Positioning creates momentum. Hope creates price reductions.

Every month, a group of experienced REALTORS® from across our RE/MAX offices gets together for an exclusive mastermind discussion.

It's an opportunity to share what we're actually seeing in today's market—what buyers are responding to, where sellers are succeeding, the challenges we're facing, and the strategies that continue producing results.

These aren't public market reports or recycled headlines. They're conversations between professionals who spend every day meeting with buyers, sellers, showing properties, negotiating contracts, and adapting to an ever-changing Vancouver real estate market.

This month's discussion kept coming back to one topic.

Pricing.

Not how to ask for the highest price.

How to position a property so it has the best chance of achieving the highest price.

Those are two very different things.

Today's Buyers Think Differently

Over the past few years, Vancouver has experienced dramatically different market conditions.

Historically low interest rates, limited inventory, investor activity and strong international demand created an environment where many homes sold quickly, sometimes regardless of pricing strategy.

Today's market feels different.

Most buyers are people already living and investing in Canada.

They're informed.

They're patient.

They're comparing properties carefully.

They're studying recent sales.

They're working with experienced REALTORS® to determine where the best value and opportunity exist.

That means sellers have to approach today's market differently as well.

Positioning Creates Momentum

One observation from our discussion really stayed with me.

When pricing is correct, we often get lucky.

When pricing is wrong, we're almost guaranteed to be discussing a price reduction later.

That isn't pessimism.

It's simply understanding buyer behaviour.

The first few weeks after a home comes to market are often the most important.

Every serious buyer is watching.

Every REALTOR® is paying attention.

That early momentum is valuable.

When a property enters the market with thoughtful pricing, excellent presentation and professional marketing, buyers respond.

When it enters the market chasing yesterday's expectations instead of today's reality, that momentum begins disappearing almost immediately.

Create the Market

One phrase I wrote in my notebook during our meeting was simple:

Create the market. Don't chase it.

To me, that's what successful pricing is really about.

Pricing isn't simply choosing a number.

It's positioning.

A well-positioned property becomes one of the most compelling opportunities available.

It encourages buyers to book showings.

It creates conversation.

It builds confidence.

In many cases, it creates competition.

That's how multiple offers still happen today.

Not because buyers are behaving irrationally.

Because several buyers independently reach the same conclusion at the same time:

"This is one of the best opportunities currently available."

That competition allows the market to do what every seller ultimately hopes for—determine the highest price buyers are genuinely willing to pay.

That's very different from watching a listing sit on the market while gradually reducing the price and hoping buyers eventually come back.

Buyers Purchase Opportunity

One thing today's market continues to reinforce is this:

Buyers don't purchase asking prices.

They purchase opportunities.

Every new listing is being compared against dozens of others.

Condition.

Location.

Floor plan.

Presentation.

Neighbourhood.

Future potential.

Price.

Every buyer is asking themselves the same question:

"Is this one of the best opportunities available today?"

That's the question every seller should be thinking about before deciding on a list price.

Final Thoughts

One thing I appreciated most about our mastermind discussion wasn't the statistics.

It was the mindset.

Despite changing market conditions, the room remained remarkably positive.

Nobody was waiting for the market to improve.

Everyone was focused on improving their approach.

Markets change.

Buyer behaviour changes.

Strategies evolve.

The professionals who continue succeeding are usually the ones willing to adapt rather than hope.

In today's Vancouver market, pricing isn't about leaving money on the table.

It's about positioning your home so well that buyers compete for the opportunity instead of waiting for the opportunity to compete for them.

Since you already made it this far, chances are real estate is somewhere on your mind. If you're thinking about selling and would like an honest conversation about how to position your home in today's market, can I help?

Early in my real estate career, a senior REALTOR® shared a piece of advice that has stayed with me forever. 

"You make money when you buy real estate, not when you sell."

At the time, I understood the words, but I wasn't sure I fully understood the meaning.

Today, after helping buyers and sellers through multiple market cycles, changing interest rates, bidding wars, corrections, uncertainty, and everything in between, I think I finally do.

Most people assume profit happens when a property is sold.

In reality, the foundation for that future profit is usually established the day the property is purchased.

