Buyer and sellers just broke age-old record

Defending the American Dream

On this Veteran’s Day, we want to take a moment to thank those who have given so much to defend our wonderful country.

The United States is truly special, and one of its most important hallmarks has been the pursuit of the American Dream.

Homeownership, as you’ll see in our second story, remains a central pillar of that dream. 

But in this era of rising prices and affordability problems, far too many people are finding that dream to be out of their reach.

We’ll say it here and we’ll say it below – if we want to protect that dream, we must urge our public officials to find ways to increase the housing supply. It’s time we start prioritizing these changes, so we can give more Americans a clearer path to buying a home.

With that, we once again salute all our veterans who defended this country and that dream.

- James and David

Home buyers and sellers hit record age

Buyers and sellers are now older than at any point on record. According to NAR’s 2025 Profile of Home Buyers and Sellers, the typical seller is now 64 years old (up from 47 years old in 2005), while the typical buyer is 59 years old. The typical first-time buyer is also a record 40 years old. 

These older sellers are typically financially comfortable, largely white, and motivated by lifestyle changes rather than economic pressures. Here are other key trends to know:

• Record-high tenure Is tightening inventory – Homeowners are staying put for a median of 11 years, nearly double the average tenure of the early 2000s. Low mortgage rates, emotional attachment, and comfort with existing homes are limiting supply and keeping prices firm.

• Lifestyle and Family Ties Drive Moves – The top reason for selling is to move closer to friends or family (26%), followed by changes in home size or family situation. These moves are less about profit-taking and more about personal connection, signaling a market driven by life stage rather than speculation

Our take

This is the new reality for the market. Older homeowners are sitting on record equity and low mortgage rates, with not much incentive or eagerness to move. Until mobility among this group increases, housing turnover will remain sluggish, and agents will need to focus less on financial incentives and more on the life-stage motivations driving every move. The full effects of this trend have yet to be felt, but agents will need to adapt to it soon.

How the lack of homeownership is reshaping American lives

Rising home prices and high mortgage rates aren’t just reshaping budgets, they’re reshaping lives. According to Coldwell Banker’s 2025 American Dream Report, 71% of aspiring homeowners are delaying major life milestones like marriage, children, and career changes until they can buy a home. 

Even as affordability worsens, most Americans still view homeownership as central to the American dream. They’re just redefining how and when they pursue it.

• Gen Z most likely to report delays — 84% of Gen Z respondents saying they’re putting off major life steps — even pet ownership — until they can buy. Their caution reflects both economic anxiety and a generational shift toward seeing homeownership as a prerequisite for stability.

• Homeownership Still Defines the American Dream — 56% of respondents still say owning a home defines the American dream, ahead of starting a family, building a career, or retiring by 67. Yet more than half don’t expect to own a home until age 40 or later, signaling a delayed, but undiminished, pursuit of ownership.

• Changing the vision of ownership — Coldwell Banker notes that buyers are becoming more willing to buy smaller homes, consider fixer-uppers, or expand their search areas. With easing rates and slower price growth expected in 2026, that realistic mindset could finally open doors for first-time buyers.

Our take

As two people who came to this country to pursue the American Dream, the pursuit of a home has been central not just to our lives, but the lives of our clients. This survey just shows that the power of that dream is so strong that people are building their lives around achieving it. In some ways, it’s inspiring; in other ways, it’s disheartening. This shows us how distorted the path to stability has become. This is why we strongly urge public officials to make increasing the housing supply a top national priority.

Where investors are buying at a discount

Investors continue to be net buyers in the housing market, purchasing more homes than they sell each year. In the first half of 2025, investors bought about 41,000 more homes than they sold – a 10.8% wider gap than the same period in 2024 – driven by a sharper slowdown in selling activity than in buying.

According to Realtor.com, since the start of the pandemic, investors have accumulated a net gain of about 726,000 homes, underscoring their sustained dominance in the market.

Here are the top 5 states and metros where investors paid below the median purchase price in percentage terms:

Our take

Investor activity hasn’t just persisted, it’s become more strategic. Buying at steep discounts in markets like Detroit and Baltimore suggests investors are targeting undervalued metros with strong rental demand or long-term appreciation potential. Even as typical buyers pull back, investors are quietly expanding their footprint where prices are lowest and competition is lightest. It’s a reminder that investors often find opportunity where others only see risk. Agents who understand these moves can better source more deals for investors and help sellers position their properties more effectively.

Schematics

The news that just missed the cut

• Trump proposes a 50-year mortgage

• 5 direct mail pieces that will generate real estate listings

• Best home mortgage lenders to use when dealing with investors

• Best places to live in the US 

• Rob Lowe sells his Beverly Hills mansion AFTER cutting $2.5 million from his ask

Foundation Plans

Advice from James and David to win the day

As a rule of thumb, at least 10% of your database should buy or sell with you every year. These kinds of results only happen IF your communication with your clients is regular and systematic. Today, as part of our prep for 2026 series, we’d like to offer you some advice on how to set up your database for success:

Put ALL your contacts in your database – Purchase a good CRM, and take the time to gather phone numbers, email addresses, and social media information for each entry. Enter your past clients, people from your sphere of influence, and buyers who bought your listings. Many times, they worked with another agent, but you are adopting them. You may also add your professional sphere of influence, like home inspectors and mortgage lenders. Add details to each person to help you remember them. 

Commit to adding at least five new people per week – Get into the habit of exchanging information on the spot when you make new connections. You don’t need to be pushy or salesy, but don’t be shy to share who you are and what you do. Genuinely believe in what you do because we agents actually add value to people’s lives. 

Update your database weekly as part of your daily minimum standards – Commit to never letting it get out of date, become neglected, out of control, or unwieldy. Simply put, if it’s hard to use, then you won’t be able to use it!

Change your mindset about your database – Don’t think of updating your database as a chore. When done right, not only will it pay dividends in deals, you’ll actually build an asset you can sell later in your career. A well-kept book of business is a valuable thing. Never forget that. 

If you want advice on what CRM to use, then see here, here, and here.

Just in Case

Keep the latest industry data in your back pocket with today’s mortgage rates:

“You’ve gotta keep control of your time, and you can’t unless you say no. You can’t let people set your agenda in life.” — Warren Buffett

Don’t let events or other people set your agenda. Stay ruthlessly focused on your goals — your time is limited, and you only get one life. Make the most of it. Have a wonderful holiday and week. We’ll see you back here on Friday!

- James and David