The monthly Janna Mooney Report keeps you informed on current market trends and how they affect you.
MAY 2026
THE FORMULA BEHIND TOP-DOLLAR SALES
Buyers are competing for turnkey homes, where pricing, condition, updates, and upgrades create buyer urgency and multiple-offer situations. In April, 34% of all Orange County closed sales sold above the list price, and another 14% sold at the list price.
Sellers who sell fast and fetch top dollar don’t simply install a FOR SALE sign in the yard, pick a price, get plenty of buyer activity, and sell quickly. There is plenty of preparation before these homes are placed on the market. These showcase homes have enhanced their overall appeal by removing any signs of wear and tear. They replace worn flooring, paint inside and out, replace outdated fixtures, install new appliances, repair any deferred maintenance, clean up the landscaping, and enhance the curb appeal. Many of these homes are updated and upgraded. Every detail of the home’s desirability is considered. Finally, these homes are carefully, methodically priced, analyzing all recent pending and closed sales activity. Their success was planned.
Homes that require work, have deferred maintenance, are in a poor location, or lack updates and upgrades can still attract a buyer, but they must be priced according to their fair market value, taking into account their limitations. These homes are excellent candidates for buyers looking to negotiate, as they typically do not attract multiple offers and sell for less than their asking price.
Buyers look at their favorite real estate app morning, noon, and night, anxiously waiting for anything new to hit the market. When something does, they examine every photo, view the virtual tour, and then look at the price. Showcase homes attract buyers because they are not only turnkey and ready to go but also priced right. They sell for above the asking price because they attract the interest of several buyers simultaneously.
Showcase home sellers know buyers want a turnkey home that doesn't need any work before moving in. Buyers are sensitive to the condition of a home, the flooring, paint, appliances, cabinets, countertops, light fixtures, custom built-ins, window coverings, landscaping, curb appeal, upgrades, and amenities. Before touring a home, buyers look at every detail. Finally, they look at price. When a home checks all the boxes and is accurately priced, it attracts plenty of activity, multiple offers, and sells for top dollar. They have the “wow” factor, and their success was carefully planned.
REALTOR LIFE
Most people see the smiling closing photos on social media — the keys handed over, the “sold” sign, and the happy families starting a new chapter. What many don’t see is everything that happens behind the scenes to get there.
Real estate is rarely a 9-to-5 job. Some days start with an early morning showing and end with late-night negotiations after everyone else has gone to bed. In between are inspections, appraisals, phone calls, paperwork, problem-solving, and a lot of emotional conversations. Buying or selling a home is one of the biggest decisions people make, and emotions naturally come with it.
One of the things I love most about this business is being part of those life moments. I’ve worked with growing families looking for more space, first-time buyers excited and nervous all at once, and longtime homeowners saying goodbye to homes filled with decades of memories. Every transaction has a story behind it, and no two are ever the same.
One thing people may not realize is how much strategy and coordination happen behind the scenes. Sometimes a deal comes together smoothly, and other times there are last-minute surprises that require creativity, patience, and teamwork to keep everything moving forward. The goal is always to make the process feel as seamless and stress-free as possible for my clients, even when there’s a lot happening in the background.
Balancing work and family life can also be an adventure in itself. Real estate doesn’t always pause for weekends, holidays, or dinner time, but I’m grateful to have a career that allows me to help people through such important milestones while still staying connected to the community I love.
At the end of the day, this business is about far more than houses. It’s about people, relationships, trust, and helping families move into the next chapter of their lives. And while the closing photo is always worth celebrating, it’s the journey getting there that truly makes this work meaningful.
April 2026
PRECISION PRICING
Careful, strategic pricing is critical for sellers in achieving success. Overprice, and a seller languishes on the market due to unrealistic expectations. The longer a home sits on the market, the less fanfare and excitement the home generates. Today’s buyers are educated and know their specific market. They tap into their favorite app morning, noon, and night, waiting for the next new property to hit the market. As soon as one does, buyers view the virtual tour, they scrutinize the property description, all the details, and every photo, and then they look at the price. They look at the home’s location, condition, upgrades, and amenities, then analyze its asking price. This is a home’s first impression, and sellers only get one shot at it. Based on all these factors, buyers decide whether to tour a home or skip it altogether.
Far too many sellers are initially pricing their homes too high. They are either overzealous, mistakenly believe they need to leave room for negotiations, want to “test” a price, are struggling to remove their emotions from pricing the “family home,” or did not spend enough time methodically arriving at the price. They then have to adjust the asking price to secure a buyer willing to write an offer to purchase. An eye-opening 30% of the active listing inventory has reduced the asking price at least once. Homes that linger on the market generate less interest or activity and become “market worn.” A total of 50% of all homes that sold within the first three weeks closed above their asking price. It dropped to 8% for homes that had been on the market for over 2 months. Homeowners who painstakingly arrived at the asking price had a substantially higher probability of selling quickly, very close to their price, and often at or above it. Sellers who were exposed to the market for a long time ultimately had to adjust the price and, for the most part, accepted an offer below their final list price.
