Why So Many Homes Are Sitting on the Market: The CMA Problem No One Talks About

The Hidden Reason So Many Homes Are Sitting on the Market

Across Westlake Village, Thousand Oaks, and surrounding Conejo Valley neighborhoods, we’re seeing a growing number of homes linger on the market. Some have been reduced multiple times, others withdrawn altogether. What’s going wrong?

In many cases, it starts with a misunderstanding of the CMA — the Comparative Market Analysis.

The Purpose Problem

Most agents use a CMA as a pricing tool. That’s a mistake.

A CMA should be a positioning tool. When an agent presents a CMA as an exact measure of value, it implies that the market behaves logically and predictably — but real estate is far from linear.

A CMA is a snapshot of what has already happened, not a predictor of what’s happening right now. Think of it as driving by looking in the rearview mirror. The result? Homes priced on outdated or irrelevant data — often leading to longer days on market, price reductions, and missed opportunities.

The Time Bias

Let’s talk timing.
Most CMAs pull data from 30-, 60-, or 90-day sales — but each of those windows comes with its own distortions:

• 30-day data can be too narrow, easily skewed by a single high or low sale.

• 60-day data begins to average things out but still reflects contracts written up to 120 days ago.

• 90-day data? In a shifting market, it’s already yesterday’s news.

In fast-moving conditions — whether prices are rising or softening — relying on these averages creates what’s known as recency bias. Agents (and sellers) can become overconfident or fearful based on lagging data, not current demand.

The truth is simple: the market isn’t what sold last month — it’s who’s buying today.

The Real Value of a CMA

Used correctly, a CMA isn’t about handing over a single “magic” number.
It’s about opening a conversation.

A skilled agent uses a CMA to:

• Frame the discussion, not dictate the decision.

• Show the broader landscape, not deliver a verdict.

• Provide context that helps the seller make strategic, not emotional choices.

Pricing your home isn’t about finding safety in a spreadsheet — it’s about finding confidence in strategy.

The Brain Science Behind It

Human nature craves certainty. Sellers want a price that feels safe — a number that promises security.
But safety doesn’t come from a chart; it comes from alignment, preparation, and market awareness.

That’s where a trusted advisor steps in. Through tactical empathy, the conversation shifts:

“You’re probably wondering how those numbers translate to your home — and what it actually means for your outcome.”

That’s where truth and trust intersect — helping sellers understand uncertainty without fear.

My Perspective

At Avant ONE Real Estate, we believe a CMA is only as valuable as the conversation it creates.
Data without context is noise.
Our job is to turn that noise into clarity, confidence, and results.

If your home has been sitting on the market — or if you’re thinking about selling and want to make sure you’re positioned to win — let’s talk strategy. The right positioning can make all the difference between “for sale” and “sold.”

Thinking about selling your home in Westlake Village, Thousand Oaks, or anywhere in the Conejo Valley?
Let’s discuss where your home truly fits in today’s market — not yesterday’s.
We do real estate differently. At Avant ONE, we focus on pricing precision, transparency, and strategy — all centered around one thing: you.