The real estate market continues to evolve, and one of the most important ways for agents to stay ahead is by understanding who today’s buyers and sellers are. The latest findings from the National Association of REALTORS® generational trends report highlight significant shifts in age, behavior, and purchasing power that are shaping the housing market.

For agents, these insights are more than statistics. They provide a roadmap for communicating, marketing, and serving clients more effectively across different life stages.

Who Is Buying and Selling Homes Today

To better understand the trends, it helps to define the generations by age:

• Younger Millennials, ages 18 to 26
• Older Millennials, ages 27 to 45
• Generation X, ages 46 to 60
• Younger Baby Boomers, ages 61 to 69
• Older Baby Boomers, ages 70 to 78
• The Silent Generation, ages 79 to 99

Each of these groups approaches homeownership differently based on life stage, financial position, and long-term goals.

First-Time Buyers Are Older and Fewer

One of the most notable findings is the continued decline in first-time home buyers. Only 21% of recent homebuyers were first-time buyers, according to the new NAR report. They now represent a significantly smaller share of the market compared to historical norms. 

The median age of a first-time buyer is now 40, an all-time high. At the same time, the average age of first-time buyers continues to rise, with many now entering the market well into their 30s.

This trend reflects ongoing affordability challenges. Higher home prices, elevated interest rates, and the difficulty of saving for a down payment are causing many younger buyers to delay homeownership.

For agents, this means first-time buyers often arrive more financially prepared but also more cautious. They are likely to view their purchase as a long-term decision rather than a stepping stone.

Millennials Still Lead, But Their Approach Has Changed

Millennials, particularly those aged 27 to 45, continue to account for the largest share of home buyers, at 42% of the market. However, their behavior is shifting. 

Instead of purchasing smaller starter homes, many are prioritizing properties that can meet their long-term needs. Features like flexible living space, home offices, and room for future growth are top priorities.

These buyers are also more likely to make trade-offs, such as moving farther from city centers or stretching their budgets, to secure a home that aligns with their lifestyle goals.

Generation X Holds Strong Purchasing Power

Generation X buyers, ages 46 to 60, remain one of the most financially stable and influential groups in the market.

Many are repeat buyers who benefit from accumulated equity, allowing them to make larger down payments and compete more aggressively. They are often purchasing move-up homes, second homes, or properties that better fit changing family dynamics.

This group also tends to be highly informed and decisive, expecting agents to provide clear data, market insight, and efficient transactions.

Baby Boomers Are Driving Seller Activity

Baby Boomers, particularly those ages 61 to 78, continue to dominate the seller side of the market. Many are downsizing, relocating, or adjusting their housing to better fit retirement lifestyles. 

At the same time, some Boomers are also active buyers, often purchasing homes closer to family or in preferred retirement destinations. The median age of repeat buyers is 62, an all-time high.

Their strong equity positions give them flexibility, making them less sensitive to interest rates compared to younger buyers.

The Role of the Silent Generation

While smaller in number, the Silent Generation, ages 79 and older, still plays a role in the market, primarily on the selling side. Transactions often involve life transitions such as moving closer to family or into assisted living.

These situations frequently involve multiple decision-makers, including family members, which adds another layer of complexity for agents to navigate.

What These Trends Mean for Real Estate Agents

Understanding generational differences allows agents to tailor their approach to each client.

• Younger buyers may need more education and guidance on long-term planning.
• Millennials are focused on flexibility and future-proofing their purchase.
• Generation X values efficiency, data, and strategic decision-making.
• Baby Boomers often prioritize lifestyle, convenience, and financial security.

Agents who recognize these differences can communicate more effectively, anticipate concerns, and provide a higher level of service.

Why Education Drives Agent Value

In a market shaped by affordability challenges and shifting buyer behavior, knowledge is one of the most valuable tools an agent can offer. Clients are looking for guidance that goes beyond the transaction, helping them make informed decisions that align with their long-term goals.

At Fathom Realty, agent education and growth are a core focus. With access to training, technology, and a collaborative, agent-first culture, Fathom empowers agents to stay informed, adapt to market changes, and deliver meaningful value to their clients.If you are looking for a brokerage that invests in your knowledge and supports your long-term success, visit fathomcareers.com to learn more about joining Fathom Realty.