Why the Real Estate Market Is Acting So Surprising

The real estate market never sleeps—and neither do the stories, lessons, and surprises that come with it. In this episode of The Golfi Real Estate Show, Stephanie Vivier sits down with Rob Golfi of RE/MAX The Golfiteam to unpack the latest market trends, share cautionary tales from the front lines, and offer practical advice you can use whether you’re buying, selling, or navigating an estate.

From a summer market that’s heating up in unexpected ways, to the behind-the-scenes drama of estate sales, to a shocking case of real estate misconduct in Winnipeg—you’ll hear it all. Rob pulls back the curtain on what’s really happening in Hamilton, Halton, Niagara, and beyond, and doesn’t shy away from the hard truths about pricing, ethics, and timing your move.

Whether you’re a first-time buyer, a seasoned investor, or simply curious about the market’s pulse, this conversation is packed with insights you won’t hear anywhere else.

A Surprising Summer Surge in the Market

While summer is typically a slower season for real estate, recent data from RE/MAX Escarpment and RE/MAX Niagara shows a surprising spike in activity. In some areas, sales have outpaced new listings by as much as 127.8%—a rarity for this time of year. Historically, such bursts happen in late winter or early spring, not in the middle of July.

Rob Golfi attributes this surge to buyers who were waiting for interest rate cuts but are now realizing that rates might not drop much further in the near term. Some have decided that now is the time to act, even if prices are still high.

Still, the market remains competitive in a different way than during the pandemic frenzy. Pricing correctly is critical—buyers have leverage, and sellers who overprice risk sitting on the market and losing negotiating power.

Should You Delay Listing Your Home?

A recent Globe and Mail article suggests that Toronto is firmly in a buyer-driven market, with aggressive negotiations and lower-than-expected sale prices. Rob agrees this is partly true in surrounding regions but emphasizes that local markets vary.

If you’re simply “testing the market,” Rob advises waiting unless you have an exceptional property or are willing to price very competitively. However, if you’re upsizing or downsizing, the timing can balance out—what you lose on the sale may be offset by what you save on your purchase.

For buyers, the next six to twelve months could be an opportune window. Rob predicts that by 2027, prices will be climbing steadily again. Waiting too long might mean missing your chance to secure a home at a more favorable price.

Pricing Strategies in Today’s Market

Overpricing remains one of the most common and costly mistakes. Rob recommends looking at sales from the past 60 days, not six months, to gauge true market value. Setting the right list price from the start increases your chances of selling quickly and for top dollar.

If you list too high and have to make price cuts, you may end up accepting an offer far below your original target. In today’s sensitive market, it’s better to price at fair market value, generate immediate interest, and retain negotiating leverage.

Estate Sales: When Family Matters Turn Complicated

Estate sales have been on the rise, and while they can be straightforward, they often become emotionally charged and legally complex. When a parent passes away without a clear will or executor, disputes between siblings are common. Even with a will, disagreements over fairness, sentimental items, and interpretation can create lasting rifts.

Rob shared recent examples where in-laws influenced disputes, unauthorized family members entered properties to remove valuables, and executors were pressured into signing questionable documents. His top advice: as soon as an estate property becomes vacant, the executor should change the locks, take inventory, and ensure all access is controlled.

He also warns against naming too many co-executors in a will. While some families function well with shared responsibilities, having four or more executors can make decision-making slow and contentious. Choosing one or two responsible, trustworthy individuals is often best.

Real Estate Ethics: A Winnipeg Case Study

Not all real estate agents uphold the industry’s ethical standards. Rob discussed a recent case in Winnipeg where an agent sold their own home without disclosing major defects, including foundation cracks hidden behind drywall and spray foam. The agent also misled buyers, failed to provide disclosure statements, and lied to investigators.

The penalties were severe—a 36-month suspension and $35,000 in fines—but Rob believes such actions should result in a lifetime ban. This case serves as a reminder for buyers and sellers alike: always work with agents who are transparent and willing to put disclosures in writing.

When Sellers Get Cold Feet

Occasionally, sellers change their minds after accepting an offer. While this is understandable from an emotional perspective, it can lead to costly legal consequences. Buyers may sue for damages, especially if home values have risen since the deal was signed.

Rob advises sellers to be absolutely certain they want to move before listing. Backing out could mean returning deposits, paying both sides’ commissions, covering storage or rental costs for the buyer, and potentially settling in court for much more.

Key Takeaways for Buyers and Sellers

For buyers: The next 8–12 months could be an advantageous time to purchase before the market shifts again. Work with an experienced agent to spot fair deals and act quickly when the right property appears.

For sellers: If you must sell, price strategically based on recent comparable sales. If you can wait and you’re not under pressure, consider holding off until market conditions improve.

For everyone: Clear communication, proper legal preparation, and ethical representation are your best tools in avoiding costly mistakes.

Closing Thoughts

The real estate market is in a unique moment—cooler than the pandemic frenzy, but with undercurrents that suggest bigger changes are on the horizon. Whether you’re navigating a competitive buyer’s market, managing an estate sale, or considering your first purchase, informed decision-making is key and our episodes will help you, too.

As Rob Golfi reminds listeners, markets don’t stay the same forever. Acting strategically now could make all the difference in where you stand in 2027.

For expert guidance, contact RE/MAX The Golfi Team at 905-641-0308 or visit our website.