Historic Shifts in Buyer and Seller Trends
Every year, the National Association of REALTORS® (NAR) releases its Profile of Home Buyers and Sellers, offering valuable insights into consumer behavior and market trends.
The 2025 report shows just how much the housing landscape has shifted — and what it means for real estate professionals right now.
Fewer First-Time Buyers
Only 21% of buyers were first-timers this year — the lowest percentage ever recorded. The median age of first-time buyers is now 40, and the average down payment sits around 10%, the highest since 1989.
Why it matters: Younger buyers are being priced out, waiting longer to purchase, or facing tighter lending conditions. REALTORS® can play a key role by connecting clients with down payment assistance programs such as MSHDA Homeownership Programs.
Repeat Buyers Are Older and More Equity-Driven
The median age for repeat buyers is 62, and they’re putting down 23% on average — both record highs. These clients are often downsizing, relocating, or purchasing with cash after years of equity growth.
Why it matters: These clients value expertise, simplicity, and trust. Position your services to emphasize smooth transitions, local market knowledge, and stress-free closings.
Fewer Buyers with Children
Only 24% of all buyers have children under 18, another record low. This reflects smaller households, changing family structures, and lifestyle-driven moves
Why it matters: Highlight listings that appeal to these priorities — lower maintenance, flexible spaces, proximity to amenities, and home office potential.
Sellers Are Staying Longer
Homeowners now remain in their properties for 11 years on average before selling — the longest tenure ever recorded. Many hesitate to move due to low existing mortgage rates or affordability concerns.
Why it matters: Fewer moves mean tighter inventory. Educate potential sellers on how their equity can work for them, whether through upsizing, downsizing, or leveraging funds for investment opportunities.
Agent Takeaways
Adapt your buyer strategy: Focus on education, pre-approval readiness, and financial literacy.
Reframe seller conversations: Show how equity and market timing create opportunity even with higher rates.
Target lifestyle shifts: Market to downsizers, remote workers, and late-stage buyers looking for convenience and flexibility.
Leverage data: Use NAR reports in your marketing, listing presentations, and social content to position yourself as a market expert.
Stay Informed. Stay Connected.
The 2025 housing market reflects patience, strategy, and shifting demographics. As real estate professionals, understanding these patterns helps us better guide clients — and grow our business with confidence.
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