What's the most significant shift you've seen in buyer preferences in the current real estate market? How would you advise real estate professionals to adapt to this change?

Question

The real estate market is experiencing significant shifts in buyer preferences, reshaping the landscape of property transactions. Drawing from expert insights, this article explores twelve key trends that are influencing purchasing decisions in today's dynamic market. From lifestyle-first living to the growing demand for move-in ready homes, these changes reflect evolving priorities and pragmatic choices among property seekers.

Adam Chahl · Answer

For me, the most significant shift I've seen in buyer preferences recently is the demand for flexibility and lifestyle-first living. Buyers today aren't just asking about square footage or price; they're laser-focused on how a home fits into their daily lives. Whether it's a dedicated home office, outdoor space for entertaining, or walkable access to amenities, lifestyle has become the new luxury.
In my opinion, this shift was accelerated by the pandemic, but it's clearly here to stay. Even investors are looking at properties through that lens: "Will this layout appeal to a remote worker?" or "Does this suite have private space for multigenerational living?"
So, how should real estate professionals adapt? Stop selling properties and start selling possibilities. Show buyers how the home supports their day-to-day. Use video tours to highlight flexible floor plans. Talk about neighborhood conveniences, not just stats. And most importantly, ask the right questions early to understand what lifestyle your client is really chasing.

Jake Kennedy · Answer

One of the biggest shifts I've seen lately is a decline in interest around "projects." Not long ago, buyers seemed more enthusiastic about fixer-uppers, especially those needing cosmetic updates. Now, almost none of my clients are looking for that kind of project. It seems the HGTV effect is wearing off as people realize it's not as easy, fast, or cost-effective as it looks on TV.
Rising renovation costs, supply chain delays, and labor shortages have made even small updates feel daunting. Buyers are prioritizing move-in-ready homes, or at least ones with updated kitchens and baths, even if it means compromising a bit on location or size.
This means that we aren't selling "potential." We need to focus on what's already done. It's also smart to proactively help sellers tackle strategic updates before listing, which is where tools like Compass Concierge really shine (shameless plug)! Today's buyers want turnkey, and the closer a home is to "done," the faster it will sell—and often, for more.

Candice KausHagen · Answer

One of the biggest shifts I've seen in our market lately is how many buyers are now prioritizing neighborhoods that don't allow short-term rentals like Airbnb or VRBO. As our beach communities continue to grow, full-time residents are becoming more aware of how short-term rental-heavy neighborhoods can bring not only price volatility but also a host of everyday challenges that make long-term living less enjoyable.
For listing agents, this means being intentional: make it easy for buyers to know where a property stands on short-term rental restrictions—check the right boxes in the MLS and call it out clearly. For buyer's agents, it's about doing your homework. Know which neighborhoods have a high STR presence, which ones don't allow it at all, and everything in between. Most importantly, get to know your clients. Some are looking for a peaceful, community-driven place to call home. Others may value the flexibility to rent their property seasonally.

Jacob Naig · Answer

The biggest change I've noticed lately is less a shift in what people are buying than in how they are buying it, with an increased emphasis on pragmatic, budget-minded choices over aspirational purchases, particularly among younger buyers and those who have moved from costlier markets. It's no longer all about square footage or luxury finishes. Buyers are looking for functionality, ease of everything (including maintenance) and a clear path to affordability.
To illustrate, I've seen a lot of buyers gravitate toward smaller homes with energy-efficient systems and flexible layouts rather than large homes with formal dining rooms no one uses. One recent example had a couple I was working with select a 1960s ranch over a newer, larger build in the same neighborhood — not because it looked better (it didn't) but because it had new heating and cooling, a dry basement and a backyard that didn't require regrading. They cared more about peace of mind and lower maintenance costs than whether there was a quartz island or a soaker tub.
There's also a quietly increasing preference for homes that make it easier for multiple generations to live under one roof, or for a quick desk-and-chair setup in a guest room to allow work from home, even if it will mean finishing a basement or converting a garage into a bedroom themselves later. This is indicative of a shift in mindset: people are attempting to future-proof their home purchases, rather than just dazzle guests on move-in day.
What real estate professionals can do first is fine-tune the narratives they are using to describe properties. Since that dust has either settled, swirled away in a tornado or blown up toward a desert planet, we need some new messaging. Instead of relying on the old "dream home" message, we should be focusing on efficiency, potential ROI, adaptability and neighborhood stability. People don't want to feel like they're indulgent when they make a buying decision, but smart — which real estate agents should reflect back to them.

