Divided Demand

Phoenix is out. San Fran is in.

April 17, 2026

#134

WELCOME

What’s the true cost of poor curb appeal? According to Trees.com (who may be more than a little biased 👀), bad landscaping alone can decrease property values by up to 30%. So yes, April showers bring May flowers—and potentially a stronger sale price, too.

SHARPEN YOUR SKILLS: Today’s Top Podcast Rec 🔊

Shelton Wilder—the LA agent who recently closed a $41M deal—loves being underestimated because it gives her a chance to outperform the competition before they even see her coming. Flying under the radar, creating win-win relationships, and going everywhere with a gift have given Shelton an undeniable edge in one of the nation’s most competitive markets, and in this interview on Glennda’s Guru, she shares exactly how she’s used these strategies to automatically attract new leads without chasing their business.

TRACK THE MARKET: Housing regions get a re-rank

A new market ranking reported by Inman shows a surprising shakeup in 2026’s hot and not metros. Some of the strongest markets are now in parts of the Northeast and California, where low inventory is keeping prices firm, while many Sun Belt metros that were booming just a few years ago are quickly cooling. Demand is patchy across the country, with some local metros showing an entirely different pattern than others just a state over. 

According to the report:

  • In terms of housing momentum, Connecticut led the state rankings, followed by New Jersey, Rhode Island, and New York. Several Northern California metros, including San Francisco, San Jose, and Oakland, also ranked among the hottest large-city markets.

  • On the other hand, former Sun Belt standouts are losing momentum. Arlington, Fort Worth, and Austin have fallen sharply in the rankings since 2021, and Phoenix and Mesa—once among the most competitive markets in the country—are now near the bottom of the list. 

  • One factor that is affecting markets across the board is interest rates. After the Iran conflict escalated, mortgage-rate movement wiped out about $25,000 in buying power for the typical U.S. homebuyer.

The idea of a “national housing market” or “nationwide trends” is still helpful when comparing activity year-over-year or season-over-season. But considering how localized inventory and demand have become, the best statistics to watch may be the ones from your own hometown.

DIVE IN

The Friday Five

📖 On the Hunt. Designer Paige Wassel’s BTS experience guest-appearing on an Antiques Roadshow spinoff.  

👀 Maxing out on mansions. See inside Bieber's Beverly Hills mansion, Ontario oasis, and even his first major real estate investment. 

👀 Custom closets. How Glennda revamped the closets in ‘Grandma’s House’ to maximize every square inch. 

💡 All the single ladies. Meet the go-getter women who now make up 21% of all home buyers. 

💡All in on AI. The two things AI can do better than any agent on earth.

WHAT’S NEW FROM ESTATE MEDIA

Headliner homes

Coachella 2026 featured some of the biggest names in music, like Sabrina Carpenter, David Guetta, Young Thug, Karol G, and more—and these celebs have more than center stage in common. In the latest Houses of Celebs, host Scott takes you inside the incredible mansions, condos, and sprawling estates these ultra-wealthy icons have recently bought and sold. From Sabrina’s little-but-luxe Tribeca duplex to David Guetta’s record-setting Miami Beach condo, tap for your daily dose of celebrity real estate news.

FEATURED LUXURY LISTING

The Glass Dome

Set on Lake Winnebago with expansive water views, this home is built for both large-scale entertaining and everyday retreat living. Inside, standout details include a three-story spiral staircase beneath a glass dome, a 1,000-bottle wine room, a 900-gallon saltwater reef aquarium, and richly layered finishes ranging from rare woods to Labradorite countertops and a Chihuly chandelier. The primary suite adds its own library, gym-spa access, and private deck connection, while the infinity-edge pool, outdoor kitchen, 22-person dining table, and double boat dock make the lakefront setting feel fully livable year-round.

https://estate-elegance.beehiiv.com/p/the-glass-dome

TIPS & TAKEAWAYS

Calming uncertain clients

There will always be moments of uncertainty in the housing market. The best agents understand how to acknowledge those uncertainties—not deny them—and help their clients make the best decisions possible for them. 

How can you help a client who’s anxious, overwhelmed, or ready to back out?

  1. Name the concern, don’t deny it or correct it.

  2. Refocus on the goals that matter to them.

  3. Give them clear next steps.

Check out this edition of The Blueprint for the full talking points David Parnes uses to calm concerns and help his clients move forward.

HANGS & HAPPENINGS

The Gathering by HousingWire | Austin, TX | April 27 - 30, 2026
This event for mortgage professionals, brokerage leaders, and investors connects you with some of the most powerful and prominent executives in the housing industry. Hear from experts on housing policy, real estate solutions, affordability opportunities, investments, and more. 

Inman Luxury Connect | San Diego, CA | July 27 - 28, 2026
The industry’s premier event for elite agents and brokers in the luxury space hosts immersive discussions, interactive workshops, top-tier networking events, and a roster of speakers including James Harris, Jason Oppenheim, and Jade Mills.

Before we go…

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