Gap Between First-Time Buyers and Cash Buyers: A Realtor’s Strategy

First-time buyers are rapidly leaving the market: according to NAR, their share dropped to 21% in 2025 — the lowest in history. More transactions now involve cash or large down payments. This article explains how agents can adjust marketing, serve both groups effectively, and leverage MyRE technology to stay ahead.

Why the Buyer Mix Shift Matters Now

According to the National Association of REALTORS® (NAR), first-time buyers dropped to just 21% in 2025 — a record low. Rising home prices, larger down payments, and growing debt loads have pushed many young families out of the market.
At the same time, cash-backed purchases are surging. Zillow and Redfin report that in some local markets, up to 40% of all home sales are cash deals. For real estate agents, this shift means one thing: time to rethink marketing strategies and client focus.

Helpful tip!: Review your client database and separate leads into “first-time buyers” and “cash/investor” categories. Tailor your communication and follow-up plans for each to deliver a more relevant client experience.

Helping First-Time Buyers Overcome Barriers

First-time buyers often need more than listings—they need education and confidence. Many don’t fully understand the financing process or available assistance programs that can help them qualify for a mortgage.
Agents who guide them step by step become trusted advisors and build long-term loyalty. Here’s what can help:

• Provide clear information about federal and state assistance programs (FHA, VA, USDA, HomeReady, and others).
• Refer them to loan officers who specialize in first-time buyer financing.
• Offer a structured buying roadmap: credit check, savings plan, and debt evaluation.
• Create short, educational content—videos, guides, and checklists—hosted on your website.

With a professional MyRE website, you can feature a “Buyer Resources” section, mortgage calculators, and IDX-integrated listings designed specifically for new buyers.

Helpful tip!: Keep your website updated with local and national assistance programs. Add real client success stories to your blog—this not only builds credibility but also improves your SEO ranking.

Working With Cash Buyers Requires a Different Approach

Cash buyers and high-equity clients expect speed, precision, and strong market knowledge. They’re not driven by emotion but by ROI—property value growth, rental potential, and quick transaction turnaround.
For these clients, your website can be your strongest asset. A MyRE-powered site can include market analytics, rental yield data, and custom “Featured for Cash Buyers” sections that position you as an expert, not just a salesperson.

Helpful tip!: Add a dedicated category on your website highlighting listings ideal for cash buyers—short days on market, recent price reductions, or properties with strong rental potential.

Marketing in a Divided Market

The U.S. housing market in 2025 has clearly split: first-time buyers are struggling, while cash-rich investors are driving much of the activity. Agents who adapt their marketing to serve both groups will stay ahead of competitors.
Consider these practical steps:

• Create two clear user journeys on your site — “Buying My First Home” and “Buying as an Investor.”
• Use chatbots or AI assistants to pre-qualify visitors and collect lead information automatically.
• Publish blog articles optimized for popular queries like “first-time buyer help 2025” or “cash buyers real estate USA.”
• Integrate contact forms and surveys to learn about clients’ goals and financing preferences.

MyRE can help you integrate these tools directly into your website, so your digital marketing and lead generation work seamlessly.

Helpful tip!: Monitor your website analytics to see which pages convert best. Use that data to adjust your strategy and improve overall performance.

Technology Turns Challenges Into Opportunities

A shrinking pool of first-time buyers isn’t a crisis—it’s a turning point. Realtors who embrace technology and data-driven marketing are thriving despite market shifts.
At MyRE, we help U.S. real estate agents build professional, IDX-connected websites that combine design, analytics, and automation. From first-time buyer resources to investor dashboards, every feature can be customized to fit your brand.
With ongoing technical support, you’ll always stay ahead as market trends evolve.

Helpful tip!: Start by upgrading your website—it’s no longer just a digital business card but your most powerful sales tool. MyRE will help you set up buyer and investor sections that keep leads coming in year-round.

At MyRE, we know how fast the U.S. real estate market evolves — mortgage rates, buyer behavior, inventory levels, and marketing trends shift every month.
Our weekly insights help REALTORS® stay ahead of the curve, understand market changes, and make smarter business decisions.

Every strategy, tool, and technology we cover here — from IDX and CRM to automated marketing — is available inside your MyRE website.

You don’t need to be a tech expert — our platform makes modern real estate solutions simple, effective, and ready to use.

Start exploring smarter ways to grow your business today.

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