Mark Lumpkin · Answer

The key change I've observed is that today's consumers are not just in search of a house, but for a lifestyle experience. "Turnkey" homes are no longer just functional or furnished; they now also have to be emotionally resonant, design-forward, and flexible. Buyers prefer the story already written for them. They gravitate toward rooms that feel considered — finished basements that serve as makeshift studios, guest bedrooms that do double duty as offices, and thoughtful upgrades like moody accent walls and dramatic tile layouts that have the sensibility of belonging in a boutique hotel.
A big one: In a recent STR setup we did, we took a very typical three-bed suburban home and gave it a little of what I like to call 'The Good Treatment' (fluted paneling on the island, matte charcoal paint on the interior doors, artisan-looking tile in the bathroom). That property is now weeks away from being completely booked for months and has piqued the interest of several potential buyers. We need design to speak volumes, not whisper or get lost in the noise.
Agents need to start acting more like storytellers and set designers. Checking boxes on square footage or appliance brands is not enough. Instead, concentrate on visual and emotional coherence — what story does this home tell on first seeing it, and how do the finishes, fixtures, and plan support it? There is potential in pairing with a partner who knows both construction and design, rather than staging.
I would also recommend spending some time learning about materials. For example, from stock laminate flooring to wide-plank LVP in a desaturated tone that instantly gives a home an upscale vibe. Or updating flat hollow-core doors with shaker-style MDF and painting them a warm sage — that's a $200 swap per door and sets an entirely different tone for a space. These are the types of decisions that build credibility among today's buyers.

Erin Hybart · Answer

Lately, I've seen a significant shift where buyers are looking for homes with either an attached or detached ADU (Accessory Dwelling Unit). Some want the extra space for aging parents, while others see it as a great rental opportunity to help offset the mortgage. If you're an agent, it's smart to learn everything you can about ADUs and how to market them to buyers. If you're working with investors, look for ways to add a guest space or separate unit to help your property stand apart.

Richard Mews · Answer

What's the most significant shift you've seen in buyer preferences in the current real estate market?
I've seen a significant change: buyers now prefer home offices and flexible workspaces. They value these more than formal dining rooms and living areas. Remote work has changed how people view their homes. They are no longer just living spaces; they have become command centers. Buyers want fast internet. They need separate work areas, too. Homes should support video calls without interrupting family time. Location preferences have changed significantly. Many clients now prefer suburban and rural properties. They want more space and outdoor access, and they find better value there than in urban condos. Energy efficiency and smart home technology are now must-haves. Buyers want to save money over time and care about the environment. I also notice that buyers are deciding faster and making stronger offers. Inventory is tight. They know waiting might mean losing their dream home to faster competitors.
How would you advise real estate professionals to adapt to this change?
Real estate agents need to change their marketing strategies. They should highlight properties based on modern lifestyle needs. This means showcasing homes with workspaces. It also includes featuring tech features in virtual tours. Agents need to know suburban and rural markets well. They should also connect with local service providers. These are important for remote workers moving from cities. Marketing materials should highlight energy costs, smart home features, and outdoor living spaces. These factors have a significant impact on buyer choices and property values. Successful agents need to streamline their processes. This helps them make faster decisions. They should also expand their networks. This includes home office designers, IT specialists, and energy efficiency consultants. These experts can help buyers improve their work-from-home setups.

Martin Orefice · Answer

Affordability is the number one challenge in today's market. There's plenty of pent-up demand for homes, and we're actually seeing a lot more new listings than in recent months. However, those new listings are just sitting there because nobody can afford them. Part of this is due to a lack of inventory at the low end of the market, but economic uncertainty plays a huge role here as well. If you want to sell homes in this market, you need to reassure people that they'll be able to afford them not just now, but in the long run.

David Garner · Answer

All of my clients are foreign investors buying properties in the US. I've seen a huge shift away from multifamily syndications to single-family and small multifamily rental properties. My overseas buyers are more concerned with control over the asset and decision-making, and there is a definite shift away from previously popular coastal markets like California and Florida in favor of metros in the Midwest and Northeast. We get more inquiries now about markets like Cleveland than we do for Miami, which is the complete opposite of a year ago.

Martin Weidemann · Answer

A couple from Toronto booked an apartment with us last year—without ever setting foot in Mexico City. Why? Because our listing offered a 3D walkthrough, exact noise levels per room, and a digital concierge experience pre-check-in. They told me, "It felt safer than buying a flight."
That moment cemented the most significant shift I've seen in buyer preferences: modern real estate clients expect **radical transparency and digital control**. The emotional leap they're making—especially international or remote buyers—is enormous, and traditional listing photos or generic descriptions no longer suffice.
At RentMexicoCity.com, we began investing in tools like Matterport virtual tours, WhatsApp-driven pre-booking Q&A, and Google Street View embeds directly into listings. But we didn't stop at tech. We also shifted our tone—from 'agent selling a unit' to 'trusted advisor helping you land well.' That repositioning led to a 32% increase in direct inquiries and a 17% lower bounce rate across our portfolio.
My advice to real estate professionals: treat your listings like digital storefronts that must earn trust within seconds. Add full context—noise, Wi-Fi speeds, nearby construction updates—and make your buyer feel like they're already home. The ones who do this aren't just adapting to change—they're leading it.

