As interest rates remain elevated, real estate professionals are operating in a high-stakes, high-resistance environment. Buyers are cautious, sellers are hesitant, and the friction between aspiration and affordability is growing. But amid the challenge lies opportunity for those willing to adapt.
This article is a tactical guide for agents navigating today’s interest-sensitive market. Backed by proprietary research from Luxury Presence, it outlines strategies for driving success on both sides of the transaction, building durable pipelines, and positioning your brand for growth, regardless of what the Federal Reserve does next.
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- Understand buyer psychology in a rate-conscious climate
- Empower sellers with strategy and clarity
- Hone your negotiation skills for the new market math
- Leverage professional networks to unlock hidden opportunities
- Invest where it counts
- Be the expert
- Build your brand to win the long game
- Positioning for success with Luxury Presence
Understand buyer psychology in a rate-conscious climate
Buyers are still in the market, but they are operating with heightened scrutiny. The Luxury Presence 2024 marketing report found that more than 20 percent of surveyed agents expect fewer buyers to use representation in light of recent compensation changes and increased cost sensitivity.
Agents must reestablish their value proposition. This means emphasizing long-term affordability over short-term sticker shock and using data to support creative financing solutions. High-GCI agents are leading here by maintaining strong follow-up practices and staying present in their clients’ lives well beyond the first showing. In fact, 80 percent of top earners actively solicit testimonials and referrals, more than 1.5 times the rate of lower-earning peers.