(Based on National Association of REALTORS® research)
- The Market Is Split: Equity-Rich Sellers vs. Struggling First-Time Buyers
- First-time buyers dropped to just 21% — the lowest ever recorded
- Median first-time buyer age is now 40 years old
- Meanwhile, repeat buyers are stronger than ever:
- Larger down payments (~23%)
- 30% paying cash
What this means…
- Sellers are often negotiating with financially strong buyers
- First-time buyers face real barriers (rates, rent, savings) → need strategy and guidance
- Homeowners Are Staying Longer (And Winning)
- Sellers now own homes for a median of 11 years (record high)
- Buyers expect to stay in their next home ~15 years
Insight:
Real estate is no longer short-term…it’s a long-term wealth and lifestyle decision.
- Inventory & Affordability Are Still the Core Challenge
- Limited inventory continues to push prices up
- Mortgage rates averaged ~6.7% during the study period
What this means:
- Buyers: Competition isn’t just about price; it’s about strategy and positioning
- Sellers: properly priced homes are still in high demand
- Buyers Are Older—and Their Priorities Have Changed
- Median buyer age: 59 years old (all-time high)
- Top motivations:
- Quality of neighborhood (59%)
- Proximity to friends/family (47%)
- Job proximity is declining in importance (31%)
Client takeaway:
Lifestyle > commute.
People are buying for how they want to live, not just where they work.
- The Rise of Multi-Generational & Flexible Living
- 14% of buyers purchased multi-generational homes
- Key drivers:
- Caring for aging parents
- Cost savings
- Adult children moving back home
Opportunity:
Homes with:
- ADUs
- Separate living quarters
- Flexible layouts
are in high demand and premium positioning
- Detached Homes Still Dominate—but Buyers Want Efficiency
- 76% purchased single-family homes
- New construction buyers want:
- Low maintenance
- Energy efficiency
- Existing home buyers want:
- Better value
Client insight:
There’s a clear split between convenience buyers and value buyers;;;marketing and pricing should reflect that.
- Buyers Still Rely on Agents (More Than Ever)
- 88% of buyers used an agent
- 91% of sellers used an agent
- FSBO is at an all-time low (5%)
This market is too complex to navigate alone—strategy, negotiation, and exposure matter more than ever.
- The Biggest Challenge for Buyers
- #1 difficulty: Finding the right home
- Average search time: 10 weeks
Reality:
Inventory—not price—is often the biggest obstacle.
- Sellers’ Priorities Are Clear
Top seller expectations:
- Market the home effectively
- Price it correctly
- Sell within a specific timeframe
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Takeaway
This market rewards strategy—not luck.
Sellers are sitting on record equity, while buyers who are prepared and guided correctly are still winning. The key is understanding where you fit in the market and making smart, data-driven moves.