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Seller Surge
Where buyers have the best opportunities
#131
WELCOME
Q1 is coming to a close, and this is a good time to remember that momentum is often built before the busiest stretch begins (more on that in Tips & Takeaways below). The agents who stay focused now, keep following up, and continue building their pipeline are usually the ones best positioned when spring activity picks up.
A strong season rarely starts when the calendar turns over. It usually begins weeks prior, with the work that was already happening before everyone else got busy.
When Serhant agent, Bravo TV star, and Hampton realtor Talia McKinney first started her real estate career as a rental agent in Brooklyn, she dreamed of breaking into the luxury market. Today, she’s the leader of a growing real estate team, an international keynote speaker, and just closed an incredible $31.5M deal. Watch Talia’s interview on the latest episode of Glennda’s Guru to learn from one of the most motivational voices in real estate.
TRACK THE MARKET: Record-breaking buyer’s gap
According to a recent analysis from Redfin, there are now 630,000 more home sellers than active buyers in the U.S. housing market, marking the largest gap the company has recorded since it began tracking the data in 2013. That imbalance means that in many markets, buyers have more pricing leverage and more homes to choose from. But while inventory is improving in buyer-friendly metros like Miami, Nashville, and Austin, affordability remains a major buying constraint because of high home prices, mortgage rates, and broader economic uncertainty.
By the numbers:
Nationally, there were 46.3% more sellers than buyers in February, up from a 29.8% gap just a year earlier.
The biggest buyer’s markets were in the South, led by Miami (163% more sellers than buyers), Nashville (+120%), and Austin (+112%), while the strongest seller’s markets were Newark (31.1% fewer sellers than buyers), Montgomery County (-29%), and Nassau County (-25.8%).
In these seller’s markets, home prices rose an average of 2.2% YoY, while in the buyer’s markets, prices only rose an average of 0.3%.
With 46% more sellers than buyers nationally, making your listing stand out matters more than ever. Homes Ai on Homes.com works like a 24/7 virtual assistant on your listing, letting buyers ask questions, compare properties side by side, and explore Matterport 3D tours on their own time. The buyers who reach out have already done their homework, so your conversations are with serious prospects, not casual browsers. And because Homes.com runs on a Your Listing, Your Lead model, every inquiry goes directly to you. No lead diversion or commission splits. Schedule a demo with a Homes.com rep and grab a $100 gift card while the offer lasts.
DIVE IN
The Friday Five
📖 Want a waterfall? How a monastery in Oregon sold their 92-foot waterfall.
👀 Top 10. The biggest real estate deals of last week—from Miami Beach to Beverly Hills.
👀 Church condo. See the one-of-a-kind church conversion with iconic Boston skyline views.
💡 Do your research. Jade Mills’ secret for guaranteeing an instant connection with potential new clients.
💡Scarcity mindset. Stop gatekeeping your listings. Try this social media strategy instead.
WHAT’S NEW FROM ESTATE MEDIA
Let’s talk luxury buyers
Josh Flagg has developed an incredible network of high-end luxury buyers and investors—largely as an independent agent. That’s allowed him to work on some of the biggest deals in the Greater LA area, connecting buyers to incredible and historic homes, and getting sellers the best value for their properties.
In this masterclass-style live interview, Josh answers real agent questions, giving honestly candid advice on topics like:
What’s really motivating the buying decisions of ultra-wealthy clients? And how can agents focus on the selling points that truly matter to this group?
How do you create a sense of urgency without pressuring buyers?
When you see a house you think a past client would be interested in, how do you pitch that property to them, especially if it’s been 5+ years since you last did a deal together?
How do you go beyond the standard buying process to ‘impress’ high-net-worth clients, and gain their loyalty?
Josh covers these topics and a dozen more in this deep-dive interview you can watch now, here.
FEATURED LUXURY LISTING
TIPS & TAKEAWAYS
Maximizing the power of mindset
James Harris’ best mindset advice comes down to one idea: the agents who keep winning are usually the ones who rely least on pure internal motivation.
Discipline, strong routines, and a long-term mindset are what keep outreach, follow-up, and pipeline management moving even when the day doesn’t feel particularly productive—or you don’t feel particularly motivated. These slow, steady habits stack the deck in your favor so you don’t have to get a lucky break to be successful, because you’ve created a pattern that pays off.
Tap here for the five mindset changes James made to boost his potential for wins.
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…
ESTATE RECOMMENDED RESOURCES
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