Precision pricing is the most important factor in securing the most successful outcome for sellers. Sellers who scrutinize every recent comparable closed and pending sale, carefully weighing the pros and cons, and contrasting a home’s condition, upgrades, location, and amenities, will ultimately arrive at the Fair Market Value, the most probable price the market is willing to pay for a home. This tactical approach to today’s housing market will enable sellers to walk away with the most amount of money possible, the ultimate goal in selling.
REALTOR LIFE
Honored to be a sponsor at St. John’s School annual Cardinella Gala for the third consecutive year. This event is more than a celebration as it directly fuels the learning initiatives that make St. John’s such a special place for every child, including my nieces Abigail and Goldie. ✨ Grateful to play a small part in supporting that mission! Real estate is about more than homes—it’s about the people and communities that make them meaningful.
March 2026
BUYING CONDITIONS IMPROVE
Stronger Stats for Buyers in Orange County. The number of homes available for under $1.5 million is up 21% compared to one year ago. In recent years, the supply of available homes, especially in the lower price ranges, had been especially limited, and mortgage rates had been stuck between 6.5% and 7.5%. Yet, the conditions have been changing.
For buyers new to the market, as they test the waters and dip their toes into the housing arena, they are finding the stars are finally beginning to align. There are more homes available in the more affordable price points, and mortgage rates have dropped to 6%. The market may have appeared frozen over the past few years, with a limited supply and higher mortgage rates, but Orange County housing has been slowly thawing behind the scenes.
If the U.S. economy were to downshift further in the coming months, mortgage rates could fall further to 5.75%. When the economy cools, investors shift their focus from stock market volatility to the long-term safety of government treasury bonds and mortgage-backed securities. The buyer seeking that $5,000 payment would be looking at a $1,071,250 home. The buying conditions have improved dramatically with a growing inventory of available homes and a much more favorable mortgage rate environment. For many, it may be time to dip their toes into the water!
REALTOR LIFE
With the arrival of the spring real estate market, my team and I have been busy preparing five homes set to hit the market in March, coordinating everything from painters and landscapers to flooring installers and professional stagers and finally the photographer. It’s a fast-paced process, but one that I personally manage, taking the stress off my clients.
Preparation and pricing remain the two most powerful ingredients in achieving the highest possible sales price in today’s market. I take great pride in the level of attention to detail my clients receive throughout this process, ensuring every step is handled with care and intention.
If you’re considering selling this year, I’d love to connect. Give me a call and we can start mapping out a plan that aligns with your goals and timeline.
FEBRUARY 2026
EARLY TRENDS 2026
Growing up, nearly everyone has encountered the playground spinner, or merry-go-round, the classic park apparatus that kids love to push to its limits. A friend, sibling, or parent runs around, building momentum, then whips it in an attempt to break a world record for speed. Once the ride comes to a complete stop, all its occupants disembark as the world spins around them. Disoriented, it is almost impossible to walk, until finally everything comes into clear focus.
The housing market starts each year as if everyone just got off a playground spinner, a bit disoriented after all of the distractions and festivities of the holiday season. Initially, it is hard to navigate, not knowing what to expect of the market, until the end of January, when the direction of the housing market becomes clearer. The 2026 trends are already emerging, shedding light on future supply, demand, and market speed.
It is best to step back from the narratives, opinions, and noise surrounding the housing market and focus on the underlying trends. Trends are already emerging to better understand what lies ahead.
Here’s what we are seeing in the Orange County housing market:
New Listings – There are not as many homes coming on the market as initially expected. Homeowners continue to “hunker down” in their homes, unwilling to move because of their underlying, locked-in, low fixed-rate mortgage.
Inventory – Unlike this time last year, when the inventory surged sharply year-over-year, the number of available homes in 2026 is increasing at a pace similar to last year. The current trend is for inventory to grow at a similar rate to last year. It could dip below the previous year’s level if today’s improved mortgage rate environment triggers additional demand, as is projected.
Demand – Buyer demand has been underperforming in Orange County, unlike all other markets in Southern California. This year, however, the lower rate environment appears more long-lasting, significantly improving affordability. Last year, mortgage rates were over 7%. Today’s mortgage rate is 6.17%, according to Mortgage News Daily. A $1 million loan at 7% is $6,653 per month. At 6%, it drops to $5,996, a $653 monthly improvement or nearly $8,000 annually. This improved mortgage rate environment aligns perfectly with the Winter and Spring Markets, which should ultimately result in increased buyer demand, as it has in so many other markets.
