What Buyer Activity Tells Us About the Housing Market
KCM • March 22, 2023
What Buyer Activity Tells Us About the Housing Market
Though the housing market is no longer experiencing the frenzy of a year ago, buyers are showing their interest in purchasing a home. According to
U.S. News:
“Housing markets have cooled slightly, but demand hasn’t disappeared, and in many places remains strong largely due to the shortage of homes on the market.”
That activity can be seen in the latest ShowingTime Showing Index, which is a measure of buyers actively touring available homes (see graph below):
The 62% jump in showings from December to January is one of the largest on record. There were also more showings in January than in any other month since last May. As you can see in the graph, it’s normal for showings to increase early in the year, but the jump this January was larger than usual, and a lot of that has to do with mortgage rates. Michael Lane, VP of Sales and Industry at ShowingTime+, explains:
“It’s typical to see a seasonal increase in home showings in January as buyers get ready for the spring market, but a larger increase than any January before after last year’s rapid cooldown is significant. Mortgage rate activity this spring will play a big role in sales activity, but January’s home showings are a positive sign that buyers are getting back out there . . .”
It's important to note that mortgage rates hovered in the low 6% range in January, which played a role in the high number of showings. What does this mean? When mortgage rates eased, buyer interest climbed. The jump in home showings early this year makes one thing clear – while rates may be volatile right now, there are interested buyers out there, and when mortgage rates are favorable, they’re ready to make their move.
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The oldest living generation today is often described as sitting on a tremendous amount of wealth. Much of it has been built slowly over decades, and a large portion of it is tied up in real estate — homes where decades of life took place — paid down slowly, maintained carefully, and held onto for years. Lately, there’s been a lot of talk about how that wealth will eventually be passed on to younger generations, and how it could dramatically change their lives. Some of the headlines make it sound as though heirs are simply waiting in the wings, ready to receive an inheritance and turn it into luxury purchases, second homes, or dramatic lifestyle upgrades. It can create the impression that the next generation is counting the days until they receive the wealth that took a lifetime to build, and the ways that it will be quickly spent. But in reality, that picture doesn’t reflect what many families actually experience. For many heirs, the wealth they inherit doesn’t arrive as money at all. It is often in the form of a home. And it usually takes time, effort, coordination, and decisions that aren’t simple to make, especially during an already emotional period before the house provides them with any form of money to spend on their own. Inheriting a Home Can Actually Be a Financial Burden When someone inherits a home, they haven’t inherited cash that can be used right away. They’ve inherited a property that comes with responsibilities, decisions, and ongoing costs. Even before anything can be sold, there are practical realities to manage. Property taxes still come due. Insurance needs to remain in place. Utilities, upkeep, and sometimes association fees don’t stop when they inherit the property. And if the home sits vacant, those expenses can actually increase, not decrease. There are often administrative steps to work through as well. Settling an estate, navigating probate timelines, coordinating paperwork, or addressing title issues can take longer than people expect or can easily manage. When multiple heirs are involved, decisions can become more complex, even when everyone has good intentions. All of this means there is often a long stretch between inheriting a home and being able to access any financial benefit from it. In fact, that in-between period can be especially challenging because it may also require them to spend their own time and money in order to maintain the property, at a moment when they are already dealing with loss and transition. The Money May Be Helpful… Just Not Life-Changing The phrase “generational wealth” can create unrealistic expectations. While some heirs do inherit properties worth millions, many inherit homes with far more modest equity — especially once mortgages, liens, repairs, and selling costs are factored in. For a lot of families, the proceeds from selling an inherited home won’t fund a luxury purchase or dramatically alter their lifestyle. Instead, it may: Pay down lingering debt Rebuild savings that were stretched thin Cover education expenses Serve as a long-awaited down payment on a home of their own Provide a financial buffer during uncertain times All of that is meaningful. But for most heirs, their inheritance is more about stability than it is an immediate path to a high-end lifestyle often imagined when people hear “generational wealth.” It Might Be Difficult to Talk About, But It’s Worth It Talking about what will happen to a home after someone passes can feel morbid, premature, or even unnecessary. Many homeowners plan to live in their home for the rest of their lives, and updating it or thinking about the future may not feel necessary. So if this isn’t an easy topic to bring up, that’s completely understandable. But avoiding the conversation doesn’t make the responsibilities disappear. It simply passes them along to your heirs, who must navigate decisions, logistics, and costs while also coping with loss. Thoughtful planning doesn’t have to mean selling early or making major changes. Often, it’s as simple as understanding the home’s condition, keeping records organized, knowing its likely market value, or having a clear sense of what will need to be done — and by whom — when the time comes. As difficult as it might be, the most meaningful thing you can do for yourself and your heirs is to start open conversations now and discuss how the house will eventually be handled. The Takeaway: Headlines about the “great generational wealth transfer” often make it sound like an entire generation is about to become extremely wealthy and start buying luxury real estate. Some heirs may use their inheritance that way. But for most, the reality is far less glamorous. Much of the inherited wealth comes in the form of real estate — homes that need upkeep, management, and careful decisions before any financial benefit can be realized. Proceeds from selling an inherited home can be meaningful (paying down debt, rebuilding savings, or helping with a down payment), but they rarely become a life-changing windfall. For most heirs, it’s about stability, not luxury. Open conversations and thoughtful planning now can help ensure that when the time comes, an inheritance provides support instead of unexpected financial or emotional stress.