Johan Hajji · Answer

One of the most notable shifts in buyer preferences across global markets, particularly in cities like Paris, London, and Dubai, is the increasing focus on long-term value, flexibility, and income stability. As economic conditions fluctuate and interest rates remain high, buyers and investors are moving away from purely speculative purchases and are instead prioritizing properties that offer consistent performance and tangible benefits.
In Paris and London, rising borrowing costs and inflation have made buyers more selective. Properties with high energy efficiency, functional layouts, and strong rental demand are seeing the most attention. There is a clear trend toward choosing homes and investment assets that are resilient in the face of regulatory changes, operating cost pressures, and shifting tenant expectations. Well-located properties with access to public transport, work-from-home capabilities, and low maintenance costs are now viewed as essential, not optional.
In Dubai, the shift has been toward income-generating, new-build properties in master-planned communities. International investors are attracted by Dubai's favorable tax environment, strong tourism sector, and policies that link real estate purchases to long-term residency. The focus is increasingly on rental yields, particularly in areas such as Downtown Dubai, Dubai Marina, and Business Bay, where demand from short-term tenants and remote professionals remains strong.
Across all three cities, there is also growing demand for digital transparency and convenience. Buyers expect virtual tours, detailed financial projections, and access to clear legal and regulatory information before engaging further. The purchasing process must be both efficient and data-driven to match the expectations of today's clients.
To adapt, real estate professionals need to adopt a consultative and analytical approach, offering more than just listings. It is essential to understand and communicate how a property aligns with specific buyer objectives, whether those involve yield, long-term capital growth, or regulatory exposure. Highlighting factors such as energy performance, occupancy potential, and cost predictability is now critical.
In this evolving landscape, success depends on the ability to provide tailored, strategic guidance, supported by up-to-date market insights and a deep understanding of what drives buyer decisions in competitive urban markets.

Sara Levy-Lambert · Answer

What's the most significant shift you've seen in buyer preferences in the current real estate market?
The biggest change we have seen in recent times is a move towards flexible and hybrid living options, with buyers increasingly looking to meld residential convenience with investment potential. "Today's buyers are not just looking for homes - they're looking to purchase properties that can provide extra income through short-term vacation rentals while they're away, moving far away from the era where homeownership was just considered a personal lifestyle choice to a strategic investment," said NAR's chief economist Lawrence Yun.
Take, for example, the meaningful increase in inquiries that we have seen at RedAwning for homes in leisure-based markets such as mountain towns and beach communities. Buyers who would have previously been only looking at pure residential homes are now more often thinking about rental potential in their property search. I recently talked to a couple from Seattle who, after time in a big city, wanted a second home in Colorado near the mountains that they could use themselves and rent out when they fly off to some other part of the world during ski season. This trade-up, trade-down mentality is one of the larger trends of pragmatism and financial foresight that is driving buyer behavior.
How would you advise real estate professionals to adapt to this change?
Real estate agents must adapt by expanding their knowledge base to include rental management and rental market analysis, so as to provide buyers with in-depth calculations of expected returns on a short-term rental property purchase. Instead of just focusing on home beauty or old standbys including school districts, agents must become proficient in conveying dual-pronged benefits - where quality of life meets financial reward.
A good adjustment would be finding ways to use data-driven platforms to estimate revenue potential and occupancy levels for buyers who are interested in short-term rentals. At RedAwning, we found out that agents who include our revenue forecasting and analytics tools on their listings see a huge boost in buyer interest. A friend in Florida, for instance, rewired the way he communicated with clients by sharing detailed earnings projections and seasonal market analyses directly with customers on a consistent basis, converting home shoppers on the fence into purchasers who were certain.

12 Significant Shifts in Buyer Preferences in the Current Market

12 Significant Shifts in Buyer Preferences in the Current Market

Lifestyle-First Living Reshapes Real Estate Landscape

Move-In Ready Homes Gain Popularity Over Fixer-Uppers

Short-Term Rental Restrictions Influence Buyer Decisions

Pragmatic Choices Dominate Current Real Estate Market

Design-Forward Homes Appeal to Experience-Seeking Buyers

ADUs Become Sought-After Feature in Properties

Home Offices and Flexible Spaces Drive Buyer Preferences

Affordability Concerns Shape Real Estate Market Dynamics

Foreign Investors Shift Focus to Smaller Properties

Digital Transparency Transforms Property Buying Experience

Global Buyers Prioritize Long-Term Value and Flexibility

Hybrid Living Options Blend Residential and Investment Appeal