The housing market isn’t static, it shifts constantly in response to interest rates, local demand, and inventory levels. You might hear real estate agents say “It’s a buyer’s market” or “It’s a seller’s market”, but what does that actually mean?
Understanding where the market stands can help you make better decisions, whether you’re buying your first home or preparing to sell one.
Let’s break it down step by step.
What Is a Buyer’s Market?
A buyer’s market happens when there are more homes for sale than there are active buyers. That surplus of listings gives buyers the upper hand in negotiations.
Key signs of a buyer’s market:
- Properties stay on the market longer before selling.
- Price reductions become common.
- Buyers can negotiate terms, conditions, and even closing dates more easily.
- Sellers may offer incentives such as covering closing costs or including appliances to attract interest.
In Canada, cities like Calgary, Hamilton, and parts of Durham Region have at times entered buyer’s market territory when new listings rise faster than sales.
Economically, this phase often aligns with higher interest rates (reducing affordability) or a slowdown in job growth, both of which can limit how many people are actively buying.
What Is a Seller’s Market?
A seller’s market is the opposite. It occurs when the number of buyers exceeds the available homes for sale. Demand outweighs supply, and that competition drives up prices.
Typical signs of a seller’s market:
- Homes sell quickly—sometimes within days of listing.
- Multiple offers and bidding wars are common.
- Sale prices often exceed the listing price.
- Sellers have stronger control over terms and may decline conditional offers.
This environment is often seen when mortgage rates are low or when there’s strong population growth—factors that push up demand while supply lags behind.
For example, Toronto and Vancouver frequently experience seller’s market conditions, where well-priced homes can receive multiple offers within a week.
The Role of the Sales-to-New-Listings Ratio (SNLR)
The Sales-to-New-Listings Ratio (SNLR) is one of the most widely used indicators to determine whether a region is in a buyer’s or seller’s market.
It’s calculated as:
How the Sales-to-New-Listings Ratio (SNLR) is Calculated
SNLR Market Analysis
The Sales-to-New-Listings Ratio (SNLR) is a key indicator that helps determine market conditions in real estate. It compares the number of homes sold to the number of new listings in a specific period.
| SNLR Range | Market Type | What It Means |
|---|---|---|
| Below 40% | Buyer's Market | Supply exceeds demand. Buyers have more options and negotiating power. |
| Between 40%–60% | Balanced Market | Supply and demand are roughly even. Prices tend to stabilize with moderate competition. |
| Above 60% | Seller's Market | Demand exceeds supply. Sellers have leverage with multiple offers and faster sales. |
Example Calculation
If there were 500 home sales and 800 new listings in a given month, the SNLR would be:
This indicates a Seller's Market where demand exceeds supply, giving sellers more negotiating power.
That figure would indicate a seller’s market, suggesting demand remains high relative to new supply.
Real estate boards such as TRREB (Toronto Regional Real Estate Board), RAHB (Realtors Association of Hamilton-Burlington), and CREA (Canadian Real Estate Association) publish these ratios monthly, offering a snapshot of market balance across regions.
What a Balanced Market Means
Between these two extremes lies a balanced market, where supply and demand are relatively equal.
In this scenario:
- Prices tend to stabilize rather than swing dramatically.
- Buyers can take time to view properties without facing immediate pressure.
- Sellers still receive fair value without waiting months for offers.
A balanced market often occurs during economic transitions, such as when interest rates stabilize after rapid increases.
Market Conditions Can Differ by Property Type
Even within the same city, the market may behave differently across segments:
- Detached homes might see slower activity due to affordability limits.
- Condos may move faster if they’re seen as entry-level options.
- Luxury homes often follow a separate trend based on investor confidence.
That’s why real estate reports often include segment-specific SNLR data, helping you gauge whether, for instance, the condo market is heating up while detached homes cool off.
Key Takeaway
A seller’s market and a buyer’s market are simply two sides of the same supply-and-demand equation.
By tracking indicators such as the Sales-to-New-Listings Ratio, inventory levels, and average days on market, you can understand where the leverage sits, and time your purchase or sale more effectively.
And remember: markets evolve quickly. A shift in interest rates, local employment, or housing policy can tip the balance in just a few months.
When in doubt, consult local data from your regional real estate board or a licensed REALTOR® who can interpret the numbers in context.
Content reviewed by: Faiza Ahmed, Broker
Disclaimer: This article is for general educational purposes only and does not constitute financial or legal advice. Market interpretations vary by region and property type. Always verify local data and consult a licensed real estate professional before making major real estate decisions.