The Difference Between Price and Value

One of the biggest mistakes buyers make is focusing exclusively on price.

Price is what you pay.

Value is what you receive.

The two are not always the same.

In every market cycle, there are properties that everyone wants.

The fully renovated home.

The perfect street.

The perfect view.

The perfect floor plan.

The property that photographs beautifully and attracts dozens of showings the first week.

There is nothing wrong with buying a great property. In fact, many of these homes are excellent purchases.

The challenge is that everyone else can see the same thing.

When buyers compete aggressively for perfection, much of that value is often reflected in the price.

The real opportunities tend to be less obvious.

Opportunity Rarely Looks Perfect

Over the years, some of the strongest purchases I have seen shared a common characteristic.

They weren't perfect.

They were:

• slightly dated

• overlooked

• poorly marketed

• in need of updating

• sitting longer than expected

• lacking emotional appeal

But they had something more important underneath.

They had potential.

Potential in the location.

Potential in the floor plan.

Potential in the land.

Potential in the neighbourhood.

Potential that the broader market had not fully recognized yet.

The buyers who performed best over time were often the ones who could see beyond what a property was and recognize what it could become.

Buying the Worst House on the Best Street

There is an old real estate saying that has survived for generations:

"Buy the worst house on the best street."

Like most clichés, it exists because there is truth behind it.

Great neighbourhoods tend to remain desirable.

Strong locations tend to attract investment.

Good streets tend to pull values upward over time.

The house itself can often be improved.

The location cannot.

Many buyers spend years searching for perfection when they would be better served searching for opportunity.

Those are two very different things.

The Tale of Two Markets

Today's Vancouver market continues to remind me of this lesson.

On one side, there are properties that attract enormous attention.

The best homes.

The best duplexes.

The best family properties.

The best view homes.

The cream of the crop.

These homes continue to generate strong interest because buyers recognize quality.

On the other side are properties that require vision.

The homes that need work.

The homes with deferred updates.

The homes where buyers have to imagine what could be rather than simply accepting what already exists.

That is often where opportunity lives.

Not always.

But often.

Long-Term Thinking Wins

The most successful real estate decisions are rarely made by people trying to predict what will happen over the next six months.

They are usually made by people thinking about the next ten years.

They ask different questions.

Instead of asking:

"Will this be worth more next year?"

They ask:

"Will people still want to live here ten years from now?"

"Can I improve this property?"

"Does this neighbourhood have long-term appeal?"

"Am I buying quality at a reasonable price?"

Those questions tend to produce better decisions.

The Real Lesson

The advice I received all those years ago was never really about making money.

It was about discipline.

It was about patience.

It was about understanding value.

It was about recognizing that great real estate decisions are often made before everyone else agrees with them.

Sometimes opportunity feels uncomfortable.

Sometimes it looks imperfect.

Sometimes it requires imagination.

But when I look back at many of the strongest purchases I have seen over the years, they almost always had one thing in common:

The buyer understood the opportunity before the market fully did.

And that is why, more often than not, you make money when you buy real estate, not when you sell it.

Since you already made it this far, chances are real estate is somewhere on your mind. If you're considering a move, an investment, or simply want a second opinion on an opportunity you're looking at, can I help?

In Vancouver real estate, buyers often begin with a simple idea:

“We want a house.”

That makes sense. A detached home still carries a special place in the Vancouver imagination. Land, privacy, a yard, flexibility, and long-term ownership all matter.

But in Kitsilano, the conversation is changing.

For many buyers, especially those looking in the $2 million-plus range, the choice is no longer simply between “house” and “condo.” Increasingly, the real question is:

Could the right duplex offer a better lifestyle, better condition, and better long-term value than an older detached home needing significant work?

The Detached Home Reality in Kitsilano

Many single-family homes in Kitsilano above $2 million are older, charming, and well-located — but they often come with real trade-offs.

Buyers may be looking at:

• older systems

• dated interiors

• renovation costs

• layout compromises

• deferred maintenance

• smaller functional living space than expected

• significant time and money are required after completion

For some buyers, that is still the right path.

But for others, especially people with demanding careers, families, or a limited appetite for a major renovation, the detached home dream can quickly become a larger project than expected.

