The agents who consistently reach their goals recognize moments like this for what they are: Not guarantees, but opportunities, ERA President Alex Vidal writes.
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If you’ve worked in real estate for more than one market cycle, you know that the market is never static. Conditions evolve, consumer sentiment rises and falls, and timing matters. What’s different about this moment is not just what’s happening in the market, but how people feel about it.
This is one of those moments. And it represents real opportunity.
The past few years following the post-pandemic boom have tested even the most experienced professionals. Historically low sales, limited inventory, record-high prices and affordability challenges driven by elevated mortgage rates created hesitation on both sides of the transaction. Many consumers simply pressed pause.
Today, that pause is starting to lift.
As I always say in my agent coaching sessions, preparation is critical. Understanding national market drivers like mortgage rates — along with the local nuances that define every pocket of your market — puts you in a position to lead. Not because everything is suddenly “easy,” but because clarity is returning.
The great market reset and what it unlocks
When I first joined ERA in 2023, no matter where I traveled to visit our affiliates, agents were navigating remarkably similar conditions. Inventory was tight, prices were climbing, homes were flying off the shelves, and sellers held the advantage. Buyers, meanwhile, were often discouraged before they even began.
Today, we’re seeing prices stabilize, with modest gains in some markets and slight losses in others. Combined with rising inventory levels, this signals a shift toward a more balanced market, though inventory and pricing remain highly localized.
That balance is important. It creates space for conversation, for choice, and for more thoughtful decision-making.
Armed with local insight, agents are uniquely positioned to advise buyers and sellers who may still be reacting to national headlines or tuning them out entirely. This is where our value shines. As the market resets, we have the opportunity to explain what’s happening right now, what it means in real terms and how clients can move forward with intention.
The best agents I’ve known have always been more teachers and counselors than salespeople. With many consumers still uncertain about today’s market, the opportunity is clear: Lead as trusted advisors who bring perspective and calm.
The mortgage rate tipping point
A key driver of this renewed momentum is mortgage rates and the psychology surrounding them.
In July 2025, NAR reported that if mortgage rates reached 6 percent, a median-priced home would become affordable to 5.5 million more households. NAR also projected that 550,000 renters would buy a home over the next 12–18 months if rates hit that threshold.
We’re now there.
On Feb. 25, rates dipped to 5.99 percent. For homeowners who secured COVID-era rates in the 3 percent to 4 percent range, this creates the potential to ease the long-standing “lock-in effect.” We started 2026 with more homeowners carrying mortgage rates above 6 percent than those with rates at 3 percent or below, and that number may continue to grow in the months ahead.
This isn’t an automatic surge. But it is a signal.
For many consumers, a 6 percent rate represents more than a financial calculation. It represents permission. Permission to reengage, to explore options and to believe a move is possible again.
The return of spring selling season
Spring has traditionally been a season of heightened activity in real estate. That seasonality largely disappeared during COVID, when intense competition and limited inventory flattened the typical spring spike. Over the past three years, spring activity has been well below historical norms. In fact, last year’s spring home sales were the lowest in 13 years.
As we move into a more balanced market with mortgage rates around 6 percent, we may see buyers and sellers re-enter the market this spring, motivated by the possibility of being settled into their next home by late summer or early fall.
When consumers decide whether it’s the “right time” to move, they tend to focus on three key factors: price, condition and rates.
Price
Home prices are holding steady, with moderate increases in most markets. That stability benefits buyers by reducing the pressure created by inflated demand. Buyers have more negotiating power, whether that’s on price, credits at closing or buying down mortgage rates.
Sellers, meanwhile, are still benefiting from appreciation and can often leverage earned equity toward their next down payment.
Condition
Move-in-ready homes continue to attract strong interest and sell quickly. Homes requiring updates may stay on the market longer and sell below list price. Some buyers are open to projects, but sellers should expect negotiations around price or concessions.
Agents play a critical role in helping clients align expectations with urgency, whether that means waiting for the perfect turnkey home or prioritizing the most important needs during a life-driven move.
Rates
A 5.99 percent mortgage rate carries psychological weight as much as financial impact. Beyond affordability, it reinforces a sense of financial stability often enough to prompt action.
Reframing the conversation with sellers
For many sellers, it’s been years since their last transaction. Their expectations are shaped by past experiences or what a neighbor’s home sold for last year. In moments like this, sellers aren’t resistant; they’re simply operating with outdated reference points.
This is where agents have an opportunity to lead.
Pricing correctly remains critical. Overpricing leads to longer days on market and, increasingly, price reductions that could have been avoided. Market-savvy agents who can clearly explain today’s conditions and have thoughtful, transparent conversations help sellers optimize outcomes.
It’s also important to understand seller mindset. Pricing for speed versus pricing for maximum return are different strategies, and neither is wrong. Shifting the conversation from list price to equity can be powerful. Many sellers who’ve owned their homes for several years have built meaningful equity, positioning them well for their next move, even in a more balanced market.
Some things remain the same
Yes, we are in the midst of a market reset. Our approach evolves. Our conversations deepen. Our questions become more nuanced.
What doesn’t change is our commitment to being the smartest agent in the room, the professional with the clearest insight and the strongest counsel. The agents who consistently reach their goals aren’t waiting for perfect conditions. They recognize moments like this for what they are: Not guarantees, but opportunities.
And opportunities, when seized with preparation and confidence, have a way of changing everything.
Alex Vidal is the president of ERA Real Estate.
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