The #1 Reason Buyers Walk Away (And How To Get Ahead of It) You may have seen headlines on social saying the number of buyers backing out of their contracts is on the rise – and has recently reached a high not seen since 2017. That can sound intimidating. But it varies a lot by market. And here’s the key thing to understand if you want to sell . A lot of the time, there’s one common cause. And it’s something you can actually control. Here’s what you can do to get ahead of the biggest dealbreaker before it ever becomes a problem. The Top Dealbreaker: Issues That Pop Up During the Inspection A Redfin survey shows over 70% of recently cancelled contracts happened because of issues during the home inspection (see graph below): And that makes sense. Because today’s buyers have something they didn’t have a couple of years ago: options . Why Fixing Things Before You List Matters More Today A few years back, when buyers felt rushed or boxed in due to the limited number of homes for sale, they were more willing to overlook issues. But in today’s market, skipping essential repairs is one of the fastest ways to lose a deal. Now that there are more homes to choose from, buyers can be more selective. If a house feels risky, outdated, or like it’s hiding expensive surprises, they’re a lot more likely to walk away. So, what do you have to fix? Just ask an agent. How Your Agent Can Help Give You the Edge A local agent will be able to walk through your house and offer advice on what to tackle based on your specific home, your market, and what buyers are prioritizing in your area. They'll also have first-hand knowledge about some of the biggest turnoffs for buyers today. And you can use that expertise to prevent future headaches. For example, according to Zillow, these are some of the issues buyers will care the most about: Roof leaks or damage: sagging, leaking, etc. Plumbing problems: standing water, leaks, water damage, etc. Electrical concerns: outdated or exposed wiring, missing GFCI outlets, etc. HVAC issues: non-functioning units Pest or insect damage : termite colonies, etc. Hazardous materials: lead, mold, asbestos, etc. Safety/code violations : missing smoke detectors, windows stuck closed, etc. Structural problems : cracks in the foundation, sagging floors, etc. Odds are not all of this even applies to your house. Maybe only 1-2 things do. Or maybe none of them do. It just depends. But an agent will have the tools and resources to help you figure it out and stay one step ahead. The Benefits of a Pre-Listing Inspection To buyers, these aren’t cosmetic issues. They’re trust issues. And that’s what you need to watch out for today. Once buyers start wondering “what else might be wrong,” it’s hard to recover momentum. That’s why some agents are even recommending a pre-listing inspection as a sneak peek into what buyers will see on their own inspection. With that insight, you can: Fix concerns before you list, or disclose issues upfront Avoid having to respond or negotiate under pressure Stop scrambling to find contractors with availability before your closing date But remember, you don't have to fix everything . You just have to be strategic about what you do tackle, so you and your buyer aren’t caught off guard. And that’s why you need an agent who can: Decide if a pre-listing inspection is worth it where you live Recommend a trusted inspector (if you decide to get one) Look at the results with you to identify true dealbreakers in your market Help you decide what to fix or what to credit Make sure you avoid over-spending or under-preparing Bottom Line One of the biggest dealbreakers for buyers today is inspection issues – and that’s something you can control. You just need to be proactive about high-impact repairs before you list. If you want help figuring out where to focus, let's connect so we can keep your sale on track from day one.