That is where a well-designed Kitsilano duplex becomes very interesting.

Why Kitsilano Duplexes Are Increasingly in Demand

A strong duplex can offer many of the things buyers are actually trying to get from a house:

• private entry

• outdoor space

• multiple bedrooms

• functional family layout

• updated interiors

• lower maintenance burden

• neighbourhood lifestyle

• walkability

• better use of space

In Kitsilano, that matters.

Buyers are not only buying square footage. They are buying a way of living: West 4th, beaches, parks, schools, cafés, bike routes, and the ability to live in one of Vancouver’s most established neighbourhoods without taking on the full cost and complexity of a detached property.

The Market Context

Greater Vancouver REALTORS® reported that Metro Vancouver’s April 2026 composite benchmark price was $1,098,000, down 6.9% year-over-year, while detached homes had a benchmark price of $1,840,700, down 8.3% year-over-year. Attached homes had a benchmark price of $1,043,400, down 5.1% year-over-year.

That matters because detached homes remain expensive, even after price softness. At the same time, attached homes often give buyers a more practical path into desirable neighbourhoods. GVR also noted that April 2026 sales were 22.9% below the 10-year seasonal average, which means buyers have been careful — but quality property still matters.

Why the Best Duplexes Still Sell Quickly

This is where the market becomes more nuanced.

Not every property is moving quickly. But the right Kitsilano duplex can still attract strong attention because it sits in a very specific demand pocket.

Buyers see value when a home offers:

• strong location

• move-in-ready condition

• good natural light

• efficient floor plan

• outdoor space

• storage

• privacy

• low-maintenance ownership

• long-term neighbourhood appeal

That combination is not always easy to find.

In many cases, a good duplex becomes the practical middle ground between an expensive detached home and a condo that no longer fits the buyer’s life.

The Real Opportunity

The best opportunity is not always the biggest property.

It is often the property that gives the buyer the best balance of lifestyle, condition, location, and future resale.

A Kitsilano duplex can be that property.

For sellers, this means presentation, pricing, and positioning matter enormously. A well-prepared duplex should not be marketed as “half a house.” It should be positioned as a smart single-family alternative for buyers who want Kitsilano living without inheriting a major renovation project.

For buyers, the opportunity is learning to see value clearly. The right duplex may deliver the life they actually want sooner, cleaner, and with fewer surprises.

Final Thoughts

Kitsilano remains one of Vancouver’s most desirable neighbourhoods because the lifestyle is difficult to replace.

And as detached homes remain expensive and often renovation-heavy, well-designed duplexes are becoming a serious alternative for thoughtful buyers.

Not a compromise.

A strategy.

Since you already made it this far, chances are real estate is somewhere on your mind. If you want a realistic conversation about buying or selling in Kitsilano, can I help?

One of the more interesting things I’ve noticed in Vancouver real estate is that the best opportunities rarely feel obvious in the moment.

In fact, many of them feel slightly uncomfortable.

Not reckless.
Not irrational.
Just uncomfortable enough that most people hesitate.

Today’s market especially feels like a tale of two completely different markets happening at the same time.

On one side:
you have the properties everyone wants.

The fully renovated homes.
The perfect layouts.
The quiet tree-lined streets.
The trophy kitchens.
The view properties.
The newer duplexes with beautiful staging and perfect lighting.

These homes continue attracting:

• heavy traffic

• emotional buyers

• strong public interest

• multiple offers

• aggressive pricing

And honestly, many deserve it.

People are busy.
Construction costs are high.
Life is demanding.
Most buyers want simplicity.

In a city where affordability is already stretched, many buyers are willing to go deeper into debt for the property that feels complete from day one.

That is one side of today’s market.

But the other side is where some of the most interesting long-term opportunities quietly exist.

The Best Opportunity Often Looks Imperfect

Some of the strongest purchases I have seen over the years were not the homes buyers originally thought they wanted.

They were:

• slightly dated

• poorly marketed

• cosmetically tired

• awkwardly staged

• emotionally overlooked

• sitting longer than expected

• lacking immediate “wow factor”

But underneath the surface, they had something more important:

• location

• structure

• land value

• floor plan potential

• long-term upside

• positioning

There is an old real estate principle people still repeat for a reason:

“Buy the worst house on the best street.”

