As of September, the number of newly listed homes had dropped 20% from the year before and homes are lingering on the market for 32 days — 13 more days than the year before, according to analysis from Redfin.

But if you need yet another sign the market is in decline, just ask the people who’ve made it their business: real estate agents.

In October, 37% of real estate agents struggled to pay rent on their offices — a 10% increase from the month before.

To be sure, it’s a competitive career — the National Association of Realtors saw its membership rise to an all-time high of 1.56 million in 2021 — up from 1.49 million the year before. But with the available inventory dropping off a cliff and interest rates on the rise, many agents are floundering.

So where does that leave anyone who wants to (or needs to) sell their home right now? Sure you have to be a bit savvier, but there are still a few ways to give yourself an edge.

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Timing isn’t everything

When thinking of selling your home, think of the process like a business transaction. You have a product — your home — that you’re selling to a customer. It’s important to anticipate the customer’s wants, needs and desires and market your product accordingly.

Because the market has shifted, the power has suddenly shifted into a potential buyer’s hands. If you’re selling your home to make a profit, you might want to reconsider your motives.

“What we forget and almost want to not not think about is how challenging it will be to purchase on the other side,” says Bradley Watson, a broker and investor in the Greater Toronto Area in Canada.

If you’re thinking of selling a house, don’t let making a profit be your primary motivation. Trying to play the real estate market can lead to further disappointment and frustration, especially if you’ve purchased a new home before selling your current residence.