Low Rates, Low Activity: How Agents Can Turn It Around

Mortgage rates in the U.S. have dropped to an 11-month low, yet pending home sales continue to fall. Why are buyers holding back, how can agents restore their confidence, and what should sellers do when the market slows? Practical insights for real estate professionals inside.

Mortgage rates drop, but buyers stay cautious

According to Redfin’s latest report, the average U.S. mortgage rate has fallen to its lowest point in nearly a year. In theory, this should spark more activity — making homes more affordable and reviving demand. Yet, the opposite happened: pending sales have decreased across most regions.

The main reason lies in buyer psychology. After years of sharp rate hikes and soaring prices, many buyers no longer trust market stability. They expect rates to drop further or prices to fall — and hesitate, fearing to buy “at the top.” Economic uncertainty adds to this mindset: slower growth, inflation swings, and job market anxiety all make people wait.

Even with lower rates, home prices remain high. With a national median price around $420,000, a small rate drop doesn’t make the purchase feel affordable. Buyers are torn between acting now or waiting for “a better deal.” That’s where agents must step in — to bring clarity and confidence back into the decision.

Why waiting could cost your clients more

Many buyers assume waiting will save them money. But agents who can show the numbers often prove the opposite. For example, if today’s rate is 6.7% and a buyer waits for 6%, the monthly savings may be minimal — especially if home prices rise 2–3% during that time.

Lower rates also attract competition. Once borrowing becomes cheaper, more buyers return, listings move faster, and bidding wars return. Those who “waited” can end up paying more overall — both in price and in missed opportunities.

Agents should use real scenarios and mortgage calculators to demonstrate this. A simple long-term payment comparison often speaks louder than emotional arguments. And don’t forget to remind clients: rates can always be refinanced later, but the purchase price is locked in forever.

Helping sellers adapt to a slower market

When deals slow down, many sellers panic — “maybe I should wait until spring.” But markets don’t “return” to past conditions; they evolve. Waiting should be a strategic choice, not a reaction to headlines.

Agents should guide sellers to focus on what they can control:

• Pricing right from the start: Overpricing can cause a listing to sit for 60+ days, losing appeal.
• Presentation matters: High-quality photos, a video tour, and strong online visibility make a home stand out.
• Timing and positioning: Listing when local competition dips or when rates briefly stabilize can make a big difference.

Smart pricing and consistent marketing can outperform waiting for “better times.”

What agents can do right now

A slowdown isn’t bad news — it’s a call to act strategically. For agents, this is the moment to strengthen client trust and visibility. Offer short consultations for buyers: calculate real affordability, illustrate long-term gains, or show what “waiting” truly costs.

Remind clients that homeownership is a long-term decision. If the property fits their needs and finances work, there’s no reason to chase a perfect rate. Agents who help clients think strategically — not emotionally — become trusted advisors.

Meanwhile, use the quieter period to invest in your business. Refresh your website, update listings, improve your local SEO, or start a newsletter. While others pull back, you can strengthen your online brand and be ready when activity rebounds.

A pause in sales is not a crisis — it’s a reset

Falling rates but slower sales don’t mean a market crash — they mark a transition. Buyers are adjusting, sellers are learning patience, and agents have a window to prove their expertise.

Those who combine clear data, empathy, and actionable advice will thrive. Buyers need confidence, not hype. Sellers need strategy, not wishful thinking. While the market finds its balance, professionals who stay proactive will be the first to benefit when momentum returns.

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.
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