And despite changing markets, there is still a lot of truth inside that idea.

Because over time, great locations tend to pull value upward.

Sophisticated Buyers Think Beyond the Listing Photos

One thing I notice with experienced buyers and investors is that they learn to separate:
what a property is today
from
what it could become tomorrow.

That perspective matters enormously.

Especially in markets like Vancouver where:

• land is limited

• premium locations remain desirable

• quality inventory is competitive

• replacement costs continue rising

• zoning and redevelopment continue evolving

The market rarely rewards comfort alone.

It usually rewards vision.

The Psychology of “Perfect”

The challenge many buyers face today is that they become hyper-focused on finding “the one.”

The perfect:

• street

• school catchment

• building

• renovation

• layout

• exposure

• kitchen

• view

• price

And while there is nothing wrong with wanting quality, perfection can quietly become expensive.

Sometimes financially.
Sometimes emotionally.

Because while everyone competes aggressively for the fully polished property, quieter opportunities often sit nearby with far less competition.

Those are usually the moments where negotiation, terms, and long-term upside become possible.

The Market Rewards A-1 Inventory, But Opportunity Still Exists Elsewhere

Right now, premium inventory still performs extremely well across many parts of Vancouver.

The best homes continue selling quickly because buyers recognize scarcity when they see it.

Especially:

• renovated family homes

• well-located duplexes

• exceptional floor plans

• quality buildings

• view properties

• turnkey inventory

That part of the market still feels competitive.

But outside of that top tier, conditions become much more nuanced.

And that is where experienced buyers often start finding opportunity.

Because not every seller has:

• perfect timing

• perfect presentation

• perfect strategy

• perfect patience

Sometimes life simply creates motivation.

That matters.

Real Estate Is Often About Timing Yourself Correctly

One thing buyers rarely think about enough is this:

The best time to buy an opportunity often feels emotionally uncomfortable because consensus has not fully recognized the value yet.

When something feels universally desirable, easy, and obvious:
the market has usually already priced that comfort in.

The opportunities that create strong long-term outcomes often require:

• patience

• imagination

• planning

• renovation vision

• tolerance for imperfection

• long-term thinking

That does not mean every dated property is a great investment.

Far from it.

But the buyers who consistently do well over time usually understand how to identify:
good bones,
good streets,
good positioning,
and future potential.

Vancouver Is Still a Long-Term City

Despite changing cycles, interest rates, and market sentiment, Vancouver remains a city where location quality continues mattering enormously over long periods of time.

And because of that, some of the best opportunities are still created when buyers can:

• enter strong neighbourhoods

• improve properties strategically

• reposition homes over time

• buy where future demand remains durable

That requires thinking beyond today’s paint colours and staging.

Final Thoughts

The longer I work in real estate, the more I believe there are really two markets happening at once.

One market competes aggressively for perfection.

The other quietly creates opportunity through imperfection.

Both are real.

Both have value.

But some of the strongest long-term decisions I have seen were made by buyers willing to look past cosmetic comfort and recognize underlying potential before everyone else did.

Because great real estate opportunities rarely announce themselves loudly.

Most of the time, they simply require vision.

Since you already made it this far, chances are real estate is somewhere on your mind. If you want a realistic conversation about buying or selling in Vancouver, can I help?

One of the most interesting things about real estate is that many people do not fully understand the value of a good REALTOR® until they are deep into the process.

From the outside, the job can appear relatively simple:

• open doors

• book showings

• put listings on MLS®

• negotiate price

• complete paperwork

And yes, those things are part of the job.

But after nearly 20 years in Vancouver real estate, I can honestly say that the real value of a good REALTOR® usually has very little to do with unlocking doors.

The real value is judgment.

Because real estate becomes emotional quickly when large amounts of money, timing, pressure, and life transitions are involved.

That is where experience matters.

A Good REALTOR® Helps Clients Think Clearly

One thing I have learned over the years is that buyers and sellers are often making decisions during emotionally significant moments in life.

