the listing contract was about to expire with the listing agent. My clients, my borrowers after many a discussion went in and offered about just about 10% under the ask and they got it. Case in point. So be smart, be strategic and work with the professionals who know how to read this market signals. If you want to learn how to spot these opportunities in your specific market, book a free consult with me and I'll line you up with a real estate professional who knows a specific area well. We'll give you a blunt, honest assessment of what you can and cannot do. Now, remember, the best time to buy was 10 years ago and today. You can turn back the clock. So, if you're ready financially, let's make it happen. And I'll see you on the next one.