Smaller Buyer Pool, Bigger Stakes

This week, our house officially went on the market. Getting to this point has been a whirlwind of cleaning, staging, and making sure every detail was just right for the open house and future showings. Selling a home always brings a mix of excitement and nerves, but this time, it’s impossible to ignore the bigger picture shaping today’s housing market.

A recent study really stood out to me: only about one in eight renters in the U.S. can currently afford to buy a median-priced home. Just a few years ago, that number was closer to one in six. Rising home prices and higher mortgage rates have steadily pushed affordability out of reach for many households. For sellers like me, that means the pool of potential buyers walking through the door is smaller than it used to be.

At first, I’ll admit, that statistic made me uneasy. The availability of fewer buyers suggests less competition, fewer offers, and a longer wait before finding the right match. But the reality is more nuanced. While affordability is stretched, the buyers who remain in the market tend to be serious. They’ve budgeted carefully, done their research, and are motivated to move before conditions shift again. That determination changes the equation.

For sellers, this landscape is a reminder to keep expectations realistic. Pricing a home competitively matters more than ever. Overpricing can cause a property to linger, while thoughtful pricing helps generate momentum. Flexibility is another factor that can make a difference – whether it’s being open to varying closing dates, accommodating inspection requests, or even offering small incentives to offset upfront costs. Today’s buyers are cautious, but they are also eager when they find the right fit.

The market is not the frenzy it was in 2021 or 2022, when multiple offers poured in overnight, often far above the asking price. But homes are still moving, especially when sellers understand the pressures buyers are navigating. For me, that shift reframes the process. Instead of waiting for dozens of offers to appear, the focus is on connecting with the right buyer – the one whose goals and circumstances align with what we’re offering.

Following Sunday’s open house, I keep circling back to that “one in eight” number. It’s sobering, yet it underscores how valuable genuine interest from a qualified buyer really is. Selling a home in 2025 is no longer just about speed; it’s about strategy, patience, and creating the conditions for a strong match.

And in that sense, the story of my own home sale mirrors the housing market itself right now: a smaller buyer pool, bigger stakes, but still, plenty of opportunity.

Paige Johannesen