REAL TALK BRIEF · WEEK 42 · OCT 12–18, 2026 · CENTRAL VIRGINIA
A little more room to negotiate.
Buyers have more options. Sellers need a sharper plan. Your neighborhood still sets the stage.
A NOTE FROM KEITH
Hey all — while Yonna and I were in Dallas for our annual real estate leadership conference, Scott Morris sat in with Jerry, Katie and Angelina to talk buyers, sellers and what’s happening here at home.
The takeaway: more room to negotiate doesn’t make every home a bargain. The price, the payment and the fit still have to work.
— Keith
IN THIS ISSUE
Buyers: room to ask again
Sellers: reading your listing’s feedback
The payment: what the whole deal costs
Local: why context beats the app
01 · BUYERS
Buyers have room to ask again.
The panel is seeing more buyers negotiate inspection repairs and seller-paid closing costs — breathing room that was rare in the “unicorn years.”
That’s the panel’s on-the-ground read, not proof every neighborhood has flipped. Last week’s study showed conditions still vary across the region.
Your next move: Size up the home’s direct competition before you set an offer or asking price.
02 · SELLERS
Your listing is giving you feedback. Listen early.
Scott’s rule of thumb for listing traction:
1,000 VIEWS | 100 SAVES | 10–12 SHOWINGS |
Scott Morris’s working benchmark — a gut check, not a guarantee of an offer.
Low activity points to price or exposure. Plenty of showings but no offers points to condition, location or what buyers find in person.
Your next move: Review those numbers with your agent after the first two weeks, and adjust early.
03 · THE PAYMENT
Price the whole deal, not just the house.
Katie urged buyers to focus on the monthly payment. Scott walked through how seller credits and temporary buydowns can help structure a purchase.
Your next move: Ask your lender to compare a lower price, closing-cost help and a buydown — including cash to close and the full payment once any buydown ends.
Good to know: a temporary buydown lowers early payments, not the note rate. On Fannie Mae loans you qualify at the note rate, so make sure the long-term payment works without counting on a refinance. Fannie Mae guidance →
04 · LOCAL
Start on the app. Finish with a local.
Angelina’s advice: search on whatever app you like, then compare real homes with a local agent. Online estimates can miss condition, nearby new construction, wells and septic.
And a cheaper home farther out can come with a longer commute.
Your next move: Weigh the savings against your time and daily routine before you widen the search.
THE FULL EPISODE
Watch the October 16 show.
Thanks to Scott Morris, Katie and Angelina for joining Jerry Miller, and to Judah Wickhauer behind the camera.
YOUR MARKET, YOUR MOVE
Let’s talk about your next move.
Buying, selling or just sorting through the headlines? Yonna and I can help you put the local picture together. Feel free to forward this to anyone who could use it.
Be well,
Keith
Real Talk with Keith Smith · Presented by YES Realty Partners
RealTalkWithKeithSmith.com · 434-531-0795 · [email protected]
About this brief: A recap of the October 16, 2026 Real Talk episode based on the show transcript; chapter times follow the transcript. Benchmarks and forecasts are the panel’s opinions, not a market study or a promise. Ask your lender about the terms of your specific loan.