In a market filled with uncertainty, hesitation becomes the default. Buyers pause. Sellers second-guess. And agents, if they’re not careful, can fall into the same trap, waiting for clarity instead of creating it by actively combating real estate market myths.
But here’s the reality: When there is clarity, there is confidence. And when there is confidence, contracts follow.
Recently, I sat down with housing expert David Childers, president of Keeping Current Matters, to break down what’s actually happening in today’s market and, more importantly, how agents can communicate it in a way that moves clients forward.
Because the agents who win right now aren’t the ones with perfect predictions. They’re the ones willing to provide informed perspectives.
As Childers put it: “Nobody has a crystal ball … but the professional who says, ‘Here’s what I see in the market right now,’ wins.”
The foundation for clarity is not what is going to happen, but rather what is not going to happen. With that in mind, Childers shared the three things that will not happen.
With this understanding, agents can build a professional opinion, based on data, to provide their clients with the best information possible so they can make the best decision possible for them and their families.
1. Inventory is not about to flood the market
One of the most common fears buyers have right now is this: “What if I buy and then inventory explodes and prices drop?”
It sounds logical. But it’s not supported by the data. Childers explained it clearly: “We don’t operate in a market where this flood of inventory is coming.” Yes, inventory is rising slightly. But context matters.
Even with recent increases, we’re still below pre-pandemic levels in most markets.
And there are two major reasons why:
As Childers shared: “The average homeowner has gained about $128,000 in equity over the last six years.” That’s not the profile of a market forced to sell.
What this means for agents
This is where your role becomes critical. Consumers are thinking in extremes, either boom or crash. But most markets don’t behave that way. They normalize. Your job is to explain that clearly, consistently and confidently. These are a few slides Childers provided with visual data on what is truly happening.
Childers shared this chart that shows there has been an increase in inventory year-over-year, but we are still 12.5 percent below pre-pandemic levels.
This chart shows that we have been moving back toward inventory levels seen pre-pandemic over the past few years, but we are still below the levels seen in 2017, 2018 and 2019.
2. Mortgage rates aren’t going back to 3%
The second major hesitation? “I’ll wait until rates drop.” But here’s the problem: Waiting is often based on a number that’s not coming back. Childers addressed this directly: “I don’t see a scenario where we go back into the threes or fours.”
Childers shared, “Mortgage rates are at the lowest they have been in the last three years going into the spring and summer market.” This is the conversation agents need to be having. This chart shows where mortgage rates have been since Jan. 4, 2024.
Forecasts consistently point to a range in the low 6s. That’s where stability is forming. And when you break down the numbers, the difference isn’t as dramatic as many consumers believe. This chart shows the projections for rates over the next year from Fannie Mae, MBA and Wells Fargo.
What this means for agents
Instead of debating whether rates will drop, shift the conversation to the following:
- Cost of waiting
- Opportunity loss
- Long-term equity growth
Because the real risk isn’t buying at today’s rate. It’s sitting on the sidelines, waiting for yesterday’s market.
3. Home prices are not crashing
This is the third and most emotionally charged concern: “Prices went up … so they have to come down.”
But again, that assumption ignores the full picture. Childers pointed to long-term projections showing continued, moderate appreciation, not decline. Even in markets where prices have dipped slightly, context matters.
He shared this example: “The number one market for price declines right now is down about 5 percent, but it has gone up roughly 75 percent over the previous five years.”
That’s not a crash. That’s normalization. This chart shows the percent change in home prices quarter-over-quarter for the fourth quarter of 2025 according to FHFA.
This chart shows the expected home price performance over the next five years according to the Fannie Mae Home Price Expectations Survey (HPES).
What this means for agents
You don’t need to convince clients that the market is perfect.
You just need to show them the following:
- What’s actually happening
- What’s likely to happen
- And what it means for their situation
Because as I often say, it’s not about timing the market. It’s about time in the market.
The real differentiator: Your ability to communicate
Here’s where most agents get stuck. They have the information, but they hesitate to share it. Why? Because they don’t want to be wrong.
Childers offered a powerful analogy: “A doctor doesn’t give perfect recommendations; they gather the best information they can and make a recommendation based on that best available information. Then they come back and gather additional information in the future. They adjust their recommendations at that time based on the new database and any changes that may have happened.”
That’s exactly what clients need from you. Not certainty. Guidance that is based on the best information available.
The question that changes every conversation
One of the most valuable takeaways from our conversation was simple but powerful. When a client asks, “How’s the market?” instead of jumping into your answer, ask this:
“Tell me what you’ve heard.”
Then listen.
That one question does two things:
- It reveals their assumptions
- It gives you the opportunity to correct them with clarity
From there, the transition becomes natural:
“Would you mind if I shared what I’m seeing in the market right now?”
That’s how you lead.
The agents who win this market
This isn’t a market where waiting wins. It’s a market where leadership wins.
It’s a market where:
- Information matters
- Perspective matters
- Communication matters most
Because in a world full of noise, the agent who provides clarity becomes the trusted advisor. And the trusted advisor gets the call.