NAR data points to buyers, sellers who may be closer to moving
NAR data highlighted during the association’s recent Legislative Meetings points to several groups who may be closer to buying or selling than they realize, including longtime owners, younger sellers with equity, renters, pet owners and first-time buyers with questions about financing.
Some future buyers and sellers may not be waiting for the perfect market. They may simply need help seeing that their next move is more realistic – or closer – than they think.
During the recent National Association of Realtors© Legislative Meetings in Washington, D.C., Dr. Jessica Lautz, deputy chief economist and vice president of research, highlighted 10 potential customers who don't realize it, using buyer and seller data to show where Realtors® could find opportunity in everyday conversations.
Lautz said there are several groups worth a closer look:
- Owners who bought about 10 years ago. The median length of ownership among home sellers was 11 years in 2025, meaning some owners who bought a decade ago may be nearing a typical move window.
- Owners who may not know how much equity they have. NAR data shows many first-time sellers are younger homeowners, including 72% of young millennial sellers and 52% of older millennial sellers.
- First-time buyers who think they need 20% down. NAR data shows the typical down payment was 10% for first-time buyers in 2025, compared with 23% for repeat buyers.
- Younger buyers using more than savings. Younger buyers used a mix of funding sources, including financial assets, gifts or loans from family and friends, and community or government down payment programs.
- Gen Z buyers who think student debt shuts the door. Gen Z buyers made up 4% of all buyers, and 31% have student debt.
- Buyers who think they have to wait for a partner. Married couples made up 50% of first-time buyers in 2025, down from 75% in 1985. Single women, unmarried couples, single men and roommate households all made up larger shares than they did four decades ago.
- Baby boomers who say they want to downsize. NAR data shows housing-size changes vary by generation, and not every older buyer is moving smaller. For some, the next home may be about comfort, layout or lifestyle instead of square footage alone.
- Renters without kids at home. The share of buyers with children under 18 fell to 20% in 2025, down from 58% in 1985. That means many households shopping for homes today may be making decisions without school-age children driving the move.
- Pet owners. NAR data shows 71% of households have pets, and 16% of home buyers factored pets into their neighborhood choice.
- Higher-earning renters ready for the next step. Buyers cited job changes, nicer home features, a better area and a larger home as top reasons that would cause them to move.
The takeaway: Some potential customers may not be raising their hands yet. But a conversation about timing, financing, household needs or lifestyle changes could help them understand what is possible.
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