Expected Market Time – The speed of the market is improving dramatically from week to week. If demand were to improve with today’s more affordable mortgage rates, the Expected Market Time could drop below last year’s level, tilting negotiations towards sellers.
REALTOR LIFE
I’m incredibly humbled and grateful to be recognized as a 2025 Top 2% Coldwell Banker agent worldwide. This milestone truly belongs to my clients, friends, and community—your trust, referrals, and unwavering support are the foundation of everything I do. Thank you for believing in me, for inviting me into such meaningful moments in your lives, and for allowing me the privilege of guiding you through one of the most important decisions you’ll ever make. I don’t take that responsibility lightly, and I’m deeply thankful to do work I love every single day, alongside people I truly appreciate.
January 2026
THE MAGICAL HEAT UP
The Orange County housing market starts slow at the beginning of every year. This year’s start is the slowest start to a year since 2019, yet the lower mortgage rate environment and improved affordability has the ability to jumpstart demand in 2026. There is a holiday hangover, and most everyone is still distracted with New Year’s resolutions. Over the next several weeks, after shaking off the holiday fog and leaving most resolutions behind, the housing market will magically heat up, seemingly overnight. The Holiday Market continues to run through mid-January. Housing will thaw and rapidly heat up by the end of January, as demand accelerates much faster than the supply of available homes.
This year is exceptionally chilly with the coldest start since 2019, when the expected market time (the number of days it takes to sell all listings at the current buying pace) reached 152 days. Today’s 85-day expected marketing time is reading is similar to 2017 (84 days), 2020 (82 days), and 2023 (84 days). The speed of the market is determined by supply and demand. Demand has not changed much over the past several years, ever since the Federal Reserve rapidly increased the Federal Funds Rate for 11 consecutive meetings between 2022 and 2023. Demand has been muted due to affordability constraints. The big annual difference in speed has come on the supply of listings side.
Many expect 2026 to be a similar story. There will be more homeowners selling this year and buyer demand will begin to thaw if mortgage rates remain between 6% and 6.5% over the Winter and Spring Markets (mid-January to beginning of June). The lower the rate, the larger the increase in year-over-year demand.
Today, mortgage rates have remained below 6.5% for 124 days since September 3rd, the longest period since the Federal Reserve finished raising the Federal Funds Rate in July 2023. Most housing economists project that rates will remain between 6% and 6.5% for the year, meaning that the lower mortgage rate environment will match up with the Winter and Spring Markets, allowing demand to improve due to increased affordability. That is assuming that the job market will remain weak and inflation does not suddenly spike higher. In fact, there is a case to be made that the job market may break in the coming months. If that occurs, the Federal Reserve will change its tune and indicate more rate cuts to come. Subsequently, mortgage rates would fall between 5.75% and 6%, and demand will rise even higher year-over-year.
BUYERS: Do NOT be fooled by the sluggish housing market at the start of the year. In January, the inventory will grow week over week ad buyer demand will grow at a faster pace. There will be increased competition among buyers, especially in the entry-level price range. The market will continue to pick up steam from now through mid-March. There are very few sellers who are desperate to sell, especially with the dawn of a new year and the anticipation of the Spring Market, the best time of the year to sell. Unlike post-holiday retail shopping, this is not the time of year to search for a “deal.”
SELLERS: Even if demand increases, it still boils down to proper pricing. Today’s buyers are savvy and understand value. They scrutinize every photo and soak in all the details: bedrooms, bathrooms, square footage, condition, upgrades, location, lot size, amenities, year built, garages, storage, view, etc. Yet, price is the most critical factor. It is the differentiator between a buyer choosing to see the home in person or waiting for the next home to hit the market. A realistic price will allow a seller to attract immediate interest. Sellers who overprice will waste valuable market time with far less activity before ultimately reducing. As the saying goes, you only get one shot at a first impression, so analyze every recent comparable pending and closed sale to properly arrive at an accurate price.
REALTOR LIFE
As the new year begins, I’m approaching it a little differently. Last year was full of blessings but also a packed schedule that resulted in a frustrating health issue at the end of the year. Instead of piling on more personal commitments or letting the calendar fill itself, I’m being more conscious about creating quiet moments, building in rest, and saying no to the things I can control. My goal this year—both personally and professionally—is to be intentional about what is important, rather than letting the year carry me along in a wave of a nonstop fast paced schedule.
On the real estate side of things, I’m optimistic! With interest rates lower than where we started 2025, affordability is improving, and I believe this creates real opportunity for both buyers and sellers. I am looking forward to what I truly believe will be a great year ahead—one built on clarity, balance, and smart decisions.
I wish you a year where your intentions turn into reality, and your goals—both big and small—are fulfilled. And as always, if you, or any friends or family, need a trusted realtor this year, please keep me in mind; I’m committed to guiding every client with care, strategy, and exceptional service.