The oldest living generation today is often described as sitting on a tremendous amount of wealth. Much of it has been built slowly over decades, and a large portion of it is tied up in real estate — homes where decades of life took place — paid down slowly, maintained carefully, and held onto for years. Lately, there’s been a lot of talk about how that wealth will eventually be passed on to younger generations, and how it could dramatically change their lives. Some of the headlines make it sound as though heirs are simply waiting in the wings, ready to receive an inheritance and turn it into luxury purchases, second homes, or dramatic lifestyle upgrades. It can create the impression that the next generation is counting the days until they receive the wealth that took a lifetime to build, and the ways that it will be quickly spent. But in reality, that picture doesn’t reflect what many families actually experience. For many heirs, the wealth they inherit doesn’t arrive as money at all. It is often in the form of a home. And it usually takes time, effort, coordination, and decisions that aren’t simple to make, especially during an already emotional period before the house provides them with any form of money to spend on their own. Inheriting a Home Can Actually Be a Financial Burden When someone inherits a home, they haven’t inherited cash that can be used right away. They’ve inherited a property that comes with responsibilities, decisions, and ongoing costs. Even before anything can be sold, there are practical realities to manage. Property taxes still come due. Insurance needs to remain in place. Utilities, upkeep, and sometimes association fees don’t stop when they inherit the property. And if the home sits vacant, those expenses can actually increase, not decrease. There are often administrative steps to work through as well. Settling an estate, navigating probate timelines, coordinating paperwork, or addressing title issues can take longer than people expect or can easily manage. When multiple heirs are involved, decisions can become more complex, even when everyone has good intentions. All of this means there is often a long stretch between inheriting a home and being able to access any financial benefit from it. In fact, that in-between period can be especially challenging because it may also require them to spend their own time and money in order to maintain the property, at a moment when they are already dealing with loss and transition. The Money May Be Helpful… Just Not Life-Changing The phrase “generational wealth” can create unrealistic expectations. While some heirs do inherit properties worth millions, many inherit homes with far more modest equity — especially once mortgages, liens, repairs, and selling costs are factored in. For a lot of families, the proceeds from selling an inherited home won’t fund a luxury purchase or dramatically alter their lifestyle. Instead, it may: Pay down lingering debt Rebuild savings that were stretched thin Cover education expenses Serve as a long-awaited down payment on a home of their own Provide a financial buffer during uncertain times All of that is meaningful. But for most heirs, their inheritance is more about stability than it is an immediate path to a high-end lifestyle often imagined when people hear “generational wealth.” It Might Be Difficult to Talk About, But It’s Worth It Talking about what will happen to a home after someone passes can feel morbid, premature, or even unnecessary. Many homeowners plan to live in their home for the rest of their lives, and updating it or thinking about the future may not feel necessary. So if this isn’t an easy topic to bring up, that’s completely understandable. But avoiding the conversation doesn’t make the responsibilities disappear. It simply passes them along to your heirs, who must navigate decisions, logistics, and costs while also coping with loss. Thoughtful planning doesn’t have to mean selling early or making major changes. Often, it’s as simple as understanding the home’s condition, keeping records organized, knowing its likely market value, or having a clear sense of what will need to be done — and by whom — when the time comes. As difficult as it might be, the most meaningful thing you can do for yourself and your heirs is to start open conversations now and discuss how the house will eventually be handled. The Takeaway: Headlines about the “great generational wealth transfer” often make it sound like an entire generation is about to become extremely wealthy and start buying luxury real estate. Some heirs may use their inheritance that way. But for most, the reality is far less glamorous. Much of the inherited wealth comes in the form of real estate — homes that need upkeep, management, and careful decisions before any financial benefit can be realized. Proceeds from selling an inherited home can be meaningful (paying down debt, rebuilding savings, or helping with a down payment), but they rarely become a life-changing windfall. For most heirs, it’s about stability, not luxury. Open conversations and thoughtful planning now can help ensure that when the time comes, an inheritance provides support instead of unexpected financial or emotional stress.
