Two Markets, One Mission: What NAR’s 2025 Buyer & Seller Report Means for Realtors®

Nov 8

Recently, the National Association of REALTORS® (NAR) released its 2025 Profile of Home Buyers & Sellers—and it confirms what many of us already feel every day in the field: this is not your average market.

There are two very different buying experiences happening right now. On one side, we have older, equity-rich buyers coming in with cash and confidence. On the other, first-time buyers are being priced out or pushed back, navigating affordability hurdles, debt, and low inventory.

If you’re a working agent, this report isn’t just data—it’s your playbook. Let’s break it down and look at how you can use this to better connect with your clients, price more strategically, and position yourself as the expert buyers and sellers need right now.

First-Time Buyers Are Older—and Fewer

This year’s report shows only 21% of homebuyers were first-timers, a record low. The median age of a first-time buyer is now 40—also a record.

That means the “starter home” mindset we’ve built content and marketing around for years? It might be time to evolve that message.

First-time buyers today are older, often carrying student loan debt, and need a deeper level of guidance. Your role isn’t just to help them find a home—it’s to help them navigate the financial, emotional, and practical realities of buying in 2025.

Cash Is Dominating the Conversation

26% of buyers paid all cash in 2025. And repeat buyers? They’re putting down an average of 23%.

If your buyer clients are up against cash-heavy offers, it’s essential to arm them with strategy—whether it’s early pre-approvals, lender relationships, or helping them find unique seller incentives.

And for your sellers? Educate them on what these offers mean. Cash might not always be the highest bid, but it’s often the cleanest. Helping them understand the trade-offs will position you as a trusted advisor in every scenario.

People Are Staying Longer—and Settling In

Buyers are thinking long-term. 28% called their new home their “forever home”, and sellers are staying in place for 11 years on average.

This changes how we talk about value. People want homes that work now and in the future—think accessibility, efficiency, lifestyle fit.

Sellers, meanwhile, are navigating life transitions: downsizing, retirement, relocation. Your messaging and consultations need to meet them where they are—not where they were five years ago.

Affordability & Inventory Still Lead the Pain Points

High prices and limited inventory continue to frustrate a significant portion of would-be buyers, especially those entering the market for the first time.

This is where your creativity as an agent becomes your superpower.

Whether you’re pointing clients toward local programs, educating them on financing options, or helping them set a more strategic home search timeline, your role is to remove obstacles—not just open doors.

Clients Still Rely on Agents—And That’s Not Changing

Despite the rise of tech tools, 88% of buyers and 91% of sellers used a real estate agent in 2025. FSBO activity is at its lowest point ever.

That’s validation.

Buyers and sellers aren’t looking for shortcuts—they’re looking for partners who can interpret data, advocate for them, and close with confidence. Be that partner. Show up consistently. Offer more than just listings.

Agent Takeaways: What You Can Start Doing Today

Know your buyer types. First-timers, repeat buyers, cash clients—each needs a different approach.
Refresh your seller presentations. Use this data to demonstrate value, help set realistic expectations, and show where offers are coming from.
Tailor your marketing. Focus on lifestyle, low-maintenance living, long-term investment—not just square footage.
Partner with lenders. The right finance team can help your clients compete even in cash-heavy markets.
Educate with intention. Whether it’s through blogs, social content, or face-to-face consults, be the professional who brings clarity.

Final Thoughts: Use the Data to Build Trust

The NAR 2025 report paints a picture of contrast—but also of opportunity. Buyers and sellers alike are more discerning, more data-aware, and more in need of strong, smart guidance.

That’s where you come in.

Be the expert. Be the educator. Be the strategist. When you lead with knowledge and empathy, you don’t just win clients—you keep them for life.