Beyond the Boom: How to Prosper When Inventory Returns to Historic Norms

After years of record-breaking highs and whirlwind transactions, Colorado’s housing market is settling back into familiar territory. June’s active listing count reached 14,007—just shy of the 40-year average of 15,125 listings for this time of year. That figure might seem unremarkable, but it’s exactly the point: the market is no longer exceptional. It’s average.

And average, for many agents, feels uncomfortable.

During the pandemic-era real estate boom, especially in 2020 and 2021, homes vanished from the market within days. Buyers waived inspections, appraisals, and contingencies just to compete. Sellers enjoyed unprecedented leverage. But those days were not the norm—they were a historical anomaly. In June 2021, for example, Colorado saw only 3,122 active listings. That record-low inventory contributed to an illusion of effortlessness in the industry—at least if you had a listing.

Now, as we hover around historically average inventory levels, agents are being reminded—some for the first time—that not every listing sells. Not every buyer moves forward. And not every transaction closes quickly.

For agents who launched their careers during the frenzied pandemic market, this shift can feel like a hard stop. Many built their expectations, workflows, and even income projections on a market that simply doesn’t exist anymore. The result? Frustration. Disappointment. And a lingering question: What am I doing wrong?

In a normal Colorado spring or summer, when inventory is balanced and buyers have options, agents can expect that not every listing will result in a sale. Historically, around 60 to 70 percent of listings sell in these peak months, while 30 to 40 percent either expire, get withdrawn, or require significant price adjustments before finally selling. Homes can remain on the market for 30 to 60 days—and that’s when the listing is priced right and presented well.

Come fall and winter, those odds dip further. As fewer buyers remain active, listing success rates often fall below 50 percent, and days on market stretch to 60, 75, even 90 days or more.

But even in an average market, great listings still sell—and some sell fast. Homes that are clean, staged, priced competitively, and marketed effectively stand out among the competition. Yet even well-positioned homes aren’t immune to the new buyer behavior that has emerged in this more cautious climate. Today’s buyers have time to think, shop around, and—most importantly—wait. Many are watching interest rates and hoping to catch the market at just the right moment.

This means that even with solid pricing and picture-perfect curb appeal, a home might not sell immediately. The waiting game is back, and both agents and sellers need to be prepared for it.

That’s why it’s more important than ever to educate clients on what to expect. Gone are the days of assuming a sale in 48 hours (gone at least for the most part - there are still those properties that do get multiple offers.) Instead, agents must lean into communication and preparation: set realistic timelines, explain market dynamics, and emphasize the controllable factors—condition, presentation, and price.

For seasoned agents, this market may feel like a return to familiar ground. For those newer to the business, it might feel like a loss of traction. But this isn’t regression—it’s a rebalancing. And the fundamentals still apply.

When I started in real estate back in 2003, the guiding principle was simple: Listings equal Leverage. That hasn’t changed. A listing gives you visibility, marketing opportunities, open house traffic, and sign calls. It’s a platform—not just to sell that particular home, but to grow your entire business. A listing, even one that doesn't sell immediately, is still a powerful tool.

This market isn’t broken. In fact, it’s now back to a historical average of homes on the market. Even when we hit the record high of 31,900 listings in June 2006, agents adapted and made very good incomes. You took the listing hoping it would sell, you marketed it to sell, but you also understood that having a serious buyer—someone committed in a sea of options—was gold.

Buyers remain critical too, and in this market, roughly 90 percent of active buyers eventually purchase. Still, not every buyer closes. Some grow discouraged. Others become overly selective. Some put their search on hold entirely. The same truth applies on both sides: you won't convert everyone.

That’s why real estate remains, at its core, a numbers game. To reach your income goals, you must work with enough people—both buyers and sellers—to account for the realities of fallout, stagnation, and timing. You’ll need to build in room for the listings that expire, the buyers who ghost, and the closings that take longer than expected. And you’ll need patience.

First, it means sharpening your skills. When homes don’t sell themselves, agents who know how to price with strategy, write compelling property descriptions, and present homes beautifully rise to the top. Every showing matters. Every conversation counts. There’s no room for lazy listings or guesswork.

Second, it means doubling down on client education. Your sellers may be stuck in 2021; it’s your job to bring them back to today. Help them understand that showings might take longer, feedback might be more blunt, and serious offers may be fewer—but with the right presentation and price, buyers will come.

Third, prosperity in this market comes from consistency in lead generation. Open houses, email follow-ups, neighborhood farming, and online content are no longer optional—they’re the job. And every listing—sold or not—should be leveraged to generate new relationships and future business.

Finally, you need patience with persistence. Prosperity doesn’t always show up in the form of a quick closing. It’s built through trust, tenacity, and time. The agents who stay visible, stay honest, and stay in motion will be the ones still standing when the next market shift comes.