As the U.S. housing market enters the final quarter of 2025, real estate professionals across the country are adjusting their practices to accommodate longer sales cycles and more cautious buyers. Emerging data from November indicates a notable shift in buyer behavior, with prospective homeowners taking more time to make purchasing decisions amid a high-inventory environment. The change has brought ripple effects throughout the industry, prompting realtors to reassess their approaches to marketing, pricing, and negotiation.
According to recent figures from the National Association of Realtors (NAR), the median number of days that a home remains on the market has increased significantly over the past year. While homes averaged 28 days on the market in late 2024, that figure rose to approximately 33 days in September 2025, and industry insiders suggest it has climbed even higher into October and November. This represents a tangible slowdown in buyer activity compared to the post-pandemic real estate boom years, when multiple offers and rapid closings were commonplace.
Much of this shift is tied to elevated inventory levels, which have continued to build in many metro areas. With more homes available for sale, buyers now have the luxury of choice and are less pressured to act quickly. This increased inventory has also allowed for greater comparisons among properties, leading to more prolonged decision-making processes and, in some markets, more aggressive bargaining from buyers. The result is a noticeable extension of the time it takes for listings to go under contract, even in traditionally fast-moving markets.
Realtors are responding to this new environment with a variety of strategic changes. Many are increasing their marketing budgets, investing in professional home staging, drone photography, and virtual tour technology to help their listings stand out. With more listings competing for attention, agents are finding that basic photos and brief descriptions no longer suffice in attracting buyers. Sellers are also being advised to be more flexible with showing schedules and to maintain their homes in showing-ready condition for extended periods.
In addition to visual marketing enhancements, realtors are focusing more on building buyer confidence. Rather than pushing for quick deals, agents are spending more time educating clients about market trends, financing options, and neighborhood comparisons. Buyers are also being offered longer contingency periods for inspections and financing, a change from recent years when waiving contingencies was often necessary to win bidding wars. This more consultative approach is helping buyers feel more secure in their decisions, particularly as mortgage rates and economic indicators remain in flux.
Some agents are also experimenting with alternative commission structures. Hybrid models, including flat fees or tiered commissions, are being explored as sellers grow more cost-conscious in response to longer listing periods. In a market where sellers are more willing to negotiate on terms and price, agents are adjusting their service packages to retain clients and close deals efficiently.
Industry observers note that while it remains, on paper, a seller-favorable market in many regions, the balance of power is shifting. Home price appreciation has slowed markedly compared to the explosive growth of the past few years. While prices have not declined significantly nationwide, the rate of increase has moderated. Some metropolitan areas are seeing prices stabilize, and sellers are more frequently offering incentives, such as help with closing costs or funds for home repairs, to attract offers.
Buyers are responding to these incentives, but their approach is far more deliberate than in years past. The psychological shift is clear: rather than feeling urgency to buy before prices rise further, many buyers are now willing to wait for the right deal or better financing terms. Mortgage rates have remained above 6% throughout much of 2025, which has kept monthly payment affordability top-of-mind for many households. This has added an additional layer of caution, especially among first-time buyers and those in higher-priced markets.
This change in buyer behavior and extended market timelines has broader implications for the real estate industry. Agents must now navigate longer transactions, manage client expectations, and balance more complex negotiations. For sellers, it means preparing for the possibility that their home may not move as quickly as it would have even a year ago. Real estate professionals are counseling clients to be realistic about pricing and to consider strategic price reductions or incentives if their homes linger unsold.
Despite these adjustments, there remains cautious optimism that the market is entering a more sustainable phase. A slower, more balanced pace may offer long-term benefits for both buyers and sellers, reducing the volatility and stress that characterized the hyper-competitive years following the pandemic. Some economists believe that as mortgage rates stabilize and inflation cools, more buyers will return to the market with renewed confidence. However, most agree that the days of lightning-fast sales and no-contingency offers are behind us, at least for the time being.
Realtors, for their part, are rising to the challenge. The evolving market conditions are prompting many to elevate their professional standards, deepen client relationships, and adopt new technologies that enhance the buying and selling experience. As the market continues to adjust, adaptability and client-focused service are becoming essential qualities for success in the modern real estate landscape.
For further insight into current home sales trends, refer to the National Association of Realtors’ most recent market report at nar.realtor.
