In a market filled with uncertainty, hesitation becomes the default. Buyer pauses. The seller will have second thoughts. And if agents aren’t careful, they can fall into the same trap of waiting for clarity instead of actively fighting the myths of the real estate market.
But this is the reality. When there is clarity, confidence comes. And if you are confident, the contract will follow.
Recently, I sat down with David Childers, housing expert and president of Keeping Current Matters, to break down what’s really going on in today’s market and, more importantly, how agents can communicate it in a way that moves their clients forward.
This is because the agent who is winning now is not the agent with perfect predictions. They are people who are willing to provide an informed perspective.
Mr Childers said: “No one has a crystal ball…but the professionals who say, ‘This is what I see in the market right now,’ will win.”
The basis of clarity is not what will happen, but what will not happen. With that in mind, Childers shared three things that won’t happen in the future.
Understanding this allows agents to build professional opinions based on data, provide clients with the best information possible, and make the best decisions possible for them and their families.
1. Inventory will not flood the market
One of the most common fears buyers have right now is, “What if I buy and inventory explodes and prices drop?”
It sounds logical. But that’s not supported by the data. Childers clarified: “We do not operate in a market that is flooded with inventory like this.” Yes, inventory has increased slightly. But context is important.
Despite recent increases, most markets are still below pre-pandemic levels.
There are two main reasons for this.
Mr Childers said: “The average homeowner has gained about $128,000 in equity over the past six years.” That’s not the picture of a forced-to-sell market.
What this means for agents
Your role is important here. Consumers have extreme boom-or-bust thinking. But most markets don’t work that way. They normalize. Your job is to explain it clearly, consistently, and confidently. These are some slides where Childers provided visual data about what is actually happening.
Childers shared this graph showing inventory is up year-over-year, but remains 12.5 percent below pre-pandemic levels.
This chart shows that while inventory levels have been returning to pre-pandemic levels over the past few years, they are still below levels seen in 2017, 2018, and 2019.
2. Mortgage interest rates will not return to 3%
The second big hesitation? “I’ll wait until interest rates come down.” But here’s the problem. Waiting is often based on numbers that don’t come back. Childers said directly: “I can’t imagine a scenario where we go back to third or fourth place.”
“Mortgage rates are at their lowest levels in three years heading into the spring/summer market,” Childers said. This is the conversation your agent needs to have. This graph shows changes in mortgage interest rates since January 4, 2024.
Forecasts consistently point to a low 6-second range. Stability is emerging there. And when you crunch the numbers, the difference isn’t as dramatic as many consumers believe. This chart shows interest rate projections for the coming year from Fannie Mae, MBA, and Wells Fargo.
What this means for agents
Instead of debating whether interest rates will go down, move the conversation to:
Standby cost Opportunity loss Long-term stock growth
Because the real risk is not buying at today’s rates. It waits on the sidelines for yesterday’s market.
3. Housing prices haven’t crashed.
This is the third and most emotional concern. “Prices have gone up, so prices have to come down.”
But again, that assumption ignores the big picture. Mr. Childers pointed out that the long-term forecast is not for a decline but for a continued gradual rise. Even in a market with slightly lower prices, context is important.
He gave the following example: “Currently, the largest market for price declines is down about 5 percent, but it is up about 75 percent over the past five years.”
It’s not a crash. That’s normalization. This chart shows the quarter-over-quarter change in home prices for the fourth quarter of 2025, according to FHFA.
This chart shows the expected performance of home prices over the next five years based on the Fannie Mae Home Price Expectations Survey (HPES).
What this means for agents
You don’t have to convince your clients that the market is perfect.
All you need to do is show that:
What is actually happening, what could happen, and what it means for their situation
Because, as I often say, it’s not about timing the market. It’s time to hit the market.
The real differentiator: communication skills
This is where most agents get stuck. They have information but are afraid to share it. why? Because they don’t want to make mistakes.
Childreners gave a powerful analogy: “Physicians don’t make perfect recommendations. They gather the best information they can and make recommendations based on that best available information. Then they come back and gather additional information. They adjust their current recommendations based on new databases and changes that may have occurred.”
That’s exactly what your clients want from you. Not sure. Guidance based on the best available information.
The question that changes every conversation
One of the most valuable lessons from our conversation was simple but powerful. When a client asks, “What’s the market like?” instead of jumping in with an answer, ask:
“Tell me what you heard.”
Then listen.
This one question does two things.
It reveals their assumptions and gives them an opportunity to explicitly correct them.
The transition from there will be natural.
“Can I share what I’m currently seeing on the market?”
That’s how you lead.
Agents who win this market
This is not a market where you can win by waiting. This is a market where leadership wins.
It’s a market like this:
Information is important Perspective is important Communication is most important
Because in a world full of noise, agents of clarity become trusted advisors. Then, your trusted advisor will take the call.
Jimmy Burgess is Chief Coaching Officer of HomeServices of America and President of Berkshire Hathaway HomeServices. Connect with him on Instagram and LinkedIn.
