San Mateo County Market Update September 2025

September 10, 2025

The Art of Negotiation in a Sliding Market

The market today is not what we’d call “normal,” with everything humming along as expected. It’s also not quite a “shifting” market, where the balance clearly tilts from sellers to buyers or vice versa. What we’re experiencing now is what I would describe as a sliding market.

Homes are still selling, but the process is less predictable. A property can check all the right boxes and still sit on the market longer than expected. Buyers can appear ready to move forward, then suddenly step back. Deals that used to come together smoothly now require more effort, more patience, and much stronger negotiation to reach the finish line.

This doesn’t mean the outlook is negative. There are still plenty of opportunities for both buyers and sellers. It does mean that experience, communication, and strategy matter more than ever. In this environment, negotiation isn’t just about making sure you don’t leave money on the table. It’s about keeping everyone at the table, moving together toward a successful close.

That’s why I see negotiation not just as a skill, but as both an art and a responsibility to my clients.

A Real Story from Foster City

Not long ago, I watched a surprising situation unfold in one of Foster City’s most desirable neighborhoods. The home had everything going for it: a prime location, excellent condition, and smart pricing. On offer day, four buyers submitted offers—an ideal scenario for any seller. Then the listing agent sent every buyer a multiple party counter, but without any communication with the buyers.

So instead of going pending, every single buyer walked away.

Why? Poor communication. The listing agent was known for relying only on delayed texts and emails, with no real dialogue. There were no phone calls to explain counters, no meaningful conversations to understand the buyers’ goals, and no bridge to connect the seller’s expectations with the buyers’ willingness to move forward.

The result? Frustration from the buyers who had been ready to make a deal, and not one but four lost opportunities for the sellers with home that should have sold quickly that was left sitting on the market.

This is exactly why I treat negotiation as an art, it is more than presenting offers and sending blanket counters—it’s about creating connection and momentum that carry everyone to the closing table.

How I Approach Negotiation: My Three Pillars of Negotiation

When I negotiate, I don’t just think about numbers. I think about people and their motivations. Every buyer and seller comes to the table with their own motivations, fears, and goals. My job is to understand them, communicate clearly, and align everyone toward a win-win outcome.

Here’s how I do that:

1. Motivation

Every party has a reason for being at the table. I make it a priority to learn not only my client’s goals, but the other side’s as well. Is a buyer stretching to get into a particular school district? Is a seller relocating and needing a fast close? When I know the “why” behind each decision, I can help structure terms that make both sides feel like they’re moving closer to success.

2. Communication

Deals collapse without it. I don’t just email a counter and hope for the best. I pick up the phone. I explain the reasoning behind terms, I listen to the other side’s perspective, and I look for ways to build common ground. Real-time conversations build trust and prevent misunderstandings that can derail a transaction.

3. Alignment

Even when motivations differ, everyone shares one ultimate goal: closing. My role is to keep everyone focused on that outcome. That means addressing concerns quickly, managing expectations, and making sure all parties feel progress is being made. Alignment is what transforms competing interests into a successful agreement.

Why It Matters Right Now

In a humming market, it may seem as though homes practically sell themselves. In a shifting market, your strategy makes the difference. But in today’s sliding market, the ability to negotiate effectively can mean the difference between a deal that closes and one that collapses.

For sellers, this means having an agent who can advocate strongly while keeping buyers engaged—even when the market feels uncertain. For buyers, it means working with someone who can build trust on the seller’s side and make sure your offer isn’t just noticed, but taken seriously.

Either way, negotiation is the skill that protects your opportunity in this environment.

My Advice?
Don’t leave money on the table—and don’t risk losing the table altogether. You deserve someone who treats it as both art and responsibility.

Want to know how to win in today’s market?

Call me today, and let’s talk about how my direct approach to negotiation can help you succeed.

Connect with Rumana

August 2025 Market Report

Below you'll find market information for San Mateo County, San Mateo (City), and Foster City.

The seal of the county of san mateo in california

San Mateo County Equity Report. This report covers changes in median home sales prices over the last month, year, five years, and ten years using rolling 3-month data.

A table showing the percentage change and the amount of change

San Mateo County Market Report. This report covers changes in median home sales prices, comparing year-over-year data for a single month.

A table showing the sale price of homes in different cities

The seal of the city of san mateo california

San Mateo City Equity Report. This report covers changes in median home sales prices over the last month, year, five years, and ten years using rolling 3-month data.

A table showing a percentage change and a s change

San Mateo City Market Report. This report covers changes in median home sales prices, comparing year-over-year data for a single month.

The seal of the city of foster city incorporated in 1971

Foster City Equity Report. This report covers changes in median home sales prices over the last month, year, five years, and ten years using rolling 3-month data.

Single Family Residences

Condominiums

Townhomes

Expanded San Mateo County Market Report

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The Fall Market Is Building Before It Begins

By Rumana Jabeen • August 20, 2026

Summer didn't bring enough new homes to meet buyer demand. Now, a growing pool of motivated buyers could be setting the stage for a very active fall across San Mateo County. Summer is winding down, and normally this is the point when I look back at the season and see a market that has taken a bit of a breather. This year, I see something different. We did get some new inventory over the summer, but not nearly enough to keep pace with demand, particularly for single-family homes. At the same time, buyers never really went away. Many are financially prepared, motivated, and actively searching, but they simply haven't found the inventory they need. That leaves us heading toward fall with an interesting combination: limited supply, persistent demand, and buyers who are becoming increasingly eager to make a move. I don't know yet exactly how the fall market will play out, but the ingredients are in place for a very active season. Summer Never Delivered the Inventory We Needed Summer usually gives buyers more choices. New listings arrive, activity spreads across more properties, and the market tends to settle into a somewhat more relaxed rhythm. That wasn't really the story this year. Single-family home inventory remained particularly tight across San Mateo County. When desirable homes did come to market, buyers often competed aggressively for them. Since May 1, 1,067 single-family homes have sold across San Mateo County. Of those, 798 sold above their asking price, and 125 sold for at least 120% of asking. That tells me something important. Demand isn't missing. In many cases, buyers simply haven't had enough homes to choose from. We're seeing an even more extreme version of that dynamic in San Francisco, where more than 140 homes sold for at least $1 million above asking during the first half of 2026. That is an extraordinary increase from only eight such sales during the same period last year. San Mateo County is its own market, and I would never suggest that San Francisco's results automatically translate to the Peninsula. But both markets demonstrate what can happen when motivated buyers compete for limited desirable inventory. Where Did All the Buyers Go? They are still here. I'm currently working with three highly motivated buyers who are financially prepared and ready to purchase. Their challenge isn't deciding whether they want to buy. It is finding the right single-family home to buy. And they are certainly not alone. Every buyer who spent May, June, July, and August waiting for the right property does not simply disappear when summer ends. Many carry that search into September and October with even greater motivation. That is the pent-up demand I am watching now. If fall brings a meaningful increase in new listings, we could see that demand spread across a healthier selection of homes. If inventory remains constrained, competition for the best properties could become even more pronounced. Either way, buyers should be preparing now rather than waiting for the fall market to officially "begin." Sellers, You Haven't Missed Your Window For homeowners, I think this is the most important takeaway from the summer. If you considered selling earlier this year but didn't, you haven't necessarily missed your opportunity. In fact, time may be on your side. There is a pool of buyers who have spent months searching without finding the right home. If your property matches what those buyers have been waiting for, coming to market this fall could put you in front of an unusually motivated audience. That does not mean every home will automatically receive multiple offers or sell substantially over asking. The fundamentals still matter. Your price has to match your product. Your home has to be positioned against the other choices buyers have across the Peninsula, not just the house down the street. Presentation, condition, location, and pricing strategy will determine whether buyers see your home as the opportunity they've been waiting for. A strong market can create opportunity, but strategy is what converts that opportunity into a successful sale. Advice for Buyers This Fall If you have been waiting for more inventory, use the remaining weeks of summer to get completely prepared. Make sure your financing is current, know your true comfort range, and be clear about which features are essential versus negotiable. More homes may come to market this fall, but the best single-family properties are unlikely to sit around waiting for you to decide. Patience has been necessary this summer. This fall may require decisiveness. Advice for Sellers This Fall If you have been wondering whether you waited too long to sell, let's change the question. Instead of asking whether you missed spring or summer, ask what your specific home would be competing against if it came to market this fall. That is something we can evaluate now. We can look at recent sales, current inventory, buyer activity, your home's condition, and where it fits within its price bracket. If the opportunity is there, the next few weeks give us time to prepare intentionally rather than rushing to market. Summer left us with fewer homes for sale, not fewer buyers. That distinction could define the fall market. The best time to start your strategy was yesterday. The next best time is today.