The "Picky" Market

If you’ve been tracking the headlines for Calabasas and the San Fernando Valley lately, you’ve likely seen a contradiction. On one hand, inventory has finally ticked up from the historic lows of the early 2020s. On the other, buyers seem more hesitant to pull the trigger than they were just eighteen months ago.

Welcome to the "Picky" Market of 2026.

We are no longer in the "list it and they will come" era. Today’s buyers are disciplined, data-driven, and highly selective. They have options, and they are using their leverage to wait for the right home—at the right price.

Here is how you, as a seller, can navigate this shift and still come out on top.

1. Condition is No Longer Optional

In 2022, a "fixer-upper" in Greater Mulwood might have seen five offers in a weekend. In February 2026, the story has changed.

Current data shows that turnkey, move-in-ready homes are still going pending in as little as 30 days, often near or at asking price. Meanwhile, properties requiring even moderate cosmetic work are seeing their Days on Market (DOM) stretch toward the 80 to 100-day mark.

The Insight: Today’s buyer is factoring in the high cost of labor and materials. They aren't just buying a house; they are buying the "convenience" of not having to manage a renovation.

2. Pricing: The "Aspiration Gap"

One of the biggest hurdles we’re seeing right now is what I call the Aspiration Gap. This happens when a seller prices their home based on a peak sale from two years ago, ignoring that the median sale price in Calabasas has stabilized around $1.75M–$1.8M.

In a balanced market, your first 14 days on the market are your most valuable. If you overprice, you miss the initial wave of serious buyers, leading to "listing fatigue."

3. The Astman Advantage: Why My Background Matters

Real estate isn't just about finding a buyer; it’s about crossing the finish line. My experience in title insurance and home loans gives my sellers a distinct edge in a "picky" market:

• Vetting the Buyer: I don't just look at an offer price. I dive into the lender's reputation and the buyer’s "clout" to ensure the deal won't collapse during the appraisal or loan contingency period.

• Pre-Escrow Title Checks: We identify potential liens or easement issues before we hit the market, ensuring a seamless 30-day (or shorter) close.

4. Strategy Over Speed

Selling in 2026 requires a "lifestyle narrative." We aren't just selling 4 bedrooms and 3 baths; we are selling the proximity to the Calabasas Park Estates, the safety of a gated community, or the value of the Las Virgenes School District.

The Bottom Line: You can still get a premium price for your home in 2026, but it requires a surgeon’s precision rather than a sledgehammer.

Ready to see how your home stacks up against the current competition? Click here to request a custom 2026 Market Analysis for your property.