People are:

• getting married

• downsizing

• separating

• upgrading

• relocating

• investing

• starting families

• retiring

• rebuilding financially

And in moments like that, emotions can quietly override logic very quickly.

Part of my role is helping clients slow things down enough to think clearly.

Not fearfully.
Not impulsively.
Clearly.

Sometimes that means encouraging someone to move forward confidently.

Other times, it means advising them not to.

For Sellers, Strategy Matters More Than Most People Realize

Many sellers assume a good REALTOR® simply puts the property online and waits for offers.

In reality, much of the work happens before the listing even goes live.

A strong REALTOR® should help sellers understand:

• pricing strategy

• buyer psychology

• market timing

• preparation

• presentation

• competition

• negotiation positioning

• marketing execution

• likely objections

• how buyers actually compare properties

One pricing mistake alone can cost a seller tens of thousands of dollars in lost leverage or extended time on market.

Presentation matters too.

Especially in today’s market, buyers form opinions within seconds online. Photography, staging, lighting, floor plans, descriptions, launch timing, and overall positioning all affect how a property is perceived emotionally and financially.

And when negotiations begin, sellers need someone capable of remaining calm and strategic while emotions naturally rise.

That matters more than people think.

For Buyers, Protection Matters

Buyers face a different challenge.

Most buyers are trying to balance emotion with financial logic while making one of the largest purchases of their lives.

That is not easy.

A good REALTOR® should help buyers:

• identify long-term value

• avoid problematic buildings

• understand resale potential

• recognize hidden costs

• evaluate strata health

• understand neighbourhood differences

• negotiate strategically

• spot opportunity

• avoid emotional overpaying

Sometimes the best advice a REALTOR® can give is:

“I do not think this is the right property for you.”

Not every deal should happen.

That perspective only comes when someone values the client relationship more than the transaction itself.

Experience Creates Pattern Recognition

One thing experience gives you in real estate is pattern recognition.

After enough years, you begin noticing:

• what creates strong offers

• what causes deals to collapse

• what buyers consistently value

• what sellers underestimate

• which buildings hold value well

• which layouts outperform over time

• when markets shift emotionally

• when hesitation becomes opportunity

Those patterns are difficult to explain fully, but they matter enormously during decision-making.

Especially in a market as layered and emotionally charged as Vancouver.

Negotiation Is About More Than Price

Many people believe negotiation is simply about “getting the best price.”

Sometimes it is.

But often negotiation is about solving problems.

Timing.
Certainty.
Subjects.
Flexibility.
Repairs.
Risk.
Confidence.

The strongest negotiations are usually not the most aggressive ones.

They are the ones where everyone understands the larger objective and works toward a workable outcome.

Real estate is not warfare.

Or at least it should not be.

Most People Notice Value Only When Something Goes Wrong

One reality I have quietly observed is this:

People rarely notice the value of a strong REALTOR® when everything is easy.

They notice it when:

• financing becomes difficult

• negotiations become emotional

• inspections uncover problems

• strata documents reveal concerns

• pricing strategy fails

• deals begin falling apart

• market conditions shift suddenly

That is when experience matters most.

Not during the easy moments.

During the difficult ones.

Real Estate Is Ultimately About Trust

At the end of the day, real estate is still a relationship business.

People are trusting someone to guide them through:

• risk

• uncertainty

• opportunity

• timing

• negotiation

• major financial decisions

That responsibility should never be treated casually.

The older I get in this business, the less I think this profession is about “selling.”

I think it is more about:

• clarity

• perspective

• communication

• preparation

• honesty

• judgment

The paperwork matters.

But the thinking matters more.

Final Thoughts

A good REALTOR® is not there simply to facilitate a transaction.

A good REALTOR® helps protect people from costly mistakes, recognize opportunity clearly, navigate pressure calmly, and make decisions with confidence.

Especially in Vancouver, where the stakes are often high emotionally and financially.

The best real estate experiences usually happen when clients feel informed, protected, respected, and properly advised throughout the process.

That is the real work.

Everything else is simply part of the process.

Since you already made it this far, chances are real estate is somewhere on your mind. If you want a realistic conversation about buying or selling in Vancouver, can I help?