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I’ve been selling real estate in the LA area for fifteen years, and during that time I’ve seen dramatic swings in market demand, countless revisions to purchase contracts, and major procedural shifts—most recently around how agent commissions are disclosed. Technology alone has completely transformed the day-to-day business of real estate. When I started, electronic signatures were barely a thing, and most clients signed every document in person with me. But I think the most significant change I’ve experienced is a shift in buyer mindset—specifically, how buyers approach the search for and purchase of a home.

Today’s first-time buyers grew up online. They’re immersed in constant streams of information: videos, 3D walkthroughs, street views, social media stories, and advice from countless “experts” offering opinions on pricing, timing, and market trends. These tools didn’t exist when I began my career.  Buyers are now more informed than ever, but all that accessible information can lead to second guessing. Many buyers feel overwhelmed by competing perspectives, and because of that they struggle to make decisions with confidence.

Agents often joke that we’re part Realtor, part therapist—and that feels especially true today. With anxiety levels rising, buyers need more reassurance throughout every stage of the process. Ultimately, understanding buyer perception is key to a successful transaction on both sides. Homes in niche neighborhoods like La Canada Flintridge often hold decades of memories, and translating that value to today’s buyers takes both care and perspective. Sellers must think more like advertisers, tailoring their marketing to the specific mindset of today’s buyers, while buyers benefit most from guided confidence—focusing on their own goals rather than an idealized version of the home-buying experience.  

Kari Carson

DRE #01903828

(818) 424-5537

kari@karicarson.com

Neighborhoods Served: La Canada Flintridge, La Crescenta, Montrose, Glendale, Pasadena, Eagle Rock, Highland Park, Greater LA area

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“I’ve noticed that some houses in the neighborhood are selling right away for over asking, while other houses that seem just as nice are sitting. Why is this happening?”

During the pandemic, the buyer demand was so high that a seller could practically just post a sign in their yard and receive multiple offers, regardless of how the home was presented or priced. Most buyers wanted to get into a home so badly, that they were willing to overlook common flaws or compromises. While the demand for our Greater Los Angeles communities is still high today, buyers have gotten over their fear of missing out and are now willing to be patient and wait for the right house. Once they find it, they may offer quickly and bid high, but they aren’t going to move with any kind of urgency unless they are worried about losing the opportunity to another buyer. This makes strategic pricing especially important, as sellers need to understand specific features that can affect the overall value of a property when determining their list price. 

In highly desirable neighborhoods like La Canada Flintridge, as the list price of a home goes up, features that wouldn’t matter for first time homeowners become that much more important. Take for example the size and configuration of the yard. If your home is 3,000 sq ft or larger, it is likely that your buyer may be trading up from their starter home. They are moving specifically because they lack something in their current home, and that applies as much to the outdoor living areas as the indoor.  Something as simple as the yard being larger on the side than in the back can affect the home’s value. How private is the lot? Buyers often want a pool, but they don’t want to sacrifice all their outdoor yard space to accommodate one. How deep is the setback of the house on the lot? Most buyers want a large backyard, but they don’t want their front door right at the street in order to achieve that. The location of the access to the yard from the house is also important, as many buyers envision themselves moving to the main outdoor space directly from their family room or kitchen.  The ideal lot gives a buyer privacy from their neighbors and the street, low maintenance but mature landscaping in all areas (without sacrificing trees and greenery), and multiple defined outdoor areas for different uses. Homes may feature areas for a pool or water element, an outdoor kitchen and dining area, a firepit, and a flat grassy or landscaped portion for pets and children. Houses that are missing a key element of a typical buyers’ wish list will likely take a bit longer to sell. In this market, every aspect of the property matters, so make sure you carefully discuss the best pricing strategy for your home with your Realtor before listing. 

Kari Carson

DRE #01903828

(818) 424-5537

kari@karicarson.com

Neighborhoods Served: La Canada Flintridge, La Crescenta, Montrose, Glendale, Pasadena, Eagle Rock, Highland Park